Area Sales Manager

Bourns, Inc.; United Kingdom; On-site; GBP 60,000 - 90,000; Full time

Job summary

Bourns, Inc. is seeking a Global/Regional Account Manager for the UK South region to drive major account sales of our electronics components, with a focus on design-in and new business development.

You will engage with distributors and customers, coordinate with internal teams, and manage forecasts. The role requires a strong electronics background, at least five years in key account sales, and experience with passive components and semiconductors.

Qualifications

• Minimum five years in key account sales in electronics.
• Strong knowledge of passive components and semiconductors.
• Experience with both supplier and distributor environments.

Responsibilities

• Drive design-in activity and secure design wins with major accounts.
• Manage regional customers and coordinate with distributors.
• Meet monthly and quarterly sales quotas and forecast accurately.
• Liaise with FAEs, MDs and PLMs across regions.

Skills

Electronics knowledge

Key account sales experience

Passive components experience

Supplier/distributor background

Job description

If working for an organization with a long history of technological innovation and high advancement potential in a supportive, collaborative, and positive work environment are top considerations for your next career move, then you need to look at the opportunities at Bourns.

Bourns was founded 75 years ago with the guiding principles of providing breakthrough technology solutions, high-quality products, responsive service, and exceptional value. Those principles still hold true today and have instilled a culture that is committed to excellence and ethical operations. As a leading provider of advanced components for power conversion, circuit protection, and motion control sensing solutions, Bourns employs more than 9,000 people in 21 countries and operates 17 manufacturing centers and 15 R&D facilities. Our customers and partners rely on Bourns to meet strict design requirements and satisfy international standards in a broad range of industries and applications. We achieve this stature because Bourns employees excel in the development of new products and continuous improvement processes that keep the company a global leader in delivering outstanding service.

Job Description

REPORTS TO: Regional Sales Manager North Europe & RSA

SUPERVISES: none

BASIC FUNCTION

Responsible for the sale of Bourns’ products within assigned sales territory to all existing and potential customers with focus on major key accounts. In addition, we may assign selected customers outside the assigned territory. Takes ownership for the overall business development in the assigned region.

PRIMARY DUTIES AND RESPONSIBILITIES

• Obtain purchase orders from customers within territory. Drives Design In’s and Design Wins with customers.
• Develops new business for Bourns (new customers, identifies product gaps, advises about trends and needs)
• Closely cooperates with distribution partners (significant part of the business in this area) in Demand Discovery and Demand Creation
• Coordinates Bourns contacts with customers. Is the interface for all Bourns functions i.e. FAE, MDs and PLMs.
• Makes an optimum number of face to face and virtual sales calls to engineering and purchasing contacts for the purpose of product presentations, pursuing information and obtaining sales orders.
• Seeks new uses and applications for company products. Assists customers in adopting company products to their own requirements and specifications.
• Acquires comprehensive knowledge of all customer personnel and products.
• Achieves monthly sales booking quotas and forecasts.
• Insures proper handling of customer orders in cooperation with the Customer Service team.
• Makes consistent effort to improve knowledge of Bourns product portfolio.
• Submits to Regional Sales Manager weekly information on key customer activity.
• Submits to Regional Sales Manager monthly information on customers and market trends.
• Turns in regular expense reports on time and uses funds properly.
• Complies with all company policies, instructions, and directives for the fulfillment of the company objectives and for maximum profitable sales.
• Remains alert to competitive products and merchandising practices, and keeps management informed concerning them.
• Recommends the addition of new products and the modification or deletion of present products to the line as appropriate.
• Support the product lines and Qualtiy functions in terms of quality issues and coordinates communication towards full resolution with accepted CARs.
• Attends and participates in sales meetings, training programs, conventions, sales contests, and trade shows as directed.
• Performs other related duties as required.

SPECIAL MAIN TASKS/RESPONSIBILITIES

Global Account Manager for specific assigned accounts on a worldwide basis

• Conduct annual contract negotiations.
• Central and decentral support for design-in activities.
• Representation of Bourns as a ‘leading supplier’
• Maintain and expand the relationships and contacts in all areas of decision making
• Monitor the assigned accounts towards technical trend in their designs, production changes and transfer, management, ownership, etc.
• Provide summary information on a regular basis.
• Coordinate requested supplier management meetings (integrating various levels of magement if requested) and implement agreed actions
• Ensure proper set-up of a worldwide project strategy considering all relevant sites/locations/levels at the customer
• Follow up transfer business when Data support team does need help
• Visit distribution branch offices in alignment with Distribution Sales Manager. Train and motiviate distribution as required and conduct joint customer visits as required for new Design In and Design Wins.
• Submit productivity proposals/benefits of new products in terms of cost advantages/technologycal advantages
• On customer request coordinate under the lead of Customer Service logistic systems e.g. buffer, consignment, EDI or special 2D labelling

PRINCIPAL WORKING RELATIONSHIPS

• Customers and Distributors in the assigned territory
• Product Line Managers Worldwide, MDs and GMs where appropriate
• Other parties of Bourns Corporation worldwide as required by business events

QUALIFICATION / ABILITY REQUIREMENTS

Good background in electronics is highly desirable, and a minimum of five years successful experience in a key account / account sales function. Ideally in passive components and Semiconductors. Ideally a mix of background at both a supplier and at a distributor.

Must know the customers in the assigned territory and have relations he can bring into Bourns. They Must live (or willing to move) into a logistically good place to cover the South of the UK.

Ability to develop and maintain a cordial relationship with engineers and buyers across multiple hierarchies.

Ability to do strong discovery / interpret customer specifications and make recommendations to customer engineers to "design-in" equivalent Bourns components (a good communicator).

Ability to operate with a minimum of supervision and the ability to solve problems with a minimum of guidance (work from home-office)

Must be a self-starter, dependable and accept responsibility.

Initiative coupled with willingness to carry responsibility.

Bourns is an equal opportunity employer. At Bourns, we are committed to treating all Applicants and Employees fairly based on their abilities, achievements, and experience without regard to race, national origin, sex, age, disability, veteran status, sexual orientation, gender identity, or any other classification protected by law. Qualified candidates must be able to perform the essential functions of this position satisfactorily with or without reasonable accommodation. Disclaimer: this job post is not necessarily an exhaustive list of all essential responsibilities, skills, tasks, or requirements associated with this position. While this is intended to be an accurate reflection of the position posted, the Company reserves the right to modify or change the essential functions of the job based on business necessity.

Equal Opportunity Employer: Minority/Female/Disability/Veteran

If you are results-oriented, have the drive to find industry-leading ways to meet ongoing technological challenges, and go the extra mile to maximize customer relationships, then we invite you to apply to join the Bourns team.