求人情報

*Salary range: up to 14 Japanese yen.

*Work location: Okinawa

*Primary responsibility: In conjunction with the other Regional Federal Manager develop the federal strategy for the regions assigned.
Define the needed solutions to drive sales in this market-space in conjunction with the corporate marketing team.

*Specific Duties

DUTY
Approximate % of Time

· Coordinate and engage the appropriate Federal Market resources (local sales, marketing, corporate R&D) to develop solutions that will drive sales in the federal space. This includes researching, developing and executing to federal sales plans. Develop and build additional strategies, as they pertain to the region or customer, to identify and penetrate key federal sectors.
30%

· Responsible for global field sales engagement, global contact development and collaboration with the District Sales Managers, Country Managers, Regional Business Directors, Managing Directors and Regional Vice Presidents. Ensure continual and consistent 2-way communication with the federal sales force globally to ensure understanding and execution of strategy in addition to obtaining market data from the sales force globally. Provide coaching to the federal sales force and help support the vehicles needed to penetrate the marketplace.
25%

· Utilize the Oracle Sales Online tool to build, manage, and maintain the federal pipeline for the respective regions. This includes managing, communicating, and tasking federal sales activities. The above must be executed to ensure federal sales are managed to plan.
15%

· Initiate, schedule and host Panduit Executive Briefing Center visits for above listed federal employees.
5%

· Must manage the financials of the federal sales team including the revenue, sales, budgets, headcount and all KPM’s in conjunction with the Managing Directors, Country Managers, District Sales Managers and Regional Vice Presidents. Will report on the KPMs to the Global VP of sales and marketing. Must be able to manage and analyze the financials and actively adjust and manage to the established goals.


· Engage in each of the regions and districts with a federal presence to ensure engagement with customers. Develop relationships throughout the breadth and depth of the identified top federal accounts. Assist in the expansion of the local relationships and review of potential opportunities to tap into.
10%

· Engage with Panduit marketing team to develop MARCOM collateral and sales promotions for the federal market.
5%


*Panduit Corp Core Values and skills

Core Value
Skills

Quality
Accuracy/Attention to Detail, Quality Assurance and Measurement of Effectiveness.

Customer Focus
Customer Service Orientation, Knowledge of Company, Business Acumen, Relationship Management, Knowledge of Company’s Industry and Global Perspective.

Initiative and Results-Focused
Initiative, Problem Solving, Delivering Results, Decision Making and Critical Thinking, Project Management and Negotiating.

Teamwork
Interpersonal Relationships, Flexibility and Adaptability, Oral Communications, Written Communications, Team Management and Team Building and Conflict Management.

Integrity
Business Ethics, Self-Awareness and Confidentiality

Superior Products
Company Products and Services Knowledge.

Optimum Systems and Processes
Adherence to Standards and Process Improvement.

Leadership
Listening, Influencing, Performance Management, Coaching, Staffing/Hiring/Selection, Managing Organizational Change and Strategic Thinking & Vision.



*Technical Function skills

Skill
Description

Business-Company Markets
Understands objectives and strategies for all major market segments for which the incumbent is assigned. - Is Knowledgeable in ongoing and planned activities and their implications. - Can discuss market segments and niches within a major market. - Can discuss the interrelationships of existing, planned or potential markets. - Is able to describe and discuss market data sources and key indicators.

Marketing-Business Development
Has experience with developing a new customer group or geographical area on a global scale. - Can describe the stages and cycles of marketing development. - Can discuss approaches for exploring opportunities in new markets. - Can discuss consideration for developing a new channel for marketing existing products or services. - Can identify common business development incentive programs.

Marketing-Marketing Strategy and Positioning
Is aware of major initiatives, key issues and benefits of product positioning. - Can identify factors that influence market definition and segmentation. - Can cite examples of specific product positioning. - Is familiar with elements of and approaches to price setting.

Sales-Account Management
Is experienced with all aspects of managing existing customer accounts. - Can describe the needs and preferences of key players at relevant customer accounts. - Can discuss demographics, trends and issues affecting specific markets and customers. - Is knowledgeable about local, regional and company-wide resources available for deployment. - Coordinates with customer on account activities and monitors customer satisfaction. - Is able to match customer needs with appropriate goods and services.

Sales-Knowledge of Customers
Is experienced with multiple customers and types of customers, as well as how business is done in a variety of cultures. - Has knowledge of the billing and invoicing methods, procedures and documents. - Can discuss customer's goals, strategies and objectives. - Has developed and nurtured personal relationships with key customer decision makers. - Can describe the needs, preferences, and issues affecting the various customers. - Can detail customer's sales history, sales cycles, and buying patterns.

Sales-Sales Closing and Agreements
Is experienced with negotiating and executing a variety of sales agreements. - Can describe multiple techniques for helping a prospect commit to a decision. - Has developed special deals and non-standard sales agreements. - Is knowledgeable in customer's funding process and the involvement of key decision makers. - Can discuss what constitutes a legal contract and what doesn't. - Can cite company examples of major wins and losses and lessons learned.

Sales-Sales Proposals and Presentations
Has participated in the development and delivery of formal proposals. - Can describe audience targeting and how to represent relevant product benefits. - Is adept at anticipating questions or objections and formulating responses in advance. - Can discuss techniques for identifying and overcoming client's resistance. - Has reviewed a proposal or presentation for ethical, technical and legal accuracy.


*Other Criteria


I

Education and Certifications
BS/BA degree: Business, Marketing, Engineering. MBA a plus

Years of Experience
§ 10 years sales, account management, and business development experience.

§ 3-5 years management experience.

§ Demonstrated success generating sales from targeted national/global accounts.

§ Demonstrated success developing and implementing a comprehensive sales strategy.

§ Knowledge of the data comm. and/or electrical industry; products, product groups and programs strongly preferred.

§ Proven experience calling on C level customers.

§ Experience conducting major contract negotiations with Fortune 1000 Companies.

§ Must demonstrate high business acumen with the ability to represent the company professionally.



Latitude of Responsibility
Strong analysis/decision making, math and computer skills. Ability to communicate effectively verbally and in writing to all levels of the organization. Responsibilities will also include building relationships with Regional Vice Presidents, Regional Technical Sales Managers, District Managers, Field Sales, as well as Strategic Alliance Partners and Channel partners. Ability to lead a multifunctional team and drive change.

Supervisory Scope
Indirect reports, mentoring and development to district resources

Other
Business acumen to include ability to understand complicated federal business units and overall organization structure


*Machines and or Equipment Used

· Computers

· Multi-line telephones

· Photocopiers

· Printers

· Fax