Title:  Area Sales Manager

AREA SALES MANAGER / KAM: Sweden, Norway and Finland

Responsible for the sale of Bourns’ products within assigned sales territories to all existing and potential customers with focus on major key accounts. In addition, we may assign selected customers outside the assigned territory. Takes ownership for the overall business development in the assigned region.

PRIMARY DUTIES AND RESPONSIBILITIES:

• Obtaining purchase orders from customers within territory, driving Design In’s and Design Wins with customers
• Development of new business for Bourns (new customers, identifies product gaps, advises about trends and needs)
• Close cooperation with distribution partners (significant part of the business in this area) in Demand Discovery and Demand Creation
• Coordination of Bourns contacts with customers, interface for all Bourns functions i.e. FAE, MDs and PLMs
• Making an optimum number of face to face and virtual sales calls to engineering and purchasing contacts for the purpose of product presentations, pursuing information and obtaining sales orders
• Search for new uses and applications for company products. Assist customers in adopting company products to their own requirements and specifications
• Acquirement of comprehensive knowledge of all customer personnel and products
• Achieving of monthly sales booking quotas and forecasts
• Insure of proper handling of customer orders in cooperation with the Customer Service team
• Making of consistent effort to improve knowledge of Bourns product portfolio
• Submition of weekly information on key customer activity to Regional Sales Manager
• Submition of monthly information on customers and market trendsto to Regional Sales Manager
• Turn in regular expense reports on time and uses funds properly
• Comply with all company policies, instructions, and directives for the fulfillment of the company objectives and for maximum profitable sales
• Remain alert to competitive products and merchandising practices, and keeps management informed concerning them
• Recommend the addition of new products and the modification or deletion of present products to the line as appropriate
• Support the product lines and Qualtiy functions in terms of quality issues and coordinates communication towards full resolution with accepted CARs
• Attend and participation in sales meetings, training programs, conventions, sales contests, and trade shows as directed
• Performance of other related duties as required

SPECIAL MAIN TASKS / RESPONSIBILITIES:

Global Account Manager for specific assigned accounts on a worldwide basis

• Conduct annual contract negotiations
• Central and decentral support for design-in activities
• Representation of Bourns as a ‘leading supplier’
• Maintain and expand the relationships and contacts in all areas of decision making
• Monitor the assigned accounts towards technical trend in their designs, production changes and transfer, management, ownership, etc.
• Provide summary information on a regular basis
• Coordinate requested supplier management meetings (integrating various levels of magement if requested) and implement agreed actions
• Ensure proper set-up of a worldwide project strategy considering all relevant sites/locations/levels at the customer
• Follow up transfer business when Data support team does need help
• Visit distribution branch offices in alignment with Distribution Sales Manager. Train and motiviate distribution as required and conduct joint customer visits as required for new Design In and Design Wins
• Submit productivity proposals/benefits of new products in terms of cost advantages/technologycal advantages
• On customer request coordinate under the lead of Customer Service logistic systems e.g. buffer, consignment, EDI or special 2D labelling

PRINCIPAL WORKING RELATIONSHIPS:

• Customers and Distributors in the assigned territory
• Regional Sales Manager
• Regional Sales Director
• Vice President Sales EMEA
• Customer Service Reps.  / Inside Sales Representatives /
• Product Line Managers Worldwide, MDs and GMs where appropriate
• Customer Support at plants
• Distributor Sales Manager, Distribution Manager EMEA
• Other parties of Bourns Corporation worldwide as required by business events

QUALIFICATION / ABILITY REQUIREMENTS:

• Sound background in electronics and is highly desirable. A minimum of five years successful experience in a key account / account sales function. Ideally in passive components and Semiconductors. Ideally a mix of background at both a supplier and at a distributor.
• Knowledge of customers in the assigned territory and having relationships, which the candidate can bring into Bourns. Living area: Sweden, ideally close to Stockholm, in a logistically good place to cover assigned territories
• Ability to develop and maintain a cordial relationship with engineers and buyers across multiple hierarchies
• Ability to do strong discovery / interpret customer specifications and make recommendations to customer engineers to "design-in" equivalent Bourns components (being a good communicator)
• Ability to operate with a minimum of supervision and the ability to solve problems with a minimum of guidance (work from home-office)
• Self-starter, dependable and accept responsibility
• Initiative coupled with willingness to carry responsibility