JOB SUMMARYThe major objective for this position is to increase sales (indirect and direct) in your assigned territory through growing existing customer accounts along with a large focus on increasing our current business partnerships as well as creating new business relationships at accounts in your assigned territory covering the Southern New Jersey/Delaware territory.
Today, with so many of our customers working remotely, you will be tasked to increase your engagement and sales through all communication means available to you. Your goal is to take Heilind, its franchised lines, and services deeper into the accounts and be the indispensable and trusted go-to resource for supply chain and engineering.
OrganizationA strong predictor of success for a Customer Business Manager is the ability to build relationships. You are the quarterback as you collaborate with the inside support team and other key departments to build solid relationships with our customers and suppliers built on Heilind's performance, trust, and innovation. Utilize all the resources, services and personnel that are at your disposal to make you and Heilind indispensable to the customer.
ESSENTIAL DUTIES AND RESPONSIBILITIES: Other duties as assigned.- Travel to service areas to represent the company.
Performance Objectives- Before you start the journey, it's important that you have the roadmap. Within the first 2 weeks, take the initiative to meet with your branch leadership to understand the Company vision, key Company objectives and most important your individual objectives & expectations. Set up systems to measure your progress toward meeting or exceeding your objectives each month.
- Within the first 30 days... With the support of your Branch Manager, learn the Heilind system and the sales tools you will be using on a daily basis to help organize, track, and follow up your sales activities. During this time, also with the assistance of your Branch Manager, you will proactively introduce yourself to your top 10 -- 20 accounts and also your top 5 supplier reps in person.
- Within the first 60 days... With the support of your Branch Manager, you will meet with the remainder of your supplier reps and account base in person. Meet with your inside sales team to review your top 20 accounts and discuss engagement & opportunities. By this time, you should also be comfortable with the CRM and sales tools. You should start loading New Opportunities that you are creating via New Designs and New Quotes into Opportunity/Design Tool daily.
- Within 90 days... You will meet with your Branch Manager where the two of you will strategically plan your coverage of the territory by ranking your accounts (A, B or C). All assigned training modules should be completed by this time. Also, you should be scheduling regular meetings with your supplier reps to discuss business opportunities, sharing account information, and developing strategies to pursue opportunities. You should have identified a minimum of $150,000 in new Opportunities.
- Within the first 6 months... You should have accomplished a minimum of three supplier training events. By this time, you should be comfortable explaining weekly what you are creating, the outcome of assigned sales leads and updates on specific activities discussed as critical to your success with Heilind. Also, you should have ten active new design opportunities. Through your regular rep meetings, you should have identified $300,000 in new business that Heilind doesn't currently enjoy (existing or new customers).
EDUCATION/EXPERIENCE:- Bachelor's degree (B.A.) from a four-year College or university in business or technical degree or an equivalent combination in education and experience would be an asset. As would experience with sales tracking software.
- Minimum 4 years of sales/marketing experience; preferably in electronic component distribution or a closely related field.
- Industry experience is strongly preferred.
SKILLS AND REQUIREMENTS: - U.S. Person (ITAR This position requires use of information or access to hardware which is subject to the International Traffic in Arms Regulations (ITAR). To perform the position, you must be a U.S. Person as defined by ITAR. ITAR defines a U.S. person as a U.S. Citizen, U.S. Permanent Resident (i.e., 'Green Card Holder'), Political Asylee, or Refugee)
- Domestic travel required 50% to 75% of the time, including driving frequently as required of the job.
- Must have a valid driver's license.
- Driving record must be in good standing.
Computer Skills: - To perform this Customer Business Specialist job successfully, an individual must have knowledge of Microsoft Suite, including Word, Excel, and Outlook.
- Strong interpersonal and communications skills, both verbal and written.
- Proven track record of growing business through successful long-term relationships with key customers and core suppliers.
- Must be proactive, organized and detail oriented.
- Data entry skills a plus.
- Ability to handle multiple tasks and projects simultaneously while working in a fast-paced environment.
PHYSICAL REQUIREMENTS:While performing the duties of this job the employee is often required to stand, sit, use computers, read, write, type, use copy machines, file paperwork, use telephones, and utilize written and oral communication to interact with clients, co-workers, and customers. Reasonable accommodations may be made to enable individuals to perform the essential functions of this job.
Sedentary work. Exerting up to 10 pounds of force occasionally and/or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects. Substantial movements (motions) of the wrists, hands, and/or fingers (paperwork, typing, using mouse/keyboard). The worker is required to have close visual acuity to perform an activity such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading.
WORKING CONDITIONS:Position is not substantially exposed to adverse environmental conditions (such as in typical office or administrative work.)
