Regional Sales Manager, Western Region

Littelfuse is one of America’s Best Mid-Sized Companies (Forbes) and has been named one of the Best Places to Work in Illinois (Best Companies Group) for 11 consecutive years. With its global headquarters in Chicago, Illinois, USA, Littelfuse is a leading, global manufacturer of electronic components serving more than 100,000 end customers across industrial, transportation, and electronics end markets. We have more than 17,000 employees with operations in 15 countries. From semiconductors to sensors… switches to fuses and more… we produce billions of electronic components that help our customers empower a sustainable, connected, and safer world. In 2021, Littelfuse had net sales of $2.1 billion.

The Regional Sales Manager leads sales efforts for the Energy and Industrial
Infrastructure Business Unit, managing third-party representatives and distribution channels across a large territory. The RSM should have prior experience in the electrical manufacturing industry. This role demands strong product knowledge, sales expertise, and team leadership to achieve business objectives and revenue targets exceeding $29 million.

• Territory and Team Management: Oversees sales activities across 12 or more
states, managing nine or more representatives with full accountability for team
performance and development.
• Third-Party Representative Network: Develops annual growth plans, defines sales initiatives, assesses agency performance, and coaches representatives to meet operational goals.
• Distribution Channel Optimization: Creates mutual growth plans with strategic
partners, trains distributors on products, leads customer negotiations, and
manages sales pipelines and forecasts.
• Industry Expertise and Teamwork: Maintains up-to-date knowledge of industry
trends and competitive intelligence, collaborates with cross-functional teams, and addresses customer needs effectively.

Responsibilities:

Manage 3rd Party Representative Network with the assigned Region
• Develop annual objectives and growth plans for the 3rd party representative network.
• Defines sales initiatives within geographic area that support the short-term operational plan.
• Assess the performance of each agency and provide feedback and collaboration.
• Coaches and manages the work activities and may have full management
accountability for the performance and development of team.
• Provide support
• Make organized and professional presentations demonstrating product knowledge and applicability to products and services to customer needs and requirements.

Optimize Distribution Channel to Market
• Develop Mutual Growth Plans for strategic distribution partners.
• Have a clear understanding of the products and the value proposition and effectively communicate it and train distribution.
• Grow and maintain an effective sales pipeline for opportunities and Mutual Growth Plans.
• Leads customer negotiations.
• Provide a Quarterly Sales Forecast.
• Make organized and professional presentations demonstrating product knowledge and applicability to products and services to customer needs and requirements.
• Negotiates with other parties to explore and articulate a valued solution.
• Build strong customer relationships with strategic distribution partners.
• Create new forecasts and revise as needed.
• Convert Distribution from competition by developing and performing conversion presentations.
• Analyze the market to determine where channel partners are needed.
• Maximize the offering of LFUS products through distribution channel.
• Promote and facilitate EDI and Celerity set ups and POS feedback.
• Train existing or new distributors on new products

Persist as an industry, application, and product expert

• Keep abreast of worldwide industry and business developments and competitive intelligence. Leverage internal marketing resources to ensure objectives align and support the Strategic Plan.

• Teamwork-Develops and maintains a positive working relationship within own team and cross-functional teams including marketing, product management, research and development, Customer Support, and others as necessary.
• Consistently listens to (External and internal) customers/partner’s needs and conveys knowledge of their issues and addresses questions and concerns in a timely manner.
• Technical Acumen-Assimilates and synthesizes technical information quickly from multiple sources and demonstrates ongoing curiosity about technical developments in the field. Communicates those within the organization.

Experience/Skills:

• Requires a bachelor’s degree, preferably in mechanical or electrical engineering, with 7-10 years of technical sales experience,
• Experience with global electrical manufacturing companies is required.
• Ability to analyze data and provide market-wise recommendations
• Proficiency in data analysis, MS Office, and basic SAP knowledge is essential.
• Knowledge of the market, channels, customers and product lines
• Able to handle multiple tasks efficiently and shift priorities as necessary
• High attention to detail
• Strong analytical skills
• Self-Starter
• Team Player

Littelfuse is an equal opportunity employer committed to empowering every associate to make a difference — everywhere, every day.

We offer a comprehensive benefits package, including:

• Medical, dental, and vision coverage

• 401(k) with company match and annual contribution

• Paid time off and 11 holidays

• $850 Lifestyle Spending Account

• Lean Six Sigma certification and career development opportunities

• Life, disability, and voluntary insurance options

#LI-AH

Salary Range:

The salary offered will vary depending on your location, job-related skills, knowledge, and experience.