Distribution & Aftermarket Sales Manager

Littelfuse is one of America’s Best Mid-Sized Companies (Forbes) and has been named one of the Best Places to Work in Illinois (Best Companies Group) for 11 consecutive years. With its global headquarters in Chicago, Illinois, USA, Littelfuse is a leading, global manufacturer of electronic components serving more than 100,000 end customers across industrial, transportation, and electronics end markets. We have more than 17,000 employees with operations in 15 countries. From semiconductors to sensors… switches to fuses and more… we produce billions of electronic components that help our customers empower a sustainable, connected, and safer world. In 2021, Littelfuse had net sales of $2.1 billion.

As a Distribution Sales Manager, you will be responsible for managing large or key distribution partner accounts with attention to maintaining strong relationships with the existing customer base, exploring additional sales opportunities, and resolving issues. You will be responsible for generating profitable growth with the existing customer base and identifying new opportunities. You will implement sales strategies for increasing sales and profits for specified accounts.

About the Job:

• Manage Key Accounts: Manage large/complex/global or key distribution partner accounts. Maintain strong relationships with key distribution partners, issue sales quotes, identify new business opportunities, and maintain customer relationships.

• Sales Strategy: Create sales strategies and long-term plans to maintain and increase the pipeline. Understand customer and/or market barriers and develop solutions to overcome barriers. Define sales targets for accounts and ensure alignment with business unit goals.

• Market Analysis: Understand market conditions and competitor activity; identify barriers that may affect the client base as well as business unit sales. Identify potential solutions.

• Voice of Customer: Relay customer feedback on pain points, customer and product needs, and field issues to internal engineering and product teams for improvements.

• Account Management: Lead and manage the account and cross-functional team to ensure maximum growth and profitability potential with the customer through quality, customer service, and innovation. Identify and understand customer applications, how Littelfuse products provide value, and communicate to the organization. Ensure customer profitability health and growth through share and additional product expansion. Coach, mentor, and coordinate the local team to ensure proper support of the customer. Lead and coordinate all commercial-related topics and escalation/high urgency/critical customer-related topics. Define collaboration methods for the team's success.

• Customer Focus: Foster strong relationships with customers, understanding their needs and ensuring exceptional customer satisfaction. Respond to and coordinate all internal and external activities associated with assigned accounts, including expediting, quoting, providing samples, coordinating meetings, delivery and scheduling issues, and negotiating contracts. Develop and maintain strategic relationships at various levels within the organization. Understand customer applications and problem opportunities and how Littelfuse can provide solutions either with existing products or new product development. Share comprehensive understanding of customer needs internally. Work with advanced engineering to position Littelfuse for future technologies.

• Growth, Business Acumen & Profitability: Achieve sales targets consistently, surpassing revenue and profitability targets. Drive growth for the customer and region considering full business implications. Involve in all new business acquisitions/RFQs and pricing strategy to meet or exceed business unit targets. Ensure the execution of awarded business profitability. Drive profitability for all existing and new business awards to meet or exceed CVP targets. Review and ensure the accuracy of CVP awarded/existing business. Develop sales forecasts for assigned accounts to support the S&OP and business planning process. Provide market intelligence from a competitive and customer needs perspective to aid in Littelfuse strategic product strategies.

• Strategic Planning: Develop short- and long-term customer strategies utilizing the Customer Strategic Account Plan. Complete and ensure the accuracy of NBO Planning and Revenue Planning (Sales Plan & Strat Plan). Identify and understand gaps from Revenue Plan/Strat Plan and define action plans to meet the strategic plan.

• Coordination: Coordinate with Regional Sales Directors for all the above responsibilities.

About You:

• General understanding of the products and technologies.

• Strong communication and interpersonal skills and the ability to negotiate at high levels of customer management and deliver the CVP message.

• Ability to make sound decisions based on objective data gathering consistent with CVP goals and objectives.

• Self-starter and results-oriented.

• Good time-management and planning skills.

• Proficient in both written and oral communication in English. Must project a positive image that is well-respected, both internally and externally. Skilled in giving presentations.

• Ability to lead individuals and teams in the organization to meet customer requirements in the most cost-effective manner.

• Proficient in office software such as Microsoft Teams, Excel, Word, PowerPoint, and Littelfuse Business Center.

• Foreign language skills may be required as dictated by the customer base.

• Strong understanding of product development with intimate knowledge of customer program requirements.

• Technical Bachelor’s degree and 7+ years of experience or equivalent combination of education and experience required.

• Experience with global manufacturing companies.

• Experience with distribution companies.

• Experience with transportation OEMs and Tier suppliers.

• Ability to travel 40% (domestic and international) as needed.

Littelfuse is an equal opportunity employer committed to empowering every associate to make a difference — everywhere, every day.

We offer a comprehensive benefits package, including:

• Medical, dental, and vision coverage

• 401(k) with company match and annual contribution

• Paid time off and 11 holidays

• $850 Lifestyle Spending Account

• Tuition reimbursement (up to $20,000)

• Lean Six Sigma certification and career development opportunities

• Life, disability, and voluntary insurance options

#LI-FFP

Salary Range:

The salary offered will vary depending on your location, job-related skills, knowledge, and experience.