Functional Scope: Primary responsibility is the development and expansion of Richardson Electronics sales of RF and microwave components in the assigned geographic territory. The position has 100% customer account responsibility.
Job Responsibilities:
1. Essential Job Functions:
Sales Activities
· Make regular sales calls. Ratio of time spent inside to outside is set as a goal by the RSM . FSE is expected to "close the sale" and grow the business in the assigned district, while also maintaining existing business.
· Maintain contact and develop a working business relationship with our supplier's sales force. Balance the effort with the supplier against the potential volume.
· Make "buddy" calls with supplier's sales people when it is strategically and tactically necessary.
· Develop new account penetration strategies, including prospecting, where account shows potential.
· Promote and sell synergistic product lines and product line additions to our existing customer base. (includes all REL SBU's products)
SERVICING FUNCTIONS
· Assists in expediting, request for credit, credit issues, special orders, returns, sample request, follow-up letters, literature requests with Field Sales Administrators (FSA) when required/requested.
· Report product weaknesses and complaints to the appropriate vendor and product management.
· Report service weaknesses and complaints to the appropriate REL department.
· Work in conjunction with FSA to keep the information on the ROBINET system updated.
TERRITORY MANAGEMENT
· Balance the frequency and duration of sales calls to the customer's Program Management, Engineering, Product Control, Quality & Purchasing departments to attain sales and gross margin goals.
· Plan the mix of customer calls, buddy calls and supplier sales calls to optimize the districts contribution of gross margin dollars to the corporation.
· Balance the engineering effort with customers against potential volume.
2. Non-essential Job Functions:
· Attends and participates in sales meetings, trade shows and training seminars as required and assigned.
· Keeps informed on market changes and trends relating to products in the industry and report these to product management.
· Prepare and submits all required reports in a timely manner.
· Assist with training of Field Sales Administrators on product, market and customers as required by the demands of the district.
· Maintain sales portfolios, samples, kits, etc.
· Maintain loyalty and respect for the company.
· Assist in review of FSA.
· Draw upon resident technical skills of other RWC team members to support sales activity.
Supervisory Responsibilities:
Qualification Requirements:
Bachelor of Science in Electrical Engineering or equivalent plus two -five years experience in sales of electronic components. Must have knowledge of products specific to various Richardson RWC, product application (primarily RF components), and sales techniques as related to the distribution of electronic components.
Working Environment:
Travel 40%