Sr Intl Market Dev Specialist-Usa

Ingram Micro. Miami , FL 33196

Posted 7 months ago

SUMMARY OF RESPONSIBILITES

With a primary focus of building and maintaining relationships with existing customer sets, the Sr.

Market Development Specialist is known as a product/category expert and is responsible for

implementing, driving and advancing vendor, technology, or category strategies, programs, solutions,

and trainings with customers and sales associates. The Sr. Market Development Specialist is responsible

for enabling profitable sales, activations, and market share gains of the assigned product line. The Sr.

Market Development Specialist proactively identifies opportunities (and is called on as opportunities are

identified) and partners with an account-assigned sales associate to lead educational sessions with the

customer and support closing deals. Maintains a detailed understanding of their assigned vendor,

technology or category segment and its associated competitive products including life cycles, pricing

programs, and technology advantages. May be required to manage transactions to support vendor and

customer needs. The Sr. Market Development Specialist serves as a liaison between Ingram Micro and

the vendor or overlay division and leverages competitive information to the advantage of both the

vendor and Ingram Micro. Generates leads and opportunities for self and sales team members to

proactively address and record leads in appropriate pipeline management tools. May also be called on

as a technical product expert to develop and present sales proposals. May also be required to

participate on special project teams across the organization and may act as a lead to coach and train

other Market Development Specialists. May travel up to 15% (which may include international travel).

KEY ACCOUNTABILITIES

Builds and expands strategic relationships primarily with current customers by educating and selling

specific vendor, category or technology programs, products, solutions and services that allow the

customer and Ingram Micro to accomplish financial and business objectives.

Accountable for achieving overall revenue/profit/share objectives through active selling within

assigned vendor, vertical, or solution.

May manage transactional work associated with sales orders with speed and accuracy and performs

to required service level agreements (SLAs)

Inquiry support and resolution of complex issues (verbal and written)

Educates sales associates on vendor/category/technology programs, marketing campaigns, pricing

programs, and provides training to customers when appropriate

Acts as a team lead to help train and coach other Market Development Specialists and may be

assigned to special project teams across the organization

JOB QUALIFICATIONS: KNOWLEDGE/SKILLS/EXPERIENCES:

Education and Experience requirements:

o High school diploma (or equivalent) and minimum of seven years previous sales/customer

service experience (preferably in a related industry) or six years' experience with Ingram

Micro in a sales/customer service capacity equivalent to a Market Development Specialist.

o OR a Bachelor's degree and a minimum of four years previous sales/customer service

experience (preferably in a related industry) or three year experience with Ingram Micro in a

sales/customer service capacity equivalent to a Market Development Specialist.

Knowledge of: Professional, effective telephone techniques and customer care. Moderate technical

and product knowledge. Moderate understanding of Ingram Micro programs, products and services

is desirable.

Skilled in: Professional sales and negotiations techniques, building solid customer relationships and

operating a personal computing. Moderate knowledge of Excel and Word required. Excellent

communication skills: written and verbal required. Strong organizational skills and problem solving

agility also required. Previous ERP system experience desired.

Ability to: Work as a team member, partner effectively with others, multi-task, respond to rapid

change, perform duties with accuracy and with a strong degree of urgency, prioritize and perform

work with limited supervision. Able to handle large quantities of information while maintaining a

high level of accuracy.

CRITICAL COMPETENCIES:

Works as a Team Member: Is a team player; works cross-functionally; is participative, supportive,

and sensitive to cultural differences

Takes Accountability for Personal Excellence: Has high standards, continuously learns, solicits

feedback, and looks for opportunities beyond own area of responsibility and expertise

Communicates Effectively: Actively listens to others, presents all of the information needed by an

audience, shares information in a timely fashion, answers questions honestly, and is easily

understood

Partners Effectively with Customers and Vendors: Demonstrates an understanding that there are

internal and external customers, knows who those customers are and what they need, and wins

customers for life

Uses Influence to Execute and to Drive Ideas forward: Is an effective negotiator, provides practical

assistance to resolve conflicts, challenges others, and focuses on the goal rather than on who "wins"

Develops Innovative Business Practices: Challenges the status quo, takes calculated risks, displays

and champions innovation, and reduces inefficiencies

Core Selling: Demonstrates fundamental best-practice behaviors that lead to superior, customerfocused

sales results and performance; key behaviors include establishing trust with customers,

flexing own style, and using an effective sales process

Advanced Selling: Demonstrates expertise in best-practice selling behaviors that lead to superior,

customer-focused sales results and performance, provides effective feedback and coaching to sales

Associates, inspires and challenges sales Associates to attain breakthrough performance, and

removes barriers to effective customer service

Sales General: Is knowledgeable on the sales department's role, policies, processes, procedures and

how the sales department interacts with other departments; demonstrates an understanding of

how to increase sales and the overall effectiveness of the sales function; and is equipped to

represent the sales department at cross-functional events or in cross-functional projects.

Vendor Account Knowledge:
Keeps up-to-date on the interests, needs, and challenges/issues

pertaining to the vendor; manages the vendor relationship successfully; capitalizes on vendor

knowledge and relationship to expand Ingram Micro business; and finds ways to increase

profitability with vendor.

Market Knowledge:
Demonstrates an understanding the IT market, including distribution channels,

Ingram Micro's role in the channels, and competitor information (who they are, and what their

strengths and weaknesses might be); adept in applying knowledge of the IT market to anticipate

trends and proactively meet the needs of resellers and end-users.

Sales Enablement: Prioritizes sales enablement efforts so as to capitalize on high-value

opportunities; maintains appropriate documentation (e.g., process, tools, and procedures); focuses

on adding value to customers/end-users; and effectively uses available tools to drive sales closure.


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Sr Intl Market Dev Specialist-Usa

Ingram Micro.