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The Xilinx ISR / Field Sales Coordinator will report to the North America ISR Manager and be responsible for the Customer and Sales administrative tasks related to the day to day sales support for local direct Customers and the applicable Customer Account Team(s) and/or the local Distributor sales team.
This individual will work in close cooperation with the applicable Customer Account Manager and/or the Regional Sales Manager (RSM); Business Development Manager, Customer Operations Account Manager, Business Operations Manager, as well as Xilinx Field Sales and FAE teams.
Education: High school level Degree; Bachelor’s degree, or equivalent in marketing, finance, electronics engineering is a plus, but not required. Minimum of 2 years closely related experience.
Experience: 2-5 years in Sales Operations, or Business Operations
Core Responsibilities of NA Channel ISR / Field Sales Coordinator:
Design Registration Management
Revenue Management and Allocation
Tier One support for Field Sales
Data administration and processing
Liaison between Business Operations and Customer Operations to coordinate pricing and distribution
Responsible for all day to day administrative activities related to the commercial support of the Customer and/or Distributor accounts.
First point of contact for Customer’s buyer and/ or Distributor sales force, while the account team will spend most of the time in the field.
As the primary point of contact, building a good relationship with local buyers and/or commodity managers as well as distributors is critical as customer support can play a role when buyer is making future business decisions.
Responsible for maintenance of all local Customer related data in COMPASS (Siebel ERP)
-COMPASS programs clean up for direct Customers; based on Account Manager feedback, make sure programs are registered for the correct design locations. Highlight any anomalies and work with the WW Sales organization to resolve
-COMPASS distribution design registration approval and maintenance; work with the distributor in order to maintain a clean and accurate design activity data
-Design Credit maintenance; facilitate and manage discussions with other Xilinx Field Sales teams to determine split % and resolve over-allocation issues.
-Maintain COMPASS data accuracy and up-to-date sites and XU data: check the new sites generated are correctly tiered and the correct Account Name is set-up and associated to appropriate XU; monitor and resolve duplicate sites
For direct customers, FSC will create COMPASS quotes in line with the price strategy for the account and in dialogue with Business Operations and the customer’s account team; also prepares subsequent formal price quote for presentation to the customer.
For distribution accounts, FSC will review/approve disti quotes in-line with Xilinx/COMPASS quoting policies.
Ensure affiliate customer orders are booked, scheduled and confirmed back to the customer or distributor sales force.
Work closely with the Customer Operations’ Account Manager to ensure appropriate and on time supply to Customer and any subcontractors, as well as manage any delivery issues or expedites that arise.
Manage all part allocations for Customer(s) in close dialogue with the customer commodity managers and different business divisions in XSJ to determine which sites will take delivery of limited available product and communicate back to planning and other Inside Sales and Account Managers globally.
Maintain and monitor Customer’s forecasts based on official customer forecast numbers, the backlog, and inputs from the Customer’s Account Manager and /or Distributor RSM. Facilitate monthly forecast calls with sales and demand planning to review/monitor realized revenue to forecast and ensure there is enough material in the pipeline to support upcoming demand.
Ensure proper and timely dissemination of PDN information to the Customer commodity manger and/ or to the distribution sales force.
Primary responsibility is for the direct customer’s local location; however, when issues or escalations come in from other geographies, the local FSC is to coordinate and facilitate communication between local Xilinx field sales team and customer commodity managers and the Xilinx/customer teams in other geographies.
ISR Role Competencies:
Strong understanding of business system and analytical reporting tool usage, understanding of use models, data structure and general business work flow
Process and analyze data in Excel using advanced features such as Vlookup, Pivot tables to build charts and summarize data for business consumption
Effectively communicate a problem statement with a proposed solution
Ability to document a sales process, end to end
Identify redundancies and process inhibitors; propose improvements to own activities
Partner with Sales to participate in the customer discovery, research process
Establish and access regular flows of information on markets, customers, or applications that relate to one's job
Ability to assemble and present a PowerPoint presentation to peers
Customer Service Skills: Inside sales reps will need to be able speak in a friendly, professional way to customers and potential customers, listening to their needs and helping communicate options for them.
Communication Skills: Speak to customers about Xilinx product's and answer any questions they might have.
Persistence: Not every customer is going to be a sale. Being able to bounce back is key.
Research, qualify and followup on new sales leads
Work with internal Xilinx field sales customers to find what they need, create solutions and ensure a smooth sales process
Maintain a database of current and potential customers and opportunities
Liase with multiple other internal departments including Business Operations, Marketing, Customer Operations, Legal, Finance
Flexibile, self-motivated, and team player are also critical components.
Able to receive little instruction on daily work; general instructions on new projects or assignments.
Apply company policies and procedures to resolve a wide range of issues in creative ways.
Microsoft Office experience required (Outlook, Powerpoint, Excel, Word)
Salesforce.com experience preferred
Siebel ERP experience preferred
Electronics manufacturing and supply chain experience preferred but not required
Must be interested in technology
Goal Oriented, Self-Motivated and Disciplined Work Ethic
Ability to Communicate Effectively (Written & Verbal) With Customers, Partners, and Internal personnel
Excellent Organizational Skills to Effectively Multi-Task / Handle the Various Tasks of the Role
High school level Degree; Bachelor’s degree, or equivalent in marketing, finance, electronics engineering is a plus, but not required. Minimum of 2 years closely related experience.