Regional Sales Manager ( MA)

POSITION OVERVIEW:The Regional Sales Manager (RSM) is responsible for growing the Western North America sales revenue for AEM High Reliability product portfolio in the harsh environment markets, primarily Aerospace, Defense, Industrial, and Medical. The RSM will work with major direct accounts, manufacturers reps, distributors, and AEM applications engineering to create new design wins in the assigned region. The RSM will manage and support existing customers in the assigned region to grow current business with new customer programs and projects. The RSM will develop a strategic growth plan for the region and work closely with manufacturer reps and distributors to win new opportunities and customers. He/She will work closely with the internal AEM teams on new products and projects to meet customers’ needs. The RSM will regularly report status of sales activities, provide bookings forecasts for the region, prepare, and deliver presentations as requested by customers or as necessary for internal meetings. He/She will actively use CRM to input and maintain the regional account and opportunity information to ensure all information is up to date and accurate. Regularly engage with, manage, support, and train Manufacturer’s Representatives and Distributors in the region. Attend trade shows as required to promote AEM products and generate leads.DUTIES & RESPONSIBILITIESCreate New Business Opportunities for AEM High Reliability product portfolio by engaging with existing customers and penetrating new key accounts in the assigned sales region.Meet the assigned bookings and revenue goals for the assigned region. Track progress to and achieve the Key Performance Indicators as assigned by management.Develop and maintain in-depth knowledge of the markets, applications, major accounts, and customer opportunities that utilize AEM products and solutions in the region.Participate in sales strategy and planning activities with market data, competitive insights, and customer requirements to help deliver products and solutions that meet customer needs and expectations.Prospect and develop new customers and new opportunities in the assigned regions for specific markets and applications. Input and maintain opportunity details and manage proactive actions in CRM to win the business.Develop, implement, and measure the Regional Sales Strategy and Growth Plan for each target market, including Direct and Channel customers.Provide specific mutual growth plan, incentive plans, product roadmap and training, joint customer visits, trade shows, and customer support to Distributors and Manufacturer Reps. Track progress to plan.Conduct regular business performance reviews and customer visits with Manufacturer Reps to track and close opportunities to meet business goals.Prepare and provide business forecasts, status of design-in progress, and new business opportunities in the region on a monthly and quarterly basis.Attend internal and external business meetings to present business plans and relevant topics as necessary.Work closely with existing design-in customers to ensure AEM stays designed into the current customer product and stays designed-in to future products.Negotiate price and delivery terms for strategic growth of the business. Drive business and operation performance metrics as appropriate to gain preferred or key supplier status.Assist with troubleshooting customer relations issues and providing product support/feedback to the factory to ensure customer satisfaction.INTERNAL AND EXTERNAL RELATIONSHIPSInternal:

Interface with Senior Management, Regional and Worldwide Sales, Applications Engineers, Product Marketing, Product Engineering, Quality, Planning, and Finance.External:

Interface with Customer Purchasing Management and Buyers, Contract Administrators, Project Management, Engineering, and Quality. Coordinate Corporate and Regional teams at Distributors and Manufacturing Representatives.SKILLS AND KNOWLEDGEKnowledge of Passive Components markets and application, particularly in Aerospace & Defense, Industrial, and Medical.Knowledge of Circuit Protection and RF components.Knowledge and experience in working with complex contracts, especially with the Defense market.Strong background in technical sales and business development, including leads generation, design in activities, price quote process, customer surveys, and score cards.Strong business and technical customer presentation skills and experience.MANAGERIAL OR SUPERVISORY SKILLS:Highly organized, self-motivated, a good planner and able to work well with and without direct supervision or support staff. Ability to direct and motivate internal and external teams without direct report relationship.Experience managing different customer and sales channels:Including Direct, Manufacturers Representatives, and Distribution.SKILLS DEALING WITH OTHER PEOPLE:Must have highly effective communication capability and interpersonal customer relationship skills. Positive attitude, respectful and friendly disposition with all internal and external communications.OTHER:Must reside within one of the major Western U.S. Electronics Markets. Frequent Travel and flexible hours to support customer requirements and activities.EXPERIENCEFive years direct sales and/or sales management experience in technical oriented business.Five years of progressively responsible positions in the electronic components or related industry preferred.Three years of experience in Aerospace & defense market preferred.Three years of experience working with manufacturing representatives and distributors.Education:

Bachelor’s Degree in Technical or Business Management.

#J-18808-Ljbffr