Title:  Distribuition Sales Manager - E-Commerce

SUMMARY OF POSITION:

Manages, motivates and coordinates the activities of the Americas e-commerce and regional distributor organizations ensuring Bourns’ products receive increasing “share of mind” and “internal share”. Responsible for generating increased Point of Sale (POS) and revenue dollars with e-commerce and regional distributors in the Americas by establishing and implementing sales plans and programs.

DUTIES AND ACCOUNTABILITIES:

1. Understands the e-commerce and regional distributor organizations, their key markets and customer focuses, and notable strengths and weaknesses.  Develops strong working relationships with key members of e-commerce and regional distributor senior management, product and asset management, and marketing and sales management teams.  Provides input to Bourns management.
2. Develops sales growth plans and programs to increase Bourns’ POS and customer base.  Works closely with Bourns Product Line Management, Regional Sales Management and Manufacturer’s Rep organizations to ensure optimum engagement with e-commerce and regional distributors.
3. Performs detailed analysis of e-commerce and regional distributor POS, bookings, shipments, inventory, pricing and marketing data, and provides actionable recommendations to Bourns management.
4. Develops, implements and maintains effective reporting tools to facilitate sales and distribution management team in achieving sales goals, and provides timely and accurate updates.
5. Submits monthly report to supervisor highlighting developments in e-commerce and regional distributor sales, market share, marketing, inventory, and other relevant performance metrics and market insights.  Outlines shortcomings versus plan and improvement measures as applicable.
6. Develops and manages marketing activities to grow sales, expand brand recognition and maximize return on investment (ROI).  Marketing activities include but are not limited to online, print, and multimedia advertising campaigns; microsite/landing page development; promotional sales contests; and product/technology training modules.
7. Performs regular, comprehensive reviews of distributor websites including landing pages and vertical market microsites, product images, and collateral materials to ensure Bourns’ products and the Bourns brand are being accurately represented and adequately promoted online.
8. Performs annual review of e-commerce and regional distributor sales catalogs to ensure that the appropriate Bourns products are being accurately and adequately marketed.
9. Manages an appropriate breadth, depth and mix of Bourns inventory to support POS growth while minimizing risk.  Analyzes and provides non-confidential information on top selling products, search results, sample requests, and other valuable data points to assist e-commerce distributors in their inventory profiling of Bourns® products.
10. Assesses the training and sales collateral needs of e-commerce and regional distributor product management, technical support, and sales personnel.  Coordinates with Bourns Product Line Managers, FAE’s, Marcom and Manufacturer’s Reps to develop and provide appropriate levels and varieties of training and sales materials. 
11. Drives Bourns' New Product Release (NPR) program with participating e-commerce and regional distributors including initial stocking orders, training, collateral material, marketing, and non-moving inventory returns.
12. Oversees e-commerce regional Distributor web resale pricing to ensure competitive pricing position for Bourns’ products against key competitors and between distributors.  Understands and responds to pricing trends and changing needs.
13. Prepares for and performs Quarterly Business Reviews (QBR) with e-commerce and regional distributors to review past performance and ensure alignment on future objectives, initiatives, and activities.
14. Contributes to the development and implementation of short-term and long-term distribution plans and key initiatives to successfully achieve POS, revenue, and internal share goals.

BASIC JOB REQUIREMENTS:

EDUCATION: 

Bachelor's Degree in Business, Marketing, Finance or Technical Field.

TRAINING AND EXPERIENCE: 

Minimum two (2) years of sales, marketing or finance experience, with experience in customer service and the electronics industry a plus.

OTHER SKILLS:

Knowledge of electronic distribution is a plus.  Must be willing to travel up to 50% of the time. Must be competent and efficient on personal computer; possess ability to use CRM, Microsoft Office (Word, Excel, PowerPoint, Access, Project); has strong project management skills.

INTERPERSONAL SKILLS:

Must have excellent and effective communication skills, both orally and written. Has the ability to develop strong relationships with various levels of distribution management. Demonstrates leadership, team building skills, and has a collaborative approach to solving problems. Possess strong analytical skills, problem-solving abilities, and is able to multitask and prioritize. Must have a strong work ethic and be culturally sensitive. 

COMMUNICATIONS: 

Excellent verbal and written communication skills and strong presentation skills are required. 

SCHEDULING AND PLANNING:

Must possess excellent organizational skills, and demonstrates the ability to multi-task and set priorities. Takes assigned projects from concept to final implementation.

EQUIPMENT OPERATED:

Personal computer and office software such as MS/Word, MS/Excel, MS/PowerPoint, MS/Project.

WORKING ENVIRONMENT:

Primarily office, extensive travel also required.

HIRING RANGE:

$100,000 - $105,000 annually

Plus 15% Quarterly Bonus