Solutions Specialist New Business Development

As the Business Development Specialist, we'll arm you with the backend support you'll need to succeed at Summit. In this role you'll focus on new account development, identifying new strategic accounts, following up with and further developing current customer relationships, and local marketing efforts (local trade affiliations, smaller counter days, etc.).  You'll also focus on solution selling by utilizing your understanding of Summit’s competitive advantages along with exceptional analytical skills. The emphasis will be on promoting differentiated service offerings that enhance Summit’s relationships with customers and improve market competitiveness. Summit offers commission plans and benefits packages as well as ongoing training and development.

Role Summary

• Thoroughly understand Summit services that can be offered to customers.
• Call on customer accounts to sell Summit products and services.
• Regularly travel to customer sites and other locations.
• Provide timely and accurate quote information and respond to customer requirements, issues and information requests.
• Work cooperatively with customer service representatives to proactively follow up on customers’ orders, challenges, and needs.
• Resolve customer concerns and encourage customer loyalty to Summit as efficiently and effectively as possible.
• Collaborate with various departments regarding marketing, advertising, customer presentations, sales, promotions, and market/customer analysis.
• Assess the evolving needs of Summit’s customers and adapt sales strategies to stay ahead of the changing competitive landscape.
• Seek out and evaluate opportunities to promote Summit’s solutions portfolio and maximize revenue.
• Leverage Summit’s existing portfolio of solutions to deepen business relationships with existing customers, expand market share and penetrate new vertical segments. 
• Evaluate opportunities to deploy new service offerings and sales tools.
• Develop and coordinate customer events and facility tours that expose potential and existing customers to Summit’s capabilities, expertise, solutions, associates, and values.
• Foster and manage relationships with internal/external customers, external company counterparts in adjacent industries, and industry and trade associations to garner best practices that continually enhance Summit’s solution offerings.
• Negotiate profitable pricing with customers and suppliers.
• Exercise discretionary authority to determine and provide specific customer pricing, purchase materials specific to customer orders and maintain service standards.
• Assist in collecting funds from accounts payable when necessary.
• Collaborate with various departments to implement strategies aimed at empowering Summit’s sales force to effectively communicate the value of Summit’s portfolio or customer solutions. 
• Responsible for the successful deployment measured in positive ROI of existing sales solutions including AMPS, Snapstock, SOS, Clearspyder, Wire and Cable Management, the AMPS customer portal, and C4C configuration and training.

Essential Skills and Requirements

• 5+ years sales and negotiating experience with an electrical supply distributor, manufacturer, or rep agency.
• 5+ years’ experience in the commercial or industrial business-to-business market with significant exposure to Summit’s customers, suppliers, and markets.
• Highly effective user of ERP systems (preferably SAP), and BI tools.
• Strong business acumen with the ability to effectively operate across diverse audiences and resolve complex business issues.
• Knowledge of standard and industry-leading customer and supplier service offerings, pricing, rebate and incentive programs, and terms and conditions.
• Ability to build and maintain a strong personal network of respected leaders throughout the industry and across Summit.  Ability to leverage these relationships to drive business results.
• Ability to travel approximately 50% of the time to field locations, industry events, along with vendor and customer offices.
• Excellent knowledge of the local market and business opportunities.
• Strong experience in analysis and strategic planning.
• Strong customer service orientation.
• Time management – ability to organize and manage multiple priorities.
• Ability to resolve complex business issues; ability to be forceful, but diplomatic and bring about win-win outcome.
• Flexibility – ability to effectively adapt to change.
• Clean driving record and current insurance.
• Minimum education: high school diploma or equivalent.

Beneficial Skills

• Quantifiable success in formulating sales strategies and driving sales performance.
• Familiarity and a solid reputation for integrity and results with Summit’s customers, competitors, and suppliers.
• Successful experience with ERP systems (preferably SAP), and BI tools.
• Ability to perform duties with minimal supervision.
• Completion of EPEC Silver and/or Gold.
• Bachelor’s degree in Business, Marketing, or related field.  MBA preferred but not required.
• Current relationships with Summit’s sales leadership and customers.  Familiarity and a solid reputation for integrity and results within the industry.
• Knowledge of electrical products.

Physical Challenges

• Ability to travel to customer sites and other locations.
• Ability to perform same physical tasks as that of customer service representatives and counter sales associates.
• Consistent use of keyboard and mouse. 

FLSA Status

Exempt