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Career at Bourns:

If working for an organization with a long history of technological innovation and high advancement potential in a supportive, collaborative, and positive work environment are top considerations for your next career move, then you need to look at the opportunities at Bourns.

Bourns was founded 75 years ago with the guiding principles of providing breakthrough technology solutions, high-quality products, responsive service, and exceptional value. Those principles still hold true today and have instilled a culture that is committed to excellence and ethical operations. As a leading provider of advanced components for power conversion, circuit protection, and motion control sensing solutions, Bourns employs more than 9,000 people in 21 countries and operates 17 manufacturing centers and 15 R&D facilities. Our customers and partners rely on Bourns to meet strict design requirements and satisfy international standards in a broad range of industries and applications. We achieve this stature because Bourns employees excel in the development of new products and continuous improvement processes that keep the company a global leader in delivering outstanding service.

Job Description:

Role Statement:

Maximizes the EMEA distribution performance (POS, POP and share). Supervises and manages all Bourns Distributors activities in EMEA. Supervises and manages all ESO distribution sales and Marcom team. Works in efficient partnership with the Bourns Regional Directors, Managers & Area Sales Managers (RSD/RSM/ ASM), who are accountable for their sales territory and accounts.

 

Organizational alignment/reporting line:

  • Reporting in solid line to VP Sales EMEA

 

Key Tasks:   

  • Lead and drive distribution strategies and develop distribution network plan and according priorities. Run regular meetings/QBRs to have deep personal relations at top distribution partners
  • Lead and motivate the EMEA distribution team; act as coach/mentor to develop the team.
  • Maximize POS with specific focus and target for each product line. Provide regular FC and analysis to division and sales management
  • Optimize and manage the inventory per distributor and manage stock profiles/packages in an efficient way. Provide regular FC and analysis
  • Optimize the Bourns pricing via regular analysis in cooperation with the Inside Sales manager. Ensure to focus on maximisation of the Bourns margin
  • Manage the relevant KPIs internally and externally at our distributors incl. TTI SEA with the priority to regularly win the European diamond award
  • Develop and implement Bourns distribution policies e.g. overall manual, scrap, promotions, design registration, MAP/Marcom, Ship & Debit etc.
  • Cooperate efficiently with the Bourns RSM/ASM, KAMs and equally with the different Bourns business units i.e. Division Presidents, VPs, PLMs and AE. Ensure continued focus of demand discovery of distribution to optimize $ Design in, $ Design Win and capture rate
  • Manage and provide efficient technical training to relevant distribution partners (via AE, FAE, technical ASM etc.). Ensure sales, design tool etc. are sufficiently set up
  • Manage and optimize the data collection / data communication with the distribution partners
  • Manage the contractual relations with the distribution partners. Assume compliance to Bourns ethical and legal positions
  • Ensure strong cost control for all distribution activities and program incl. MAP as well as travel/any distribution expenses
  • Establish and communicate periodic up-date on significant competitor activities, trends and industry needs.
  • Manage and provide Monthly Reports for the VP sales and the company in cooperation with the sales data team.
  • Recommend and manage changes to the Bourns EMEA distributor network where judged desirable.

 

Key Performance Measurements:

  • Point Of Sales (POS) and Point of Purchase (POP) and share % targets
  • Forecast Accuracy (POS and POP and Inventory)
  • $/ EURO Inventory Management and efficient turns rates
  • OTD/other disty KPI i.e. the TTI SEA measures

 

Competencies/Skills:

  • Strong leadership both at distribution at Bourns internally
  • Strong problem solving, strategic and tactical thinking
  • Process oriented, thinking
  • Must be a people person to manage relations as ongoing win-win for distribution and Bourns
  • Fluent in English, both written and spoken
  • Think “outside the box”

 

Key Qualifications, Experiences and Knowledge:

  • Min. 6 to 10 years’ experience in various Sales assignments i.e. Electronic components distribution and components suppliers ideally in passive components and similar to the Bourns business model
  • Clear, structured thinker with the ability to execute on priorities
  • Ability to effectively work under pressure and to meet challenging targets
  • Excellent interpersonal and communication skills (team player) – communication and integration of processes across BOURNS
  • Readiness to travel - Job duties may require up to 75% travel throughout region
  • target driven

 

Required:

  • Graduation from a college or university degree; technical i.e. electronics degree would be nice but less important than distribution understanding
  • Culturally sensitive

Bourns is an equal opportunity employer. At Bourns, we are committed to treating all Applicants and Employees fairly based on their abilities, achievements, and experience without regard to race, national origin, sex, age, disability, veteran status, sexual orientation, gender identity, or any other classification protected by law. Qualified candidates must be able to perform the essential functions of this position satisfactorily with or without reasonable accommodation. Disclaimer: this job post is not necessarily an exhaustive list of all essential responsibilities, skills, tasks, or requirements associated with this position. While this is intended to be an accurate reflection of the position posted, the Company reserves the right to modify or change the essential functions of the job based on business necessity.

Equal Opportunity Employer: Minority/Female/Disability/Veteran

If you are results-oriented, have the drive to find industry-leading ways to meet ongoing technological challenges, and go the extra mile to maximize customer relationships, then we invite you to apply to join the Bourns team. 

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