Product Sales

VM Strategic Sales Specialist | Product Specialist

 

My Objective

To successfully drive profitable sales growth of a specific Product Line within a defined territory or geographic region; via existing account relationships and by creating and closing new business development opportunities. Working on accounts directly or as part of a team of commercial associates.

Principle Job Accountabilities

  • Sales Targets

    To achieve Product-Line sales targets aligned to the responsibilities of the role, taking accountability for meeting and exceeding these targets over a sustained period.

  • Manage Existing Relationships

    Manage existing account relationships in the region. Identify opportunities to grow Product-Line revenue in existing accounts.

  • Develop New Accounts

    Quantify, prioritize and develop new accounts in the defined in the region, driving market penetration, new Product-Line business growth.

  • Support

    Responsible for supporting the Product-Line sales success of an assigned team of field sales associates.

  • Coach and Develop

    Provide coaching and development to members of the assigned sales associate team in order to enhance their product knowledge and sales skills.

  • Marketing Activities

    Lead the demand-generating marketing activities for the assigned Product-Line.

  • Close Opportunities

    Close on qualified opportunities referred by commercial associates

  • Value-Add Relationships

    Create and build value-adding relationships to identify opportunities and initiatives to strengthen relationships with key influencers and decision makers.

  • Customer Involvement

    Coordinate the customer involvement of other company personnel when needed, including support resources, team members, and management.

  • Reporting

    Ensure timely and accurate reporting as required by the business. Including reporting on funnel opportunity management, revenue forecasts, Account Plans, progress on initiatives and status of relationships.

  • Knowledge Transfer

    Actively contribute to building distributed business knowledge about the Product market(s) and specific accounts. Share intelligence across different teams within Belden.

  • Fact Based Input

    Provide fact based input to Vertical Marketing and the Business Platforms to help specify new customer requirements.

Knowledge & Experience


  • Educated at least to degree level in a relevant field – Engineering or other technical field or possess a track record in professional career relevant to accountabilities of the role
  • Experience of working within a B2B sales environment essential
  • Knowledge of a channel sales (distributor) environment advantageous
  • Demonstrate depth of technical knowledge and understanding of Product applications to work effectively with the relevant Product Line portfolio
  • Experience of using standard business reporting tools and reporting on key metrics
  • Experience of managing accounts in a structured methodology including account plan reviews
  • Working experience of Miller Heiman methodology advantageous
  • Experience of working within an international environment advantageous
  • Ability to develop successful cross functional relationships internally
  • Ability to manage time and resource effectively, managing multiple activities successfully
  • Ability to travel in order to fulfill the duties of the role essential
  • Demonstrate excellent communication skills, both verbally and in writing
  • Business level English essential plus local language
  • Computer literacy essential
  • Demonstrate the Belden Values
  • Proven track record within a sales role in a market and industry relevant to the role
  • Demonstrate successful track record of managing projects and initiatives

Developing Critical Skills


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Selects appropriate Prospects

Definition: Identifies the opportunity within an organization and correctly selects the targeted individuals along with the appropriate investment of our resources in the pursuit of the business.

Developing

Can prioritize key criteria that makes a customer a good fit. Has a definition of what is a qualified opportunity. Would benefit from qualifying opportunities more clearly. Has low funnel integrity at early funnel stages. Has low frequency of walking away from low probability opportunities.

Proficient

Identifies the opportunity within an organization and correctly selects the targeted individuals along with the appropriate investment of our resources in the pursuit of the business.

Advanced

Judges the attractiveness of the Account based on leading indicators of success such as Strategic common interests, growing revenues, Channel alignment and product fit.

Understands Prospect Company

Definition: Identifies the prospect's business needs, key buying issues, and individual purchasing decision makers within the organization before making a sales presentation.

Developing

Has basic understanding of customer's business, it's customers & it's structure. Identifies possible technical fit of product & potential financial value but this is through a single Buying Influence. Often treats all opportunities as qualified.

Proficient

Identifies the prospect’s business needs, key buying issues, and individual purchasing decision-makers within the organization before making a sales presentation.

Advanced

Is able to link Market Trends with the Strategic Priorities within the Customer. Is literate is different organizational structures and quickly attunes to the political landscape within the customer.

Communicates with Key Buyers

Definition: Understands the best approach to communicate with each decision maker within the prospect organization. Is comfortable influencing others and firmly negotiating at all levels to meet our objectives as well as those of the customer.

Developing

Has regular dialogue with key contacts within the Customer. Knows the names & job titles of senior management. Contacts within the customer are at Purchasing or Technical level. Dialogue is focused on Product and Price.

Proficient

Understands the best approach to communicate with each decision-maker within the prospect organization. Is comfortable influencing others and firmly negotiating at all levels to meet our objectives as well as those of the customer.

Advanced

Uses market trends and knowledge of the customer's strategic priorities to attract interest at Senior Management and Executive Levels. Maps the decision making structure and tailors dialogue to the job title of the Key Buyer.

Understands Buying Motives

Definition: Recognizes there are definite benefits sought by the prospect organization and there may be different issues to consider for each decision maker in that organization.

Developing

Identifies Buying Influences within the Account & their preferences. Can articulate the product environment our solution fits into but is limited or no visibility beyond product and technical attributes.

Proficient

Recognizes there are definite benefits sought by the prospect organization and there may be different issues to consider for each decision-maker in that organization.

Advanced

Understands the Business Results that each of the Buying Influences are looking for. Also has an understanding of the political influences on the sale and the Personal Wins or areas of Risk for Buying Influences in this decision.

Negotiation

Definition: Recognizes that all participants in a negotiation have individual objectives. Is able to identify the various objectives and adapt strategies to fit the situation. Maintains focus on creating options for negotiable items while considering non-negotiable items. Always invests the effort to build a proposition that results in a win-win outcome.

Developing

Takes a long term view to relationships and looks for a Win Win where possible. Would benefit from increasing level of preparation before a negotiation commences to reduce the level of pressure and possible manipulation by the other party thereby improving the quality of the commercial agreement for Belden.

Proficient

Enters the Negotiation with a clear walk away point but does not prepare a trading strategy for each component of the deal. When asked for a concession, makes it conditional on receiving something in return.

Advanced

Prepared for Negotiation with entry and walk away point, list of components of the deal and a clear trading strategy. When asked for a concession, makes it conditional on receiving something in return.

Customer Focus

Definition: Invests in understanding the customer’s needs (internal and external) and puts actions in place to meet and where possible exceed these expectations. Uses their intimacy with the customer to drive continuous improvement in Belden. Builds strong customer relationships; gaining their trust and respect.

Developing

Identifies and understands the overall business objectives of the Account. Will make every effort to meet or exceed Account expectations. May find themselves prioritizing internal, operational matters over customers.

Proficient

Builds relationships with customers. Understands the customer’s expectations and requirements. Uses voice of customer to improve Belden’s products and services. Acts with customers in mind.

Advanced

Deep knowledge of customers marketplace and the opportunities and threats that customers face. Connects Belden's go to market strategy with addressing issues in the customer’s business.

Drive For Results

Definition: Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line orientated; steadfastly pushes self and others for results.

Developing

Has a clear plan to meet or exceed targets within the Account. May often be distracted from key deliverables and would benefit from more clarity about objectives.

Proficient

Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.

Advanced

Each interaction with customers and colleagues has a pre- determined objective that drives towards excellent results. Is constantly looking for more efficient use of time and resource to drive results that have largest positive impact.