Job Summary:

Drives the design chain value proposition by generating the greatest number of design wins in technologies and registrations for customers engaged in product design resulting in growing business. Interface with the engineering departments of customers and suppliers. Performs a variety of product, technical and engineering functions including but not limited to: pre/post sales support, research, design and development.

Principal Responsibilities:

• 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.
• Manages the product from beginning to end which involves communication and in-depth consultation with customers, sales and vendors.
• 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.

Job Level Specifications:

• Extremely deep understanding of business, financials, products/services, the market, and the needs/challenges of assigned accounts. Regarded as an expert in the field internally and externally. Requires depth and breadth of expertise across the sales function and broad knowledge of interdependencies with other functions.
• Works with large/important/global accounts. Has full authority/opportunity to set and negotiate product/service terms. Plans account management approaches for the largest, most complex customers. Solves unique and complex sales problems with a broad impact on the business; requires conceptual and innovative thinking to develop sales solutions. Anticipates market and/or regulatory changes and recommends sales process improvements.
• Work is typically self-initiated. May serve as a consultant to management to implement, uncover and/or resolve issues associated with new technologies and/or advancements. Has input into colleagues' account approaches; manages own and often others' resources. May act as a team coach to less experienced sales teams. Leads sales teams on negotiations with large/important/global accounts; has authority/opportunity to set and negotiate product/service terms. Builds strong relationships with the organizations' largest clients; establishes long-term influence over senior stakeholders.
• Serves as a consultant to top management in long-range company planning concerning new or projected areas of advancement. Prime spokesperson on company's technical capabilities. Frequently interacts with customers or industry thought leaders.
• Manages one or several existing accounts/opportunities that are global, represent the organization's largest/most important accounts and make up a significant percentage of the organization's revenue. Leads sales that have a significant impact on top and bottom line performance of the organization. Erroneous decisions or failure to achieve results may have a long-term negative effect on organization's reputation and business posture.

Work Experience:

• Minimum experience required is typically 12+ years with bachelor's or 10+ with master's. Progression to this level is restricted on the basis of individual capabilities and business requirements.

Education and Certification(s):

• Bachelors degree or equivalent experience from which comparable knowledge and job skills can be obtained.

Distinguishing Characteristics:

The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills.