Distribution Manager

Wakefield Thermal is part of the Heico Companies, and in aggregate, Heico’s businesses generate more than $3.2 billion in revenues. Wakefield Thermal is a global leader in innovative thermal management solutions for a diverse range of markets. Building on over four decades of leadership and experience, Wakefield Thermal designs, manufactures, and sells thermal management products that remove excess heat generated by electronic components.

Our Mission: Our businesses have made an all-encompassing commitment across all levels of the organization to never sacrifice safety. Deliver industry leading quality, and on-time delivery while providing an exceptional customer experience. Position ourselves as a leader in the industry through technological advancements and supply chain excellence. Promote a culture of success and excellence through accountability, collaboration, engagement, and shared belief in our vision.

Working under the guidance of the Vice President of Sales and Marketing, the Distribution Manager will lead the profitable growth of Wakefield’s Thermal distribution products and services. This role requires an industry savvy sales professional within the thermal management space that has a proven a track record of success and is capable of driving Wakefield Thermal’s ambitious growth plans.

SUMMARY:

Responsible for the sales and marketing of Wakefield’s products to OEM customers through a network of authorized distributors and contract manufacturers.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Achieve profitable revenue growth through the distribution and contract manufacturer channel through opportunity management, effective competitive conversion programs, and sustained standard product marketing in cooperation with the distributors and contract manufacturers.
• Development and maintenance of strong relationships at the distributor’s corporate level and at the contract manufacturer regional level to ensure Wakefield’s position remains solid and has the proper emphasis. Become the primary contact to the customer for all sales activities.
• Develop and implement marketing programs for our products to be featured and sold through the distributor channel. These programs can be web, print, or field-based programs that utilize the distributors various resources. All programs implemented will reflect the company’s business plan and direction.
• Manage the POS data on a monthly basis providing input to Wakefield management on current trends and future outlooks. Also manage the data to ensure rep commissions are paid on a timely basis.
• Evaluate opportunities for new OEM business and ensure that the company pursues them. Follow through on all quotations through the distributors and contract manufacturers.
• Evaluate current distributor roster and make recommendations for additional distributors to support geographic or specific end markets. Work with international affiliates of the U.S. based distributors and contract manufacturers.
• Develop training materials for use by our Regional Managers and reps to train the major distributors field sales personnel. Support the RSM’s by also making sales calls with the distributor sales personnel while in a territory.
• Manage the annual stock rotation process for each of the distributors that are eligible for it.
• Work with Wakefield Regional Managers to coordinate their OEM accounts using CEM’s with whom we are engaged.
• Responsible for cleanliness of his/her own work area and the general housekeeping of the Company.
• Other duties as assigned.

EXPERIENCE:

• Bachelor’s degree or equivalent technical degree required.
• Minimum of 10 years of sales experience in North America with a successful track record.
• Demonstrated success working with national and international Distributors and Contract Manufacturers.
• Must be an effective communicator with the ability to interface at all levels within the organization.
• Demonstrated ability to recruit, lead, train, develop and mentor sales representatives.
• Strong verbal/written communication and presentation skills.
• Significant domestic U.S. travel required.

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