Global Accounts Sales Director
(This is a remotely based position.)
SUMMARY
The primary focus of this position is the development and management of international sales of Cree Lighting products to customers based in the United States who have locations outside of the United States.
Successful job execution requires excellence/participation in the total go-to-market process: from product/marketing material development to the creation and execution of business plans, establishment & achievement of sales targets for Cree Lighting global account customers and after the sale follow-up. The position will also hold key relationships and function as the primary contact for the international division of Cree Lighting’s global account customers.
This position will be responsible for driving revenue through business planning and customer/end user development, but will also require close collaboration with all field sales touch points, marketing, product development, and customer service, while maintaining a relationship with; management, engineering, applications, production and manufacturing staff, and also with the national accounts manager assigned to the account in the US.
RESPONSIBILITIES
- Achievement of Cree Lighting sales and profit targets. Sales and marketing programs with key national accounts will be kept clearly in focus and on track.
- Develop key relationships with design teams for corporate international prototypes, as well as individual country design requests.
- Function as a liaison between individual international markets and corporate sustainability team.
- Implement plan for distribution and in country servicing of these accounts leveraging existing.
- Cree assets or creating partnerships with other firms and oversee day-to-day logistical response.
- Work with distribution network to source products on fixture schedule that Cree cannot provide.
- Coordinate & oversee response to on-site failures/issues with local personnel.
- Develop annual business plans for each global account target/ account supported with hard revenue targets.
- Manage all business alignment agreements and programs implemented with these key global accounts.
- Track and communicate competitive factors, trends, issues and opportunities.
- Collect/develop and analyze sales reports (POS) and market feedbacks from internal sources, data and customer POS in order to identify key issues, trends, opportunities and market share growth/decline for use in marketing and sales planning purposes.
- Maintain a new business pipeline and relentlessly pursue opportunities to broaden our markets.
- Understand regulatory requirements and fixture compliance details for individual markets and work with product development team on product needs for all markets.
- Educate individual in-country account teams on Cree technology and its benefits.
- Establish international pricing structures and provide quotations for individual countries as needed.
PERFORMANCE METRICS
- Meets or exceeds quota consistently.
- Establishes clear and measurable objectives and actions for global account business plan implementation.
- Must be self-motivated and able to independently manage various activities with minimal supervision.
- Maintains detailed customer records on an on-going basis, and provides additional written detail on important customer developments or feedback by request. This includes providing weekly updates on sales-to-quota and market activities.
- Participates professionally and freely with Cree Lighting senior management on the business development and planning process. Proactively participates in key planning discussions.
REQUIRED BEHAVIORAL CHARACTERISTICS
- Excellent presentation and written communication skills.
- Demonstrated active listening skills.
- Strong negotiating skills.
- Strong problem solving and conflict management skills.
- Ability to gain trust and respect from customers’ managerial and sales teams.
- Self-motivator with strong drive to achieve business objectives.
- Sound technical aptitude.
- Up to 70% International travel.
MINIMUM QUALIFICATIONS
- College degree or equivalent industry work experience required.
- 5-10 Years general experience in the lighting industry, with a minimum of 5 years experience in National accounts.
- Computer skills – Outlook, Excel, Internet Research, and PowerPoint.
PREFERRED QUALIFICATIONS
- 5+ years of management experience (sales and/or key account) in the lighting industry.
- Demonstrated history of key account sales/business development success.
- Knowledge of marketing strategies and tactics, basic market research techniques, product demonstration, and sales techniques.
- Business or marketing degree preferred.
To Apply:
- Please visit our website to submit a resume for consideration – www.cree.com/careers
- Click the Job Listings Tab, then select the link to Job Opportunities
- Then search the job title or job # in the “Current Job Opportunities” window.
- Select Global Accounts Sales Director – #951148