Sanmina Corporation (Nasdaq: SANM) is a leading integrated manufacturing solutions provider serving the fastest-growing segments of the global Electronics Manufacturing Services (EMS) market. Recognized as a technology leader, Sanmina Corporation provides end-to-end manufacturing solutions, delivering superior quality and support to Original Equipment Manufacturers (OEMs) primarily in the communications networks, defense and aerospace, industrial and semiconductor systems, medical, multimedia, computing and storage, automotive and clean technology sectors. Sanmina Corporation has facilities strategically located in key regions throughout the world. The Sanmina Global Services division provides enhanced fulfillment and after market services including: BTO, CTO, Direct Order Fulfillment, Returns management, Repair and refurbishment, advance replacement, etc Solutions and Sales Executive, Global Services Job Purpose:
- Responsible for aggressively attacking the SGS Services markets to ensure competitive take-away, market share growth and prime strategic positioning for future business successes.
- Accountable for increasing sales with new and existing customers and identifying and pursuing potential Sanmina vertical integration opportunities with customers.
- Help customers achieve their desired results from Business by leveraging your domain experience to drive valuable program outcomes.
Nature of Duties: Strategy - Drive thought leadership opportunities with marketing, sales, and account management.
- Collaborate with internal and external/vendor partners to develop and drive and execute on specific go-to-market business development strategies.
- Co-develop messaging and value proposition materials with the sales and marketing teams.
- Pursue opportunities and cling to those that require it until successfully secured.
- Assess market dynamics and advise on expanded service offerings and solutions to be developed and provided as well as strategic industry and customer targets for strategic positioning toward future business successes.
- Drive the creation of reference architectures, technical materials, best practices, etc. based on field experience to continue to up-level and enable our internal stakeholders.
- Manage and drive the dissemination of client insights, competitive information, solution enhancement requests and solution updates to appropriate internal and external stakeholders.
Pipeline and Prospect development - Work closely with internal teams to spread awareness and support pipeline building via customer touch points (round tables, workshops, etc), conferences, strategic events, thought leadership blogs, webinars and whitepapers.
- Participate in industry leadership events.
- Manage the sales pipeline for assigned markets, keeping pulse on opportunities, activities and stages; report as needed to internal leadership and vendor partners.
- Establish and execute a plan to target customers, develop relationships, assess, qualify and prioritize opportunities, engage support resources, and close new business in line with strategic objectives and financial targets.
- Support strategic sales opportunities, working closely with prospects and existing customers to shape engineering and product priorities.
- Leverage industry knowledge and expertise to establish C-level customer relationships.
- Continuously refine and revise customer presentation templates and formats
Execution - Drive the overall sales process and manage the sales pipeline.
- Work closely with operations, sales and technical teams to develop and lead solutioning workshops with prospects and existing customers to define business objectives, quantify business benefits, and determine the functional requirements.
- Distill and refine functional requirements into defined offerings.
- Engage, advise and collaborate with internal counterparts and cross-functional teams when appropriate including corporate sales and account management.
- Identify matchups between the SGS service portfolio and prospect needs, and develop persuasive value propositions.
- Identify and develop appropriate external service partner relationships to enhance SGS offerings, reach, and growth.
- Screen, oversee, manage, and drive RFI, RFP, RFQ responses and unsolicited proposals to deliver cost effective solutions that exceed customer expectations.
- Advance the prospect's decision making process by creating a compelling reason to buy through defined marketing messaging and the presentation of value propositions.
- Ensure customer facing sales documents effectively communicate desired messages to maximize impact.
- Communicate proposals; ensure customer facing sales documents effectively communicate desired messages to maximize impact.
- Respond to questions from buying authorities, senior and executive management.
- Own stewardship of the client experience by partnering in complex or sensitive implementations where necessary.
Administration - Manage sales, budget, and forecast information used in the overall management of the company. Ensure CRM and other sales data system(s) are maintained and updated.
- Maintain industry knowledge and expert status; remain current with internal and external product development and innovations.
- Ensure you are sharing and implementing best practices across the sales organization
- Demonstrable success in developing and winning new accounts.
- Experience working with vast remote cross-functional teams in large matrix organizations.
- Excellent communication, presentation, negotiation, interpersonal and closing skills
- Ability to build effective partnerships with internal and external customers.
- Proven ability to solve complex problems and lead teams to solve complex problems.
- Strong ability to plan at both strategic and operational levels.
- High tolerance for changing priorities with a keen sense of urgency.
- Highly motivated with an entrepreneurial attitude and outlook, strong work ethics with high level of integrity.
Education and Experience : - Bachelor's degree is required; advanced degree is preferred
- 8 years' sales experience successfully exceeding quota with revenue responsibilities of $10M+ preferred
- Experience in high-tech applications of relevant services including BTO, CTO, reverse logistics, repair, direct order fulfillment, and engineering services.
- Applicable knowledge of the CM/EMS industry with background in Manufacturing. Applicable knowledge of relevant service provider P&L structures and pricing models.
- Operational experience a plus
- Bachelor's degree is required; advanced degree is preferred
- Personal computer skills, with proficiency in spreadsheet, presentations, and word processing, preferably in Microsoft Office Suite and Google. Aptitude to learn and use company CRM tools.
- Project management skills are desired with excellent ability to prioritize, multi-task and organize
Sanmina is an Equal Opportunity Employer - M/F/Veteran/Disability/Sexual Orientation/Gender Identity