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Territory Sales Executive

2 months ago

Wilmington, Massachusetts, United States Heilind Electronics Full time
Job Overview

POSITION SUMMARY

The primary aim of this role is to enhance sales (both direct and indirect) within your designated territory by expanding existing customer relationships while significantly focusing on strengthening our current business alliances and establishing new connections with clients in your assigned region.

Your objective is to deepen Heilind's presence, along with its franchised lines and services, within these accounts, positioning yourself as the essential and trusted resource for supply chain and engineering solutions.

A key indicator of success for a Customer Business Manager is the capacity to cultivate relationships. You will act as the coordinator, collaborating with the internal support team and other vital departments to forge robust connections with our clients and suppliers, grounded in Heilind's performance, trust, and innovation. Leverage all available resources, services, and personnel to ensure both you and Heilind become indispensable to the customer.

KEY RESPONSIBILITIES:
  • At the outset, it is crucial to have a clear strategy. In the initial weeks, proactively engage with your branch leadership to grasp the Company's vision, key objectives, and your individual performance expectations. Establish systems to monitor your progress towards achieving or surpassing your monthly targets.
  • In the first month... With guidance from your Branch Manager, familiarize yourself with the Heilind system and the sales tools that will assist you in organizing, tracking, and following up on your sales activities. During this period, also introduce yourself to your top 10-20 accounts and your top 5 supplier representatives in person.
  • By the end of 60 days... With support from your Branch Manager, you will meet with the remaining supplier representatives and account base face-to-face. Collaborate with your inside sales team to evaluate your top 20 accounts and explore engagement opportunities. You should also become proficient with the CRM and sales tools, regularly inputting New Opportunities that arise from New Designs and New Quotes into the Opportunity/Design Tool.
  • At the 90-day mark... You will have a strategic meeting with your Branch Manager to plan your territory coverage by categorizing your accounts (A, B, or C). All required training modules should be completed by this time. Additionally, you should be scheduling consistent meetings with your supplier representatives to discuss business opportunities, share account insights, and devise strategies for pursuing new prospects. You should have identified at least $150,000 in new Opportunities.
  • Within the first six months... You should have conducted a minimum of three supplier training sessions. By this stage, you should be able to provide weekly updates on your progress, outcomes of assigned sales leads, and developments on critical activities essential for your success with Heilind. Furthermore, you should have ten active new design opportunities. Through regular meetings with your representatives, you should have identified $300,000 in new business that Heilind does not currently possess (from existing or new customers).
Qualifications

EDUCATION AND EXPERIENCE:
  • A bachelor's degree in business or a technical field from an accredited institution or an equivalent combination of education and experience.
  • A minimum of four years of sales or marketing experience, preferably in electronic component distribution or a related industry.
  • Demonstrated experience as a Field Sales Manager or in a similar role.
  • Familiarity with sales tracking software.
  • Experience in commissioned sales, field sales, or comparable areas.
SKILLS AND COMPETENCIES:
  • To fulfill this role, you must qualify as a U.S. Person as defined by ITAR, which includes U.S. Citizens, U.S. Permanent Residents (i.e., 'Green Card Holders'), Political Asylees, or Refugees.
  • Ability to report to the assigned office location during scheduled in-office workdays.
  • Proficiency in Microsoft Outlook, Word, Excel, and PowerPoint, which are commonly used sales tools.
  • Possession of a valid driver's license.
  • Strong interpersonal, negotiation, and communication skills.
  • Excellent organizational abilities.
  • Capability to overcome objections from potential clients/customers.
  • Aptitude for developing and implementing insightful market research protocols.
  • Self-motivated and driven.
  • Proven track record of meeting or exceeding quotas.
  • Ability to solve problems and manage a variety of variables.
  • Valid Driver's License.
PHYSICAL DEMANDS:

While performing the duties of this position, the employee is frequently required to stand, sit, use computers, read, write, type, operate copy machines, file paperwork, use telephones, and engage in written and oral communication with clients, colleagues, and customers. Reasonable accommodations may be made to enable individuals to perform the essential functions of this position.

This role primarily involves sedentary work, requiring exertion of up to 10 pounds of force occasionally and/or negligible amounts of force frequently or constantly to lift, carry, push, pull, or otherwise move objects. Significant movements of the wrists, hands, and/or fingers (e.g., paperwork, typing, using a mouse/keyboard) are necessary. Close visual acuity is required for activities such as preparing and analyzing data and figures, transcribing, viewing a computer terminal, and extensive reading.

WORKING ENVIRONMENT:

This position is not significantly exposed to adverse environmental conditions, typical of office or administrative work.

Equal Opportunity Employer

We are an Equal Employment Opportunity employer that values the strength diversity brings to the workplace. All qualified applicants, regardless of race, color, religion, gender, sexual orientation, marital status, gender identity or expression, national origin, genetics, age, disability status, protected veteran status, or any other characteristic protected by applicable law, are strongly encouraged to apply.

Compliance Statement

If this is a U.S.-based role, the following applies. This position requires the use of information or access to hardware subject to the International Traffic in Arms Regulations (ITAR). To perform this role, you must qualify as a U.S. Person as defined by ITAR, which includes U.S. Citizens, U.S. Permanent Residents (i.e., 'Green Card Holders'), Political Asylees, or Refugees.

Benefits

Heilind offers a comprehensive benefits package to all full-time, regular employees located in the United States, which includes:
  • Comprehensive medical, dental, and vision coverage.
  • Vacation, sick leave, and holidays.
  • Accident, life, disability, and critical illness insurance.
  • 401k retirement plan with matching contributions.
  • Wellness programs.
  • Tuition reimbursement.
  • Referral bonuses.
  • Employee discount programs.
  • Pet insurance.
  • A day off for your birthday.