The Company

TE Connectivity (TE) is a leading global provider of highly engineered connectors and sensors with sales of $16 billion to customers in more than 150 countries. We design, manufacture and market products for customers in a broad array of industries including automotive; consumer electronics; telecommunications; aerospace; defense & military; medical & healthcare; oil & gas/marine; and energy & utilities. With 80,000 associates including 8,000 engineers and worldwide manufacturing, sales and customer service capabilities, TE Connectivity’s commitment is their customers’ advantage. TE Connectivity is an independent publicly traded company whose common stock is listed on the New York Stock Exchange under the ticker symbol “TEL.” See www.te.com.

The Aerospace Defense and Marine (AD&M) business of TE Connectivity are leaders in the design, development, engineering and manufacturing of a comprehensive portfolio of connectors, fiber optics, wires, cables, antennas, circuit protectors and moldings for harsh environments. We have a global customer base and over 6000 employees in 19 sites across the world to deliver a broad range of world-class solutions for the Aerospace, Defense, Marine and Oil & Gas industry.

Our more than 50.000 customers are served by dedicated sales professionals and engineers globally. Our global network of manufacturing sites that are located in France, the UK, India, China, Mexico and the US. With current overall revenues of $1.1bn, TE AD&M has an ambitious goal to accelerate the grow towards a $1.5bn business both through organic activities driven by strong execution and through inorganic strategies.

The current challenge for the business is to continue to drive our organic and inorganic growth trajectory in adjacencies, continue to expand our content in existing and future platforms and finalize a footprint migration initiated three years ago. It will also be important to continue shaping the new culture in the business, reinforcing accountability and empowering the team to improve processes and outcomes.

The Role

The Director Global Distribution will partner with the Commercial Leader to drive the “Go-To-Market” strategy for the business and drive revenue across our business. This leader will be charged with taking products through our indirect channels, determining the best route to market.

• Deploy Channel optimization strategy to support the End-to-End Mix build model to better support channel lead products, annual buys, improve plant loads, and remove underperforming partners.
• Drive Application Focus Group (AFG) Pipeline creation by aligning partner value propositions, customer base with branch access, and the proper go to market capabilities.
• Maintain market and competitive analytics for the End-to-End Make to Stock & Make to Order build model.
• Deploy Channel Marketing campaign(s) in partnership with Channel BU and strategic Distributors.
• Partner with the sales team to meet or exceed commitments (revenue growth, customer growth, market share growth, account profitability, and customer experience). Ensure sales coverage is established to execute on the Channel sales strategy, and effectively manage resource utilization to maximize revenue.
• Build strategic, executive level customer relationships, demonstrate TE capabilities and technologies to the customer base, capture customer insights and translate that information into account and regional strategies to grow TE market share and reduce days on hand inventory.
• Support Business Development Efforts, Account Plans and Sales Strategies for Select Customers and our Channel partners.
• Clear alignment and communication with key internal stakeholders (BU leadership, product management, pricing, operations, customer journey management).
• Establish and drive strong sales processes and discipline (e.g. monthly business reviews, SFDC pipeline development and conversion).
• Clear understanding of PAM, SAM, TAM and how to leverage regional sales teams most effectively to capture opportunities.
• Drive customer satisfaction through the delivery of extraordinary customer experience
  

The Profile

• 10+ years Sales Management experience in a B2B environment preferably in the connectivity industry.
• Bachelor’s Degree in Business Administration, MBA strongly preferred.
• Familiarity working in a Global business model and culture.
• Strong Business, commercial, and technical acumen.
• Ability to develop, articulate, and implement sales strategy to grow revenue and market share.
• Proven experience in developing effective regional and account strategies.
• Capability in demand planning and sales operations.
• Able to deal with ambiguity while still managing vision and purpose.
• Demonstrated past ability to not only meet or exceed sales goals but outpace market growth.
• Visionary thought leader and strategic thinker.
• Collaborative, ability to build strong relationships with cross-functional partners within a global and diverse organization.
• Analytical and strong problem-solving skills.
• Strong sense of urgency and bias for action.
• Knowledge of systems (Salesforce.com, MS Office, SAP, etc.).
  

TE Leadership Expectations

• Unleash & develop talent: Develops self and others
• Move at customer’s pace: Provide extraordinary customer experiences
• Win in your markets: Use market intelligence to drive growth
• Mind what matters: Eliminate inefficiencies through TE Operating Advantage (TEOA)
• Think big, move fast: Properly balancing and combining scale and speed along with innovation is our competitive advantage and will allow to win in all of our markets.
  

Competencies