The Mexico General Manager is responsible for developing annual sales plans for Mexico branch and for implementing sales strategies that result in the satisfactory achievement of targeted branch performance metrics that meet Corporate short- and long-term goals and objectives.
ACCOUNTABILITIES
Manages a branch sales program that results in the satisfactory achievement of corporate pre-tax profit, gross profit, revenue generation, operating expense control, automated inventory management, on-time delivery performance and quality performance metrics.
Develops and directs a productive team of branch sales personnel by hiring, training and leading the best qualified people, utilizing effective communication, motivational and coaching techniques, leading by example, providing ongoing performance management, rewarding higher levels of sales, profitability, quality, and performance by providing on-going and effective training, development, and succession planning.
Responsible for managing account package creation to ensure broadening of existing customer base and expanding business within current customers.
Provides coaching to branch personnel on value-based-selling skills, product features/benefits, TTI policies, etc. in order to prepare branch personnel for sales success.
Helps branch sales personnel manage their sales territories efficiently and effectively in order to ensure that accounts are appropriately assigned, each sales territory has adequate coverage, and the full potential of each account is determined.
Increases sales on “defend” and “expand” branch accounts by calling on influential customers, understanding their mission critical objectives, and removing any obstacles to sales.
Conducts weekly, monthly and quarterly meetings with branch personnel to communicate the vision of TTI, develop tactical action plans, and compare actual branch/individuales sales results to DSAM potential in order to ensure maximum return on branch/individuales sales efforts.
Conducts quarterly business reviews (a) with sales personnel to measure the effectiveness of sales strategies/tactics for achieving specific sales objectives (b) with customers to communicate and reinforce customer benefits provided through the TTI business relationship (c) with local supplier personnel.
Meets regularly with influential branch suppliers, and adds value to supplier business by helping them achieve their sales goals/budgets, in order to develop a loyal network of suppliers that provide the branch with competitive advantages in terms of future sales growth, market share, etc.
Helps establish barriers to TTI competition, and develops long-term relationships with TTI customers, by driving the sales of advanced inventory management (AIM) systems which match the forecasted needs of customers (over time) with automated TTI solutions.
Performs other related duties as assigned.
EDUCATION & EXPERIENCE
Bachelor’s degree in business, marketing or related field and 8 years of related experience preferred, or equivalent combination of education and experience. Preferred experience in electronic component (or related industry), sales, and sales management.
SKILLS & CERTIFICATIONS
- Extensive knowledge of sales processes and techniques for the distribution industry in order to develop successful branch sales teams.
- Strong sales, multi-tasking and time management skills required for the achievement of branch sales objectives.
- Business, managerial, leadership and strategic thinking skills for planning and managing department, staff, budgets, projects, etc.
- Negotiation skills for convincing and persuading customers, suppliers, etc.
- Mentoring skills required for providing training to sales management personnel within the branch.
- Organizational skills for organizing programs, people, projects, etc.
- Strong oral/written communications skills and interpersonal skills for communicating, and building relationships, with extensive internal and external customers.
- Analytical skills for analyzing strengths and weaknesses of sales programs and related results.
- Teamwork/collaboration skills to encourage cooperation within the sales organization.
- Knowledge of all Microsoft Office applications at the intermediate level.
- Must possess a valid Driver’s License, safe driving record and be insurable by the Companies’ liability carrier.
- Must be able to travel at least 25% to 50%, amount varies based on territory assigned. The majority of travel will be same-day vehicle travel with occasional overnight and air travel as needed.
- Ability to present complex topics effectively to senior management, public groups and boards of directors.
