Senior Field Applications Engineer

Work in line with companies Vision

Company will be the clear #1 worldwide provider of products, services and solutions that connects technology with customers, powers the supply chain and delivers premium investment results.”

Work in line with Companies Values:

• Ethical

• Open and courageous

• High performing and accountable teams

• Working effectively with no boundaries

• Innovation and execution

• Passion for customer service

On the basis of the Business Unit’s needs and definitions fulfil the competency criteria for “Manager of Staff” within Clear Performance.

Key tasks responsibilities

• Create as many design-wins as possible at Arrows customers, in line with EMEA supplier & technology strategy, to maximize the generation of profitable, protected, business.

• Work with FAE Leader and Territory Managers  to define core customers, agree and review account technical strategies

• Ownership and drive of Customer technical strategies and activities at assigned customers:

• Regular customer visits

• Identify new projects and maximise solution selling and parts per project

• Follow up on opportunities

• Convert opportunities to Wins

• Frequent customer visits with suppliers

• Local ownership and drive on assigned suppliers/technologies

• Responsibility of the channels DW results in the assigned territories/customers, both direct and indirect Customers (via local or offshore CEM)

• Building high level relationship with customers R&D management

• Active participation in EPC, EDGE, TestDrive & other EMEA programmes and execution into assigned Territory/Customers

• Build up and maintain relationship with key customers, suppliers, sales and marketing

• Selling the Companies benefits to customers and suppliers

• Active preparation and participate in supplier reviews

• Attend relevant supplier training

• Loading and maintenance of Design Registrations on internal and external supplier systems (in conjunction with Design Registration Support team), including GBC

• Customer/Supplier activities (Workshops, seminars, trainings, exhibitions etc)

• Input to Asset stock profiling (Tools & new products)

• Handover projects to sales and secure billing and margin when project is won, for both direct and indirect customers

Experience

• Experience of working with electronics products or technologies

• Project management experience

• Adequate technical/technology or commercial education

• Experience and understanding of country electronics markets

Competencies

Clear Performance

• Delivers Result

• Customer Service Excellence

• Business Acumen

• Influencing & Relationship Building

• Dealing With Ambiguity

• Problem Solving

• Priority Setting

• Functional/Technical Skills

Others

• Sales skills

• Good communication skills

Key Interfaces

• FAE Leader

• EMEA & Regional Engineering & Marketing Team (RDs, RLMs, SBMs, FAEs)

• Regional Quote team

• Suppliers

• Sales

• Design Support Team

• Asset

• FAEs

Required Competencies

• Sales Proficiency

• Act with a sense of urgency to execute and implement strategies which positively impact sales and performance results.

• Manage each customer interaction by clarifying the goals for the call, the agenda and the decisions needed and purposeful next steps.

• Transform sales and service calls into results.

• Breakdown organizational barriers to meet customer needs.

• See tasks through to completion regardless of obstacles.

• Know how and where to make trade-offs to achieve desired outcomes.

• Opportunity Generation Skills

• Uncover/Identify Company opportunities in key accounts.

• Develop a tele-sales strategy to identify target decision makers and plan calls to meet performance goals.

• Use personal and professional networks to develop new customers within the wiring and connector industry.

• Find ways to influence and tailor sales processes so as to favourable the companies position.

• Interpersonal Skills

• Demonstrate excellent phone skills in working with customers that lead to high quality contacts in both sales and service.

• Build appropriate rapport and establish constructive and effective relationships with employees, executives, peers and customers to meet business needs.

• Develop and maintain high personal viability, credibility and trust.

• Establish rapport with customer contacts and others involved in the wiring and connector industry.

• Adapt personal style, work methods and individual capabilities to contribute to business goals.

• Partnering/Teamwork

• Lead and collaborate with other members of the Company team in the execution of the business strategy.

• Communicate timely and accurate information regarding developments in the selling/servicing process to other members of the team.

• Communicate expected outcomes of telephone conversations and emails with key accounts to other team members.

• Business, Financial and Technical Expertise

• Excellent understanding of the wiring and connector industry and the challenges faced by the customer.

• Ability to work with management to design, sell and implement complex wiring and connector solutions and interface these with  Company capability.

• Effectively discuss business and industry issues with key accounts and sales management.

• Utilize customer, industry and market knowledge to develop call plans which meet customer and  Company needs.

• Understand customer’s strategic direction, inventory plans and other key measurements.

• Project Management

• Ability to orchestrate numerous activities and the efforts of several parties in driving the selling process from inception to implementation.

• Facilitate communications among parties internal to the Company, internal to the customer and between the customer and the Company.

• Ensure that all parties have the technical, legal and project information they need or want.