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Sales Manager - Transceivers and Components

Company: II-VI Incorporated
Location: Sunnyvale
Posted on: January 9, 2021

Job Description:

The Sales Manager is the primary liaison between our customers and the internal teams responsible for Product Line Management, Development, and Operations. The primary role of the Sales Manager is to develop business in their designated region or territory, support, and grow the existing customer base. Candidates must have the ability to develop new business and accounts with a strong focus on Tier 1 and 2 players, and to work with cross-cultural, cross-functional teams in multiple geographies.KEY JOB RESPONSIBILITIES:Delivers Sales Plan

  • Plans and manages inventory such that repeat customers experience a minimum of delivery delays.
  • Manages quotations and order intake such that product mix matches fabrication ability and shop floor loading.
  • Communicates order entry, expediting and customer delivery information accurately and expeditiously.
  • Surveys, analyzes, and periodically reports on competitive products, services and pricing.
  • Maintains direct responsibility for new business in region.
  • Strategic plans are developed and implemented to maximize growth and customer satisfaction.
  • Relationships with key decision makers at strategic accounts are built and maintained.
  • Identifies new opportunities based on customer business needs.
  • All RFQs and proposals maximize II-VI's opportunity to win the business and are delivered on time and with a high degree of accuracy.
  • Pricing strategies are developed to maximize II-VI market share and profits in both the short and long term.
  • All new orders/contracts are provided to the sales operations group in a timely and complete manner.
  • Delivery issues and updates are provided to customer in a timely manner.
  • Key customer issues are communicated to manager.
  • Cross-functional team of sales, engineering and manufacturing is coordinated to deliver high performance, cost effective solutions to targeted accounts.
  • Pricing decisions made with a high level of intuition in terms of competitor response and impact on profitability.
  • Critical pricing situations are communicated effectively to other managers.Business Development
    • Revenue, bookings and growth targets achieved.
    • Suggests and promotes new line products that fulfill customer requirements.
    • Accurate short and long term sales forecasts are established and maintained
    • Business opportunities within assigned markets are identified and qualified.
    • Communicate and link key value propositions, differentiators to customer with II-VI solutions.
    • Gross margin on new business is maximized.
    • Surface new ideas, products applications and solutions to Business Units.
    • Cross-functional team of sales, engineering and manufacturing is coordinated to deliver high performance, cost effective solutions to targeted accounts.
    • Attend trade shows, events and promotions.
    • Competitive information is communicated to the organization.
    • Continuously evaluates pricing policy and consults management as needed when critical pricing situations arise or when prices need to be adjusted.Forecasts and Analyzes Sales Performance:
      • Develops bookings forecasts by market segment and product type.Market ResearchAdministrative, Special projects, Other:
        • Effectively utilize Salesforce.com CRM to capture all account activities and information.SKILLS & QUALIFICATIONS:
          • Bachelor's degree in a technical discipline (engineering, physics or optics preferred.
          • Minimum 7-10 years of account management, sales, or business development/product management experience; ideally in lasers/components for industrial and consumer applications.
          • Previous experience selling to customers in respective geography is required.
          • Ability to fluently speak English.
          • Experience working in multi-site and multi-culture environments a plus.
          • Strong selling skills.
          • In-depth knowledge of II-VI products and customers.Special skills:
            • Strong sales/relationship and account management experience.
            • Ability to work with customers and develop strong relationships.
            • Ability to think strategically across numerous product lines.
            • Strong knowledge of optical products and lasers.
            • Good understanding of the optical industry specific business issues and drivers.
            • Good understanding of client's business and ability to create a winning value proposition to address client needs.
            • Ability to create and maintain alignment with operations and business leaders and to deliver a strategy for new business penetration.
            • Ability to analyze and interpret technical documents, government proposals, market reports and business trend analysis.
            • Ability to write reports, business correspondence and proposals.
            • Consultative selling approach.
            • Hands-on experience with quotation/proposal creation and leading proposal presentations.
            • Excellent interpersonal, communication and presentation skills and ability to comprehend (including technical concepts) and communicate at a high level with customers and prospects at different purchasing and engineering levels.
            • Strong organizational and time management skills.
            • Ability to achieve results independently or working with others.
            • Ability to handle multiple priorities involving external and internal priorities.
            • Ability to excel in a cross-organizational, cross cultural, global team environment.
            • Ability to travel extensively within the region.
            • Experience with CRM, Word, Excel, Outlook, PowerPoint, Email, SAP (after training).II-VI is an equal opportunity employer.Note to recruiters and employments agencies: We will not pay for unsolicited resumes from recruiters and employment agencies unless we have a signed agreement and have required assistance, in writing, for a specific opening.Due to ITAR compliance, this position requires a U.S. Citizen, Permanent Resident Alien, or Protected Individual per 8 U.S.C. 1324b(a)(3).

Keywords: II-VI Incorporated, Sunnyvale , Sales Manager - Transceivers and Components, Executive , Sunnyvale, California

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