Director of Distribution Sales

Location: Greenville, SC
Job Description:
The Director of Distribution is responsible for managing the distribution sales activity (POA & POS) on a day-to-day basis. This individual will utilize a team of account managers, in order to effectively maximize the success of the distribution network, all product lines, and meet the corporate goals of AVX. In addition, this individual will work closely with the sales team, which consists of Directors, Area and Regional Managers as well as our manufacturer’s rep organizations. The Director will also facilitate discussions and resolve issues with all key functions of the distributor to include, but not limited to: Logistics, Marketing Communications, Product/ Asset Management, Field/Inside Sales, Quality, Finance, Strategic Sales, IT and Corporate Management. The position reports directly to the General Manager of Sales- The Americas region, along with dotted line responsibility to the General Manager of Worldwide Distribution. Additional responsibilities will include, assisting the GM of NA Sales to coordinate and support operational functions and activities as needed including but not limited to POS reports, Bid and RFQ management and reports, Product Line assignments for distribution, forecasting, TM1 system reporting and assist functional groups as needed to achieve all growth goals.
Reports To:
GM of Sales NA
Duties and Responsibilities:
  • Monitors the Distribution channel performance and implements changes as required to achieve the required sales, profit margins, and terms.
  • Act as liaison between marketing and sales, manufacturing, authorized reps, to assist in all areas for maximum service.
  • Direct responsibility as follows:
    • Orders from and Sales to Distributors
    • Ship and Debit management in line with company expectation.
    • End Customer Market Data
    • Distribution Sales Training Programs.
    • VPA price management
    • Point of Sales Reporting and Analysis.
    • Inventory profile and performance analysis
    • New product introductions and goals.
    • Drive specific incentive programs.
  • Set goals, establish measures to:
    • Improve on time delivery performance.
    • Maximize AVX position as leader in customer service to increase sales and profitability.
    • Resolve customer service issues, elevate within marketing and operations as needed.
    • Improve efficiencies and reduce costs.
    • Work to enhance AVX bid system to increase visibility of existing data, provide direction to sales and marketing, increase percentage of bids won, increase margins, and track results.
    • Provide real time bid reports and information to sales and marketing.
  • Assist with coordinating quoting, contracts, and sales system activities with NA RFQ coordinator to maximize results, improve efficiencies, provide tracking, and reduce costs.
  • Develop measurement and tracking tools as required by the GM of Sales for communication with functional groups and customers.
  • Assist with preparation and loading of monthly forecasts as well as yearly Master plan Budgeting.
Job Requirements:
  • Minimum of fifteen (15) years demonstrated experience related to Sales, Product Management, Product Pricing, Forecasting and Management of a team. Industry experience in the electronic component segment (Semiconductor or IP&E) as well as OEM or Distribution background is a must.
  • BS/BA Degree in Business, Marketing or Engineering preferred
  • Strong inter-personal and communication skills
  • Regional and possibly Global account management experience
  • Sales systems; data acquisition and analysis; CRM utilization and Microsoft Office, especially Excel.
  • Ability to manage and adapt to a diverse organization.
  • Strong organization and problem solving skills with an ability to develop relationships at all levels with customers, representatives and AVX personnel.
  • Ability to travel a minimum of 40% of the time
  • Responsible for $200M+ revenue in multi-divisional, multi-tiered corporations as AVX’s primary interface.
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