Job Description:
Who We Are:
At Avnet, relationships matter. We are a global, FORTUNE ® 500 technology distributor and solutions company that delivers design, supply chain and logistics expertise to customers at every stage of a product’s lifecycle. Our employees have a front row seat to the latest innovations shaping the world we live in and the future we share. We’re driven to help our customers around the world succeed and we do so by earning the trust of some of the biggest names in technology.
Working at Avnet means being a part of a global team. We work collaboratively and with integrity, doing business the right way. For more than a century, we have partnered together to help our customers, suppliers and teammates realize the transformative possibilities of technology. Experience what’s next at Avnet!
Job Summary:
Field sales executive focused on customers to achieve revenue and margin goals in assigned accounts. Identifies customer needs and applies company’s value proposition to drive sales growth and improved profitability. Develops strategic relationships and aligns customer and business goals, creating and managing a business and execution plan for shared success among the customer, vendor partners and the company.
Principal Responsibilities:
- Serves as the primary point of contact for the customer interface to the company's resources that drives and supports high levels of customer satisfaction and loyalty, as measured in surveys and share of wallet.
- Develops strong, strategic relationships with customer(s) to identify and leverage the customers’ business goals, growth strategies and profit drivers to deliver the appropriate business value proposition sales solution strategy.
- Provides leadership and guidance in critical customer planning and engagement.
- Performs critical customer analysis to identify and leverage the partner’s marketing programs to achieve growth in their customer solutions capability.
- Engages customer(s) in joint planning that integrates the company's services, programs, and supplier partnerships securing customer commitment for the development of a comprehensive investment in strategies that advance the company’s market position, entanglement, and financial goals
- Conducts regular business reviews with assigned accounts to track progress toward revenue and growth goals and owns the execution of the business plan.
- Maintains and monitors pipeline and metrics for assigned customers, performs analysis, and identifies improvement opportunities.
- Supports supplier's strategies by aligning solutions with customers to maximize profitable growth and customer expansion.
- Prioritize customers and opportunities with the greatest potential for success.
- Closely manages profitability by minimizing profit leaks and maximizing gross profit.
- Other duties as assigned.
Job Level Specifications:
- Developing expertise of business, financials, products/services, the market, or account needs. Expanded knowledge of the industry, markets and sales processes; broadens sales capabilities. Further develops an understanding of the range of products/ services that the organization and its competitors sell and that assigned customers purchase.
- Works with moderately complex territory/ assigned accounts, products/services, sales, or account management processes. May refer to policies, practices, and precedents for guidance; determines the best course of action to achieve results. Solves sales problems in straightforward situations; analyzes possible solutions using sales experience, judgment, and precedent.
- Works independently within an assigned territory/account base with moderate-sized accounts/opportunities. Has flexibility to set and negotiate terms within defined parameters; is beginning to plan own territory or account approach.
- Collaborates with internal team, managers, and support functions. Has direct contact with clients.
- Impacts own sales quota and that of others; works within a defined territory or account list and to guidelines and policies.
Work Experience:
- The minimum experience required is typically 3+ years with a bachelor's or equivalent.
Education and Certification(s):
- Bachelors degree or equivalent experience from which comparable knowledge and job skills can be obtained.
