Central Region Manager

TTM Technologies   •  

Sterling, VA

Industry: Manufacturing / Electronics

  •  

11 - 15 years

Posted 355 days ago

This job is no longer available.

The Regional Manager position is that of primary focal point within the TTM organization for developing a strong, strategic business partnership with our General sales organization, and our targeted Global Accounts.  The regional manager is responsible for managing the development, implementation and administration of a regional business Plan that ensures the successful achievement of financial and sales growth objectives for TTM in their assigned region.  

Duties and Responsibilities

  • Creation of a long-term strategy for account development and sales growth.
  • Develop and implement a comprehensive Business Plan for budgeted accounts.
  • Develop a pipeline that creates long term growth in their assigned region that is 10X the annual growth target
  • Manage Business Plan administration and conduct frequent reviews and updates.
  • Identify new specific customers based on detailed assessment of current capabilities/resources. Communicate existing or future resource deficiencies. Work with management to assure resource enhancements are in place in order to optimize success.
  • Focus and align the technology resources of TTM with the current and future needs of the accounts in the territory.
  • Develop multi-level relationships with the customer that support the overall account penetration strategy.
  • Develop a dynamic account profile documented and maintained in CRM..
  • Achieve or exceed the budgeted sales and margins for assigned account(s).
  • Prospect and qualify new programs and new product opportunities. Communicate the information and requirements to the appropriate organizations. Follow “Value Selling” techniques and NBO process using CRM Database.
  • Develop TAM analysis of accounts in territory for EMS business.
  • Monitor KPI’s and customer perceptions. Drive improvement initiatives.
  • Lead contract review and negotiation activities. (Customer business agreements as well as pricing contracts).
  • Identify competitive suppliers, assess their strengths and weaknesses. Develop competitive strategy for TTM product portfolio.
  • Identify customer’s Global sourcing goals, near and long term strategies, challenges, key influencers and decision makers within their organization.
  • Manage forecast process for territory.
  • Work with general sales force and BU’s to develop E-M Solutions business where TTM has existing relationships with customers on PCB.
  • Identify and close opportunistic business for E-M Solutions by focusing on the development of man rep organizations that can represent BU on accounts not being managed by legacy TTM sales organization presently. Best Practices Expected: 
  • Develop, secure approval for, communicate, implement and manage Strategic Territory Business Plans.
  • Ownership/accountability for annual budget and monthly forecast process.
  • Establish KPI’s for the Territory with specific, measurable metrics.
  • Has an excellent breadth and depth of communications internally as well as at the customer.
  • In depth knowledge of territory and its Accounts = People, competitors, strategies, technology, programs, products.
  • Champion for territory/accounts = promote, build enthusiasm, strong “team” leader.
  • Focuses on Performance to Budget = Revenue and Margins.(Clearly understands TTM financial objectives and communicates goals to all team members.)
  • Drives alignment of appropriate resource allocation to opportunities. (Tenacity is a key trait of our most successful Territory Managers.)
  •  Education and Experience
  • Fifteen years salesexperience, five of which have been in a some type of leadership role.
  • Experience within the EMS industry.
  • Excellent organizational and communications skills.
  • Ability to travel 50% + of the time.
  • B.A. or B.S. degree.'

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