Focused Account Manager

Description:

POSITION SUMMARY

Reporting into the Sr. Regional Sales Manager, this position is responsible for managing the sales activities at some of the most high-profile Hirose accounts within Illinois and Wisconsin to drive pipeline, increase sales, implement strategic corporate directives, and develop a junior account manager. This position has the flexibility to be based out of our Americas’ Headquarters in Downers Grove, Illinois or within the metropolitan Milwaukee area at a home office.

ESSENTIAL RESPONSIBILITIES

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

Sales

• Exceed yearly sales goals with high visibility Hirose accounts.

2. Grow the sales pipeline and increase conversion dollars surpassing year over year targets.

3. Identify, build, and expand relationships within a targeted list of accounts.

• Develop strategies, implement meeting plans, and focus sales activities at these accounts.
• Utilize selling strategies based upon key value-add categories such as technology, risk, service, investment, timing, and pricing to achieve successful design wins.

6. Collaborate and work together with Hirose’s customer support roles to optimize our service to our customers (Regional Sales Engineer/FAE, Regional Distribution Manager, Segment Managers, Customer Service Specialists, Technical Support Engineering, Quality Engineering).

7. Create and deliver customized and targeted product presentations.

• Provide support to customers throughout development and production, keeping both our customers and the organization informed of progress.
• Actively manage and prioritize opportunities at all targeted accounts.

10. Become the foremost Hirose expert on your customers and their industries guiding Engineering, Product Management, and Marketing to meet customer and industry needs for the future.

11. Develop and implement strategic account plans to maximize Hirose revenue and profitability, account penetration, and customer satisfaction.

12. Position Hirose as a key supplier for current and future business opportunities.

13. Establish executive relationships for the given focus accounts.

14. Act as the customer interface for two-way communication between Hirose and our customers.

15. Create, coordinate, and execute a global strategy for international accounts.

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

Leadership, Teamwork, and Management

• Manage, educate, and develop a junior level Account Manager within the region.
• Jointly set goals and expectations, metric, evaluate, provide feedback and open dialogue to the employee regularly throughout the year and in semi-yearly and yearly reviews.
• Instill best sales strategy and professional practices ensuring that the employee meets sales and organization deliverables and responsibilities.
• Demonstrate Hirose’s philosophy of “connecting wisdom;” take the lead, pursue the cutting edge, achieve differentiation, and be the first to obtain consumer approval.
• Build close relationships with Hirose Japan personnel; assist with periodic customer visits by Japanese engineers and other Hirose personnel.
• Create, encourage, and contribute to a collaborative team environment.
• Work closely and regularly with the Segment Teams and Product Management to knowledge-share, determining product fits and opportunity targets.

8. Continually strive for and have conversations with management and team members on self-improvement and professional development.

Product Development

• Identify, evaluate, and coordinate the development of potential product lines with key accounts and (potential) customers.
• Provide direction and closed loop feedback to implement New Product Introduction (NPIs) plans with Marketing, including target account identification, promotion schedule, samples and pricing.
• Monitor the product development process driving the Hirose team to meet customer commitments and milestones.
• Maintain awareness and develop a point of view on industry trends to anticipate customer needs.
• Interface with industry groups and standards committees, as necessary.

Administration

1. Responsible for recording and maintaining current and accurate data for customer meetings, projects, and opportunities within Salesforce.

2. Complete all required report outs (ex. monthly forecasting), reports, and presentations within their respective deadlines.

3. Interact with and support Hirose management for a multitude of organizational initiatives and deliverables.

4. Provide input and participate in discussions to establish yearly sales goals

5. When applicable complete tasks per ISO9001-2008 requirements.

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.

• BS/A degree in Business or Technical field required.
• 7+ years sales experience.
• 7+ years sales experience in the electronic component industry required.
• Must possess the technical knowledge to be able to fully comprehend the customer’s requirements and provide the appropriate Hirose product solution.
• Excellent analytical and problem-solving skills.
• Excellent project management skills.
• Strong organizational skills. Ability to manage multiple assignments while meeting deadlines and quality standards.
• Possess excellent communication skills (oral and written) to work with both external and internal customers. Able to clearly and concisely communicate across different cultures.
• Excellent presentation skills including creating PowerPoint presentations.
• Ability to resolve issues and escalate in a timely fashion and to the customer’s needs.
• Computer literate and proficient in MS Word, Excel, PowerPoint and Outlook.
• Self-motivated & positive attitude with great energy.
• Must be able to travel up to 30% of time

PHYSICAL CONDITIONS
Must be able to navigate the assigned territory for in person meetings either by driving or using available transportation on an on-going basis, which may require long distance traveling.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to talk or hear. The employee is frequently required to sit, stand, walk, use hands to finger, handle or feel, reach with hands and arms, climb or balance and stoop, kneel, crouch or crawl. The employee will also need to travel to customer sites, tradeshows, and company events. The employee must occasionally lift and/or move up to 40 pounds.

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.

The employee is expected to adhere to normal business hours. While performing the duties of this job, the employee is occasionally exposed to outside weather conditions. The noise level in the work environment is usually moderate.

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.