Business Development Manager

Nature and Purpose:

1. The primary role is to support Farnell element14 to develop and execute the Arduino GTM Strategies for all Arduino products in SEA from Demand Creation, working with existing and new Arduino Resellers, Arduino Global Distributors, and manage the leads to opportunity closure all the way to a purchase order.

2. The role requires the management and prioritization of all Arduino resellers, distributors, e-catalog sellers, offline distributors, Education partners and Enterprise Customers under Farnell element14 while working closely with Arduino APAC Sales team in region

3. Addressing Arduino customer, partners requests and requirements to convert opportunities into purchase orders.

4. Arduino enterprises customers and channel partners to drive maximum growth of sales.

5. The role requires collaboration with central Arduino functions in APAC to deliver Arduino products to partners and customer in region for Farnell element14

Accountabilities with Key Outcomes: Describe essential accountabilities the job performs and key outcomes. Accountabilities should be listed (max of 8) in order of importance.

Accountabilities with Key Outcomes:

1 Responsibility for delivering sales and quarterly forecast agreed by Farnell elemnt14 & Arduino APAC for SEA

Sales Execution: Deliver quarterly sales & margin results in line with agreed sales & gross margin targets.

Partner, Customer Management: Within Farnell element14, develop, grow and maintain existing resellers, distributors, education and other partners as well as find new partners. Create campaigns to identify new customers, new design-in opportunities, and convert into purchase orders in line with expected time scales and growth targets.

Accountable for developing quarterly sales forecast based on pipeline and opportunities on all Arduino partners and customers in SEA under Farnell element 14

Identify key competitor account opportunities and formulate plans to deliver and convert significant wins, ensuring maximum profitability from right product and services mix.

2 Partner Co-Marketing and Co-Demand creation: Work alongside Farnell e14 Sales and Marketing teams to build innovative programs of inbound, outbound and paid campaigns with Arduino partners. Leveraging the knowledge of central Arduino teams on buyer personas, developing a for identifying prospects with an intent to buy, driving our top-of-the-funnel through to MQL. This is both direct and through Partner.

3 End Customer Development

Identify new business opportunities and new customers for Arduino products, drive standard product sales within the Farnell Arduino customer base in SEA

Responsible for developing OEM, System Integrator sales strategies and activities needed to grow Farnell sales of Arduino products in SEA

Accountable for the execution of customer contracts & business agreements in relation to Arduino design-in services.

4 Accountable for collaborating with the Arduino APAC BDM and marketing teams to drive strategies and activities to grow Arduino sales at Farnell customers in SEA

5 Accountable for regular communications with Arduino APAC on all significant customer opportunities, Design In, Design Win reporting, key market development activities

Essential:

Bachelor's degree or higher in Electronics/Business

Minimum 5 - 7 years technology business development and/or sales management experience in electronics products & design services

Strong customer relationship management experience and a great relationship builder

Ability to identify new enterprise customers and new opportunities for design-in.

Understanding all aspects of the customer sales engagement process including relationship management at customers, design requirements gathering at the customer , and key sales issues such as gross margin, profitability and commercial terms of a sales order

Proficient in monthly/weekly sales forecasting, sales reviews, customer visit reports and CRM tracking

Self-starter, able to work independently.

Great communicator through speech and writing.

Perspective and understanding of selling in key markets of Asia Pacific

Demonstrates Change Agility, Resiliency, Drive for Results and Customer Focus

Strong team player with ability to Collaborate and Connect with Others in a multi-channel multi-cultural environment

Good at speech and writing in English.

Desirable

Design Services as well as other VAS business knowledge

Sales and sales management experience

Knowledge of SBC business

Work experience in Electronics and/or Distribution.

B2B Web and E-Business experience

Demonstrable track record in driving results & profit delivery from ROI standpoint

Analytical experience and ability to interpret financial and sales data and results