Littelfuse (NASDAQ: LFUS) is a diversified industrial technology manufacturing company shaping solutions for the safe and efficient transfer of electrical energy. Headquartered in Chicago, Illinois, USA, we serve customers across industrial, transportation, and electronics markets worldwide. With approximately 16,000 employees we design and manufacture innovative technologies that support electrification, energy efficiency, and advanced automation. Our global reach is matched by a culture that empowers innovation and long-term growth. Guided by our principles We Care, We Succeed With Our Customers, and We Own the Outcome, we work collaboratively, think boldly, and deliver solutions that move industries forward.
About your role
The Regional Sales Manager leads sales efforts for the Energy and Industrial Infrastructure Business Unit, managing third-party representatives and distribution channels across a large territory. This role demands strong product knowledge, sales expertise, and team leadership to achieve business objectives and revenue targets exceeding $29 million.
- Territory and Team Management: Oversees sales activities across 12 or more states, managing nine or more representatives with full accountability for team performance and development.
- Third-Party Representative Network: Develops annual growth plans, defines sales initiatives, assesses agency performance, and coaches representatives to meet operational goals.
- Distribution Channel Optimization: Creates mutual growth plans with strategic partners, trains distributors on products, leads customer negotiations, and manages sales pipelines and forecasts.
- Industry Expertise and Teamwork: Maintains up-to-date knowledge of industry trends and competitive intelligence, collaborates with cross-functional teams, and addresses customer needs effectively.
Manage 3rd Party Representative Network with the assigned Region.
- Develop annual objectives and growth plans for the 3rd party representative network.
- Defines sales initiatives within geographic area that support the short-term operational plan.
- Assess the performance of each agency and provide feedback and collaboration.
- Coaches and manages the work activities and may have full management accountability for the performance and development of team.
- Provide support
- Make organized and professional presentations demonstrating product knowledge and applicability to products and services to customer needs and requirements.
Optimize Distribution Channel to Market.
- Develop Mutual Growth Plans for strategic distribution partners.
- Have a clear understanding of the products and the value proposition and effectively communicate it and train distribution.
- Grow and maintain an effective sales pipeline for opportunities and Mutual Growth Plans.
- Leads customer negotiations.
- Provide a Quarterly Sales Forecast.
- Make organized and professional presentations demonstrating product knowledge and applicability to products and services to customer needs and requirements.
- Negotiates with other parties to explore and articulate a valued solution.
- Build strong customer relationships with strategic distribution partners.
- Create new forecasts and revise as needed.
- Convert Distribution from competition by developing and performing conversion presentations.
- Analyze the market to determine where channel partners are needed.
- Maximize the offering of LFUS products through distribution channel.
- Promote and facilitate EDI and Celerity set ups and POS feedback.
- Train existing or new distributors on new products.
Persist as an industry, application, and product expert.
- Keep abreast of worldwide industry and business developments and competitive intelligence. Leverage internal marketing resources to ensure objectives align and support the Strategic Plan.
- Teamwork-Develops and maintains a positive working relationship within own team and cross-functional teams including marketing, product management, research and development, Customer Support, and others as necessary.
- Consistently listens to (External and internal) customers/partner’s needs and conveys knowledge of their issues and addresses questions and concerns in a timely manner.
- Technical Acumen- Assimilates and synthesizes technical information quickly from multiple sources and demonstrates ongoing curiosity about technical developments in the field. Communicates those within the organization.
Qualifications
- Requires a bachelor’s degree, preferably in mechanical or electrical engineering, with 7-10 years of technical sales experience.
- Experience with global manufacturing companies is preferred.
- Ability to analyze data and provide market-wise recommendations.
- Proficiency in data analysis, MS Office, and basic SAP knowledge is essential.
- Knowledge of the market, channels, customers and product lines.
- Able to handle multiple tasks efficiently and shift priorities as necessary.
Additional Skills
- High attention to detail
- Strong analytical skills
- Self-Starter
- Team Player
- Organizational skills
- Excellent follow-up skills
- Good communication skills both written and oral
- Results oriented
- Problem solving skills
- Attention to detail
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Artificial intelligence (AI) tools may be used in some portions of the candidate review process for this position, however, all final employment decisions will be made by a person.
Salary Range:
$104,400 - $161,760
The salary offered will vary depending on your location, job-related skills, knowledge, and experience.
At Littelfuse, we support employee growth and development. Guided by our culture principles, our teams work together to deliver value for customers and make a positive impact in the communities where we operate. We are an equal opportunity employer committed to fostering an inclusive workplace where everyone has the opportunity to grow and contribute. We offer competitive compensation and benefits, performance-based incentives, flexible work arrangements, and development opportunities.
