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Company: Hirose Electric USA

Reports to the Manager of Automotive

This position is primarily responsible for managing the sales activities within the specified business segment to increase and implement strategic corporate directives. This position is also responsible for identifying and developing new customers within targeted market segments.

This position is also to serve technical support and product presentations between Hirose Japan, US Auto Sales, and customers. This role reports to the Manager of the Automotive Segment.

ESSENTIAL RESPONSIBILITIES

Core duties and responsibilities include the following. Other duties may be assigned.

1. Exceed yearly sales goals within the assigned territory.

2. Grow both the sales pipeline and increase conversion dollars year over year exceeding the yearly sales goals.

3. Responsible for new business development in the targeted market segments.

4. Build professional network to help identify new business.

5. Follow the direction/order/instruction from the segment manager on where to target (market/customer/application/product).

6. Serve as the primary advanced technical resource to Sales team and Hirose customers

7. Communicate directly with customers for all application support questions, performance spec and data inquiries, and new product development requests

8. Prospect for the target accounts that have potential for strong sales growth within the segment.

9. Works with complex or high-profile products/services, sales or account management process; and can serve as team lead.

10. Has a deep understanding of business, financials, products/services, the market or the needs/challenges of accounts.

11. Utilize knowledge of the market and competitors to identify and develop selling propositions and differentiators.

12. Work with global engineering and sales teams to develop proposals and present products that meet customer requirements.

13. Research and present market data to segment team to identify needs of new products through activities.

14. Effectively identify and build relationships with key customer decision makers

15. Obtain customer meetings to build a funnel of opportunities, track them in Sales Force

16. Obtain customer’s business information, such as, business size, who is their competitors, # of engineers, future business plan, etc. and report immediately to segment director.

17. Prepare and submit sales activity reports on a timely basis including the rolling 12-month sales forecast for domestic and international, visit reports, Sales Force updates, and product forecasting as necessary

18. Help expand Sales team’s technical presence within key customer accounts

19. Understand customer technology direction information and summarize and share those trends

20. Understand customer applications and competitor’s products by teardown analysis and by measurement and create the report

21. Support Technology and Product demonstrations as requested by Sales

22. Understand how to use and maintaining electrical equipment

23. Build up relationships with cable and harness manufacturers.

24. Help sales and marketing promotion activities (e.g. Exhibition participation, Sales package creation)

25. Attend sales meetings upon request and present market, account, and project status updates

26. Utilize distribution and manufacturing’s representative network to expand presence of Hirose into new accounts

27. Manage pricing and contract administration to maintain established profit margins

28. Employee must complete their tasks per ISO9001-2008 requirements, when applicable

29. Comply with established Hirose sales policies, pricing guidelines and best practices.

COMMUNICATION AND INTERFACE
• Excellent written, oral and presentation skills to communicate and interface with all levels of customers and within Hirose globally.
• 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.
• Proactive, creative and a sense of urgency in response to customer requests

SUPERVISION
• None

Requirements

REQUIREMENTS
• BSEE BSME Engineering degree is required or equivalent from an accredited college or university
• 5+ years of sales experience within the Automotive electrical component industry
• Experience with business or product development of $1M+/yr. projects
• Must be able to handle a variety of business situations including customer inquiries, strategic

pricing, delivery and quality issues.
• Eager to learn new technical topics and share the knowledge within the sales team
• Must possess the technical knowledge to be able to fully comprehend the customer’s requirements and provide the appropriate Hirose product solution.

  • Cross-cultural work experience is a plus, preferably with Japanese companies.
  • Must be able to work with Hirose Japan Sales and Engineering team overtime as needed
  • A strong level of engineering aptitude with ability to communicate technical solutions, along with a full understanding of all Hirose product lines is required to help address and solve customer related problems. The person may be required to learn SI knowledge in line with the task assigned.

• Computer literate and proficient in MS Word, Excel, PowerPoint and Outlook, along with web-conference systems.
• Familiarity with Salesforce.com or another CRM package a plus, but not required
• Self-motivated & positive attitude with great energy.
• Must be able to travel up to 20% of time to the multiple customer’s R&D locations, and may include international travel.

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 travelling.

WORK ENVIRONMENT
• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• When not conducting business outside the office, the employee is expected to adhere to normal business hours at report of duty at the Hirose USA assigned office in Livonia, Michigan.

Hirose Electric America 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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