Business Development Manager
3 weeks ago
Reporting into the Regional Sales Manager, this position is primarily responsible for new business development and managing the sales activities within assigned territories, increasing sales and implementing strategic corporate directives.
ESSENTIAL RESPONSIBILITIES
Core duties and responsibilities include the following. Other duties may be assigned.
Sales
1. Responsible for new business development in assigned geographic territory.
2. Maintain close, and on-going communications with the Regional Sales Managers.
3. Build professional network to help identify new business.
4. Meet established goals such as sales goals, customer increase, pipeline build up, customer visits within the assigned territory.
5. Increase conversion dollars surpassing year over year targets.
6. Direct selling strategy on key opportunities, including pricing, service, investment, risk, scheduling and technical promotion issues to achieve successful design wins.
7. Utilize knowledge of the market and competitors to identify and develop selling propositions and differentiators.
8. Work with global engineering and sales teams to develop proposals and present products that meet customer requirements.
9. Research and present market data to segment teams to identify new product development opportunities.
10. Collaborate and work together with Hirose's customer support roles to optimize our service to our customers (Field Application Engineer, Segment Managers, Inside Sales Managers, Customer Service Specialists, Technical Support Engineering, Quality Engineering).
11. Create and deliver customized and targeted product presentations.
12. Effectively identify and build relationships with key customer decision makers.
13. Conduct or assist with product exhibitions (technical shows) at the OEM.
14. Prepare and submit sales activity reports on a timely basis including monthly activity report, visit reports, Sales Force updates, and product forecasting.
15. Attend sales meetings upon request and present market, account, and project status updates.
16. Maintain Hirose distributor registration program and quote activities within assigned region.
17. Ensure Design Registrations are processed in a timely manner and resolve any conflicts.
18. Develop strong relationships with account managers at each distribution branches.
19. Accountable for local distribution success including growth in POS, new design registrations, existing customer penetration, and new account development.
20. Maintain high visibility at Branch locations to ensure Hirose's products are positioned as the connector of choice.
21. Conduct frequent opportunity reviews with Distributor Account Managers to drive accountability as well as to directly involve yourself into the largest revenue potential opportunities.
22. Buddy calls with channel sales teams to drive opportunities for Hirose and identify areas of focus.
23. Ensure sales opportunities are loaded and maintained SalesForce.com
Product Development
1. Identify, evaluate, and coordinate the development of potential product lines with key accounts and future customers.
2. Implement New Product Introduction (NPI's) plans agreed to with Marketing to include target account identification, promotion schedule, samples and pricing while providing direct feedback to Hirose.
3. Monitor the design process in order to meet commitment targets with customers.
4. Continually monitor trends in customer industry to anticipate needs and present Hirose as the leader in the connector industry.
5. Interface with industry groups and standards committees, as necessary.
Leadership and Teamwork
1. Continual demonstrates Hirose's philosophy of "connecting wisdom" and "always taking the lead, pursuing the cutting edge, achieving differentiation, and being the first to obtain consumer's approval".
2. Work with Accounts Receivable to ensure accounts are set-up for timely payment.
3. Build close relationships with Hirose Japan personnel; assist with periodic customer visits by Japanese engineers and other Hirose personnel.
4. Create a collaborative team environment within the HRS support groups.
Administration
1. Complete tasks per ISO9001-2008 requirements, when applicable.
2. Prepare and submit sales activity reports on a timely basis including the rolling 12-month sales forecast for domestic and international, Manager's report, Regional Program Updates (RPU's), Distributor Quarterly Business Reports (QBR's), Private Show updates and information pertaining to the development of Hirose's CRM data base.
3. Complete all required reports, presentations in a timely fashion.
Requirements
SKILLS AND QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
1. BS/A degree in Business or Technical field required.
2. Five + years sales experience.
3. Five + years sales experience in the electronic component industry required. Interconnect experience is a plus.
4. Must possess technical knowledge to be able to fully comprehend the customer's requirements and provide the appropriate HRS product solution.
5. Excellent analytical and problem- solving skills.
6. Excellent project management skills.
7. Organizational skills must be above average. Ability to manage multiple assignments while meeting deadlines and quality standards.
8. Possess excellent communication skills (oral and written) in order to work with both external and internal customers. Able to clearly and concisely communicate across different cultures.
9. Excellent presentation skills including creating PowerPoint presentations.
10. Ability to resolve issues and escalate in a timely fashion and to the customer's needs.
11. Computer literate and proficient in MS Word, Excel, PowerPoint, Outlook and Salesforce.com.
12. Self-motivated & positive attitude with great energy.
13. Must be able to travel up to 40% of time to distributor branches and the multiple customer's R&D locations.
14. Existing distributor relationships is a plus.
PHYSICAL CONDITIONS
Must be able to negotiate the territory assigned either by driving or using available transportation on an on-going basis, which may require long distance traveling.
Hirose Electric USA, Inc. may need to revise or change the essential and supplemental responsibilities of the position as the need arises. This job description does not constitute a written or implied contract of employment.
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