Technical Manager, Industrial Sales (Americas)

Avnet•Tempe, AZ

2d•Onsite

About The Position

Acts as primary technical resource for the Industrial Sales team, focused on Energy Management (Energy Storage Systems, Solid State Transformers, Renewables) and Automation (Robotics, Drones, Smart Building). Supports customer expansion through partnership with Industrial Sales team Account Executives and the Americas field sales team. Advocates differentiated solutions on behalf of supplier partners. Performs a variety of product, technical and engineering functions including but not limited to: pre/post sales support, research, design and development.

Requirements

Deep understanding of business, financials, products/services, the market or the needs/challenges of assigned accounts.
Requires depth and/or breadth of sales expertise within a specialized product, service or account type.
Requires a deep understanding of the full range of offerings that the organization and its competitors sell and that assigned customers buy.
Recognized as a technical expert (by colleagues and customers) in one or several product/service areas.
Complexity is extremely high (territory/account, products/services, sales or account management process); serves as team lead.
Plans own territory or account approach and has input into colleagues' approaches; manages own and often others' resources.
Leads others to solve complex problems; uses sophisticated analytical thought to exercise judgement and identify innovative sales solutions.
Leads sales teams on negotiations to identify, pursue or manage accounts/ opportunities with extremely large size/strategic importance/risk of loss.
Develops colleagues' understanding; acts as a role model for colleagues with less experience.
Has extremely high authority/opportunity to set and negotiate product/service terms.
Plans own territory or account approach and has input into colleagues' approaches; manages own and often others' resources.
Serves as consultant to management and/or internal/external spokesperson for the organization on major initiatives related to policies, plans and long-range objectives.
Impacts the relationship the organization has with its leading clients.
Minimum experience required is typically 8+ years with bachelor's or equivalent.
This is typically the most senior sales position in the company and is reserved for the most experienced sales professionals.
Bachelors degree or equivalent experience from which comparable knowledge and job skills can be obtained.

Nice To Haves

Strong presentation skills, the ability to speak comfortably in front of audiences ranging from C-Suite Executives to staff engineers
Drive to stay on top of Industry trends, latest and greatest solutions, etc.

Responsibilities

Act as primary technical resource for Industrial Sales team Account Executives, pursuing customer expansion in Energy Management and Automation segments.
Develop and maintain subject matter level expertise on technical trends in Energy Management and Automation.
Proactively develops and implements the technical sales account penetration strategy in each market presenting new products and technologies to current and potential customers; develop knowledge to uncover, understand, compare, and contrast the solutions (pre-component selection).
Provide valuable participation in supplier/customer design review.
Good understanding of customer needs relative to product(s), technology, direction, competition, design process and design cycle.
Identify and develop relationships with all key technical decision makers and influencers in each account.
Discover design requirements from the system level down to each individual element collaborating with the design, production and/or engineering departments to develop/execute technical strategies that help solve customer design challenges.
Market supported lines to sales team by driving adoption of advocated solutions, with supplier partners, that meet customer needs and lead to increased design activity, design wins and sales growth.
Proactively provides general application and product level sales training, proactively align with sales team in securing business.
Communicate account calls with suppliers, account managers and/or inside sales.
Identifies and tracks largest design opportunities from concept to production, utilizing all supplier resources to assure greatest potential for success.
Creates presentations and other sales tools to enhance technical value and become a "trusted advisor" to both internal and external customers.
Research major industry players to be able to communicate to internal and external customers industry trends and directions.
A thorough understanding of product lifecycles and the ability to design a full solution based on the customers expectation of product performance, lifecycles and total costs.
Attend internal and external technical training to complete and maintain certification as necessary.
Other duties as assigned.