Business Development Manager

Who We Are:

We are Newark, an Avnet Company, part of Farnell Global, the fast and reliable distributor of products and technology for electronic and industrial system design, maintenance, and repair. From research and design through prototype to production, we are here to help you access the products and services you need 24/7. With more than 80 years of experience, 47 localized websites, and a dedicated team of over 3,500 employees, we provide every component you need to build the technology of tomorrow.

Farnell Global trades as Farnell in Europe, Newark in North America, and element14 throughout Asia Pacific. We also sell direct to consumers through a network of resellers, and our CPC business in the UK.

We have been part of the established global technology distributor, Avnet, since 2016. Today, this relationship allows us to support our customers at every stage of the product life cycle, offering a truly unique distribution model, as well as expertise in end-to-end delivery and product design.

Job Summary:

Newark is seeking a technically strong, customer-facing Business Development Manager to expand our Test & Measurement business. This role is designed for someone who can engage engineers and technical buyers with credibility, uncover test and measurement challenges, recommend relevant solutions, and work with our sales organization and supplier partners to turn those conversations into qualified pipeline and closed revenue.

Principal Responsibilities:

• Identify new customer opportunities across design, validation, troubleshooting, production test, calibration, laboratory, field-service, and automated-test environments.
• Engage engineers, technicians, lab managers, technical buyers, and other stakeholders to understand applications, measurement requirements, and business needs.
• Partner with Newark sales teams to target accounts, conduct technical discovery, support customer meetings and demonstrations, position solutions, and advance opportunities from initial need through quote and closure.
• Own disciplined follow-up of supplier, marketing, web, tradeshow, campaign, and sales-generated leads, with clear next actions and closing strategies.
• Build and actively manage a qualified opportunity pipeline based on customer need, technical fit, value, next action, probability, and expected timing.
• Work with Test & Measurement supplier partners on growth initiatives, product introductions, campaigns, training, customer events, opportunity reviews, and business reviews.
• Capture competitive intelligence, application trends, customer feedback, and portfolio gaps that can create new sales plays and displacement opportunities.
• Travel to customer sites, supplier locations, Newark sales centers, and industry events when in-person engagement will help create or close business.

Job Level Specifications:

Candidates should be able to speak credibly about electronic test and measurement applications. Experience with one or more leading manufacturers is valuable, including Keysight Technologies, NI (a division of Emerson), Tektronix, Rohde & Schwarz, Fluke, Hioki, or comparable suppliers.

• Oscilloscopes, probes, digital multimeters, waveform/function generators, and data acquisition.
• DC power supplies, electronic loads, source measure units, power analyzers, and power measurement applications.
• Spectrum/signal analyzers, RF signal generators, vector network analyzers, RF power measurement, and related RF/microwave workflows.
• Automated test and software-connected measurement environments, including modular instrumentation, DAQ, and engineering test software.
• Bench, laboratory, production, validation, troubleshooting, calibration, and field-test environments.
• Ability to interpret specifications, understand measurement requirements and tradeoffs, and translate an application need into a practical test solution. 
• Revenue and gross-profit growth in assigned Test & Measurement business.
• New qualified pipeline created and strategic accounts penetrated.
• Strong conversion of leads to opportunities, quotes, and orders.
• Opportunities advanced or closed through direct technical and commercial support.
• Effective execution of supplier growth initiatives, campaigns, new-product activity, and pipeline reviews. 
• Strong technical foundation developed through engineering, electronics, test, validation, calibration, field service, applications, technical support, or a comparable environment.
• Hands-on familiarity with electronic test equipment and the ability to learn new instruments, software, applications, and specifications quickly.
• Demonstrated desire to develop business, prospect for opportunities, follow up persistently, and help close revenue rather than operate only as a technical resource.
• Confident customer communication skills and the ability to explain technical concepts clearly to both technical and commercial audiences. 
  

Work Experience:

• Minimum experience required is typically 5+ years with bachelor's or equivalent. It's possible for a career salesperson to plateau for many years at this level.

Education and Certification(s):

• Bachelor's degree or equivalent experience from which comparable knowledge and job skills can be obtained. 

Distinguishing Characteristics:

• Experience with Keysight Technologies, NI (a division of Emerson), Tektronix, Rohde & Schwarz, Fluke, Hioki, or other electronic Test & Measurement manufacturers.
• This position is intended to be located in or near Austin, Texas, providing access to customers, supplier partners, and regional business opportunities. Travel is expected based on customer, supplier, training, event, and opportunity needs and may range from 20-40% .
• Experience supporting electronics design, aerospace and defense, manufacturing, energy, education/research, semiconductor, communications, service/repair, or other instrumentation-intensive customers.
• Technical sales, applications engineering, account development, CRM, lead management, or quote follow-up experience
• Associate degree, bachelor’s degree, technical certification, or equivalent practical experience in electrical engineering, electronics technology, engineering technology, or a related discipline. 

What We Offer:

The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills.

Avnet is an Equal Opportunity Employer committed to providing equal opportunities to all employees and applicants for employment without regard to race, color, religion, ancestry, national origin, sex (including pregnancy), age, marital status, sexual orientation, gender identity or expression, disability, veteran status, genetic information or any other characteristic protected by law. This policy of non-discrimination also applies to religious dress and grooming practices. Avnet will accommodate employee religious dress standards and grooming practices that do not result in undue hardship for the Company.  If you are interested in applying for employment with Avnet and need special assistance or an accommodation to apply for a posted position contact our Human Resources Service Center at (888) 994-7669.