Territory Development Representative - MD/VA

About the role

The Territory Development Representative (“TDR”) is responsible for the sales performance of his or her assigned customer base. The TDR must work collaboratively with all regional and corporate resources to capture business and increase sales within both key and new accounts; increase supplier diversity; and achieve or exceed his or her sales targets for the year.

Responsibilities

• Achieve annual budget targets while developing a forward-looking, high-potential customer portfolio with an emphasis on OEM and cable assembly targets
• Promote PEI’s corporate vision and ICARE values to encourage teamwork, continual improvement, customer focus and ethical behavior
• Utilize NetSuite CRM as his or her premier sales tool to make informed, data-driven decisions and to communicate activity regarding growth targets and sales leads
• Continually develop industry-leading product knowledge via all available internal and external resources, striving to become a well-rounded and well-informed technical advisor within the assigned territory
• Execute strategic plans set forth by Regional and Branch leadership to maximize PEI’s effectiveness
• Influence financial and operational success by setting and tracking individual goals and objectives
• Provide routine updates to the Branch Manager and Regional Sales Manager on the results of territory strategies and initiatives as well as notable developments with individual accounts
• Build relationships with internal and external customers, recognizing the value of relationships with different facets of each organization for procurement, engineering and key decision-makers
• Possess strong time management and organizational skills
• Prospect strategic business accounts and targeted companies via cold calling, emailing and social-networking strategies
• Plan travel strategically to best facilitate business growth via in-person meetings
• Collaborate with departments such as Finance and Product Management to penetrate and grow accounts within his or her customer base
• Utilize all regional resources to drive design-in sales growth, aiming to achieve or exceed year-over-year growth targets for this business
• Engage with local suppliers and supplier manufacturers’ representatives. Participate in supplier business reviews scheduled by the Branch Manager/Regional Sales Manager to discuss top customers and growth opportunities for the assigned territory
• Stay informed of competitor activities, industry trends and emerging markets to defend and grow PEI’s market share and provide key decision-making information during budget/forecasting processes and reviews
• Maintain a healthy sales and design pipeline for future business, continually adding and managing opportunities in the funnel by qualifying new leads and exploring growth potential at current key accounts
• Escalate critical situations concerning sales and customer activities to the appropriate manager or decision-maker

Qualifications

• Minimum 3 years customer-facing experience required
• Inside sales and/or field sales experience preferred
• Exceptional written and verbal communication skills
• Strong time management and organizational skills
• Experience in the electronics industry a plus, but not required