Imagine working for a company that customers love doing business with! advance your career with heilind, whom customers voted the best electronic distributor for the 7 th straight year! customers prefer heilind more than 3 to 1 over the nearest competitor! (source; bishop & associates, the industry’s leading market research firm, annual customer survey)
The 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 of eastern michigan.
Normally, in a non-covid environment, you will be in the field calling on established oem’s, new oem target accounts and contract electronic manufacturers (cem) accountsToday, with so many of our customers working remotely, you will be tasked to increase your engagement and sales through all communication means available to youYour 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.
A strong predictor of success for a field sales representative is the ability to build relationshipsYou 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 innovationUtilize all the resources, services and personnel that are at your disposal to make you and heilind indispensable to the customer.
In your first week, it’s important that you have the roadmap for successYou will meet with your branch leadership to understand the company vision, key company objectives and most important, your individual objectives & expectationsSet up systems to measure your progress toward meeting or exceeding your objectives each monthYou will also, meet with your inside sales team to review your accounts and discuss engagement & opportunitiesYou will begin introductions at your key accounts, developing a plan for future meetings.
In week two, you will be introduced to the product management team to develop an understanding of heilind’s value proposition within our supply baseThere will be introductions to supplier training modules as wellYou will continue customer introductions, developing a plan for future meetingsYou will also begin to participate in branch supplier training and team meetings, to further develop an understanding of heilind’s value from your peers and suppliers.
Within the first 30 days… with the support of your territory business 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 activitiesDuring this time, you will have proactively introduced yourself to your top 20 accounts and your top 5 supplier reps.
Within the first 60 days… you will meet with your tbm where the two of you will strategically plan your coverage of the territory by ranking your accounts (a, b or c)You will meet with the remainder of your key supplier reps and account base, in personBy this time, you should also be comfortable with the sales toolsDuring this time, you will have repeat meetings with your top 20 accounts and begun the process of uncovering new accounts, in your geographyYou should start loading opportunities into the opportunity design tool (odt), daily.
Within 90 days… you should be scheduling regular meetings with your supplier reps to discuss business opportunities, sharing account information, and developing strategies to pursue opportunitiesAll assigned training modules should be completed by this timeYou will have identified at least five accounts new to heilind and five new design opportunitiesAs a branch, we will have met for account reviews, where we discuss, as a team, top growth accounts and roles each team member takes with these accounts for continued successYou should have identified a minimum of $150,000 in new design opportunities.
Within the first 6 months… by this time, you should be comfortable in preparing for a second account review, and have pursued any actions from the first reviewYou should have ten active new design opportunities in the odtAlso, identified at least 10 new accounts and engaged in design activity within three of them, through your regular customer visitsYou should have identified a minimum of $300,000 in new design opportunities.
A field sales representative (customer business manager) for heilind needs to have at least two years of sales/marketing experience; preferably in electronic component distribution or a closely related fieldIdeally, a business or technical bachelor’s degree from a four-year college or university or an equivalent combination in education and experience would be an asset as would experience with sales tracking softwareMicrosoft outlook, word, excel and powerpoint are also frequently utilized sales tools.
Employee value proposition
Heilind is growing rapidly! we are the preeminent brand in electronic distribution, synonymous with world-class service, quality people, global reach and an unsurpassed inventory of quality productsYou now have an opportunity to establish a long term field sales career with a dynamic company with an excellent reputation that provides exceptional support, employee development and advancement opportunitiesBe part of our exciting team, our global expansion, enhanced product portfolio and corporate growth goalsMake a measurable career move where you own your territory, create your sales opportunities and realize your earnings potential.
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.sPerson as defined by itarItar defines a u.sPerson as a u.sCitizen, u.sPermanent resident (i.e‘green card holder’), political asylee, or refugee