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).
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
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.
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
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.
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.