Einleitung

If working for an organization with a long history of technological innovation and high advancement potential in a supportive, collaborative, and positive work environment are top considerations for your next career move, then you need to look at the opportunities at Bourns.

Bourns was founded 75 years ago with the guiding principles of providing breakthrough technology solutions, high-quality products, responsive service, and exceptional value. Those principles still hold true today and have instilled a culture that is committed to excellence and ethical operations. As a leading provider of advanced components for power conversion, circuit protection, and motion control sensing solutions, Bourns employs more than 9,000 people in 21 countries and operates 17 manufacturing centers and 15 R&D facilities. Our customers and partners rely on Bourns to meet strict design requirements and satisfy international standards in a broad range of industries and applications. We achieve this stature because Bourns employees excel in the development of new products and continuous improvement processes that keep the company a global leader in delivering outstanding service.

Aufgaben

You will be 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, selected customers outside of the assigned territory may be added. Taking ownership of 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, identifying product gaps, advising about trends and needs)
• Closing cooperation with distribution partnerst 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
• Submition of monthly information on customers and market trends
• 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 needs 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/technological 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

Profil

• Sound background in electronics is highly desirable. A minimum of five years of 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 a distributor.
• Knowledge of customers in the assigned territory and having relationships that the candidate can bring into Bourns. Preferable living area: South-West of Germany
• 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