Distribution Sales Account Manager - Americas

SUMMARY OF POSITION:  Manages, motivates, and directs the activities of the Americas Broadline Distribution ensuring Bourns’ products receive increasing “share of mind” and “internal share” from the distributor companies. Responsible for generating increased Point of Sales Dollars in North America by establishing and implementing distributor sales and asset plans.

DUTIES AND ACCOUNTABILITIES (End Results Expected):

1. Manages corporate distributor locations:
   • Understands the distributor organization and gives input to Bourns management.
   • Assesses the training needs of the distributor corporate teams and coordinates with Bourns’ business units and marketing teams to develop appropriate programs.
   • Contributes to development and implementation of short and long-range plans (Key Initiatives) to successfully achieve Bourns internal share inside distribution.
   • Assesses the customer base of the distributor and develops programs to match Bourns® products with market segment programs.
   • Works closely with asset and product management to ensure adequate inventory in support of POS trends and opportunities.
   • Analyzes Bourns into-stock pricing to ensure competitive screen position for Bourns® products at branch locations.
   • Manages and implements Volume Purchase Agreement (VPA) and distribution pricing strategies.
2. Develops web and promotional marketing plans in conjunction with the distributor to highlight Bourns’ top selling items, distributor inventory and new product introduction.
3. Drives and manages Design Registration Program (DRP) and Capture Rate at distributors.
4. Performs Corporate Quarterly Business Review (QBR) with all assigned distributor accounts.
5. Works with Bourns Product Line Managers, General Managers and Market Directors to ensure that each is engaged with distribution to effectively promote their respective product lines and drives distribution sales on target market segments.
6. Prepares and submits monthly report outlining each distributor activity, sales performance, achievements, and action plans versus Key Initiatives.
7. Develops, recommends, and implements appropriate Corporate Promotional Programs. Submits MAP requests for approval, as required.
8. Coordinates distribution training and cross-reference collateral for assigned accounts. Monitors Bourns’ performance to assigned account Corporate Recognition Programs.
9. Develops sales programs to move Bourns® products off of distributor shelves to the end customer.

                                                    BASIC JOB REQUIREMENTS:

                                                     EDUCATION:

Bachelor’s Degree in Business, Marketing, Finance or Technical Field. CPA or CMA or working toward is helpful.

TRAINING AND EXPERIENCE: 

Minimum four years of corporate distributi