Drives sales revenue and profitability of assigned Vendor Partner lines. Has responsibility for driving Vendor Partner revenue at Tech Data, uncovering and pursuing opportunities for Vendor Partner’s products.
Serves as Tech Data's expert on the Vendor Partner’s product line. Works in cooperation with Inside Sales, Field Sales, Product Marketing, and Vendor Partner sales representatives and management to meet Tech Data’s sales goals.
Develops and builds a strong relationship with the Vendor Partner and Tech Data's Internal and Field Sales team. Oversees capturing marketshare / mindshare for the Vendor Partner and Tech Data through proactive outbound sales calls.
Ensures and enhances Vendor Partner satisfaction. All activities must impact and lead to ultimate achievement / overachievement of financial goals.
Essential Duties & Responsibilities Required :
Sales Attainment - Proactively drives sales revenue and profitability to meet Tech Data and Vendor Partner goals with direct customer contact through outbound calling and partnering with the sales organizations of the Vendor, Customer and Tech Data.
Develops and manages an active pipeline of resellers’ deals that is larger than the monthly sales goal.
Acts as Vendor Partner’s primary sales point of contact.
Determines focus through analysis of top accounts and monitoring of slippage reports.
Pursues specific business opportunities (which are subsequently approved at Tech Data's corporate headquarters in Florida) for the Vendor Partner’s products.
Responsible for negotiations with Sales, Customers, and Vendor Partners as related to price quoting.
Engagement - Develops and builds a strong relationship with the Vendor Partner and Tech Data's Internal and Field Sales team.
Maintains expertise on the Vendor Partner’s company, products, programs, competition and market.
Consults with Tech Data Sales Force for the Vendor Partner.
Handles inbound calls from internal and external customers assisting with any inquiries. Acts as resource for Vendor sales programs and special sales opportunities.
Attends and participates in Vendor Events to support Vendor initiatives.
Able to promote and sell Tech Data’s value proposition as well as Tech Data value add for the specific product line.
Customer Recruitment - Locates new Vendor Partner sales opportunities through all available lead sources. Qualifies leads, determines prospect needs, closes orders where appropriate, establishes and communicates required follow up actions.
Training - Works in conjunction with Tech Data's Product Manager for Vendor Partner’s products to conduct awareness building throughout the sales organizations.
This is done through a variety of means including Sales Floor Walks, Buddy Calls, and Lunch n Learns. May provide Vendor Partner training for sales / customer at corporate headquarters in Florida.
Administration Management of Special Pricing Agreements, quoting, processing of POs, working on open and hold orders, and SKU set up Performs other additional duties as assigned.
Travel may be required up to 25%
Qualifications, Required Knowledge Skills & Abilities and Working Conditions :
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and / or ability required.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Able to adjust readily to change and adapt as needed.
Able to answer phone and greet public in a friendly and courteous manner.
Able to foster win / win situations and ensure productive resolutions of conflict.
Able to build solid, effective working relationships with others.
Able to constructively work under stress and pressure when faced with high workloads and deadlines.
Able to exhibit ability to be sensitive to the needs, concerns, and feelings of others.
Able to express ideas clearly and convey necessary information.
Able to identify areas of risk / concern in area of responsibility.
Able to maintain a positive attitude in the face of criticism, rejection, or failure.
Able to negotiate skillfully, promote / sell ideas persuasively, and close transactions with mutually beneficial results.
Able to provide courteous, timely service when addressing customer questions and concerns.
Able to use relevant computer system applications (which may include spreadsheets, word processors, databases, etc) at a basic level.
Possesses strong organizational and time management skills, driving tasks to completion.
Minimum Educational / Experience Requirements :
Internal High school diploma / GED plus the established minimum requirements for the position.
Additional Education / Previous Experience Recommendations :
Minimum of two years experience in finance, accounting, or collections in a customer service oriented environment. Language Skills Bilingual (English / Spanish) preferred.
Enrolled in business administration, accounting or related careers.
Working Conditions : Professional, office environment.
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