Business Development Manager

Hirose Electric Americas; Livonia (MI); Hybrid; USD 90,000 - 120,000; Full time

Job summary

Hirose Electric Americas in Livonia, MI is seeking a results-driven Regional Sales professional to drive new business and manage sales activities across Ohio, Western Pennsylvania, Michigan, Indiana and Kentucky. This hybrid role combines field engagement with inside support to maximize revenue and design wins.

You will build distributor networks, develop strategic plans, and collaborate with Product Management and Marketing to align solutions with customer needs, while maintaining accurate

Qualifications

• BS/BA in Business or a technical field required.
• 3+ years outside sales experience in electronics components preferred.
• Ability to understand customer requirements and provide product solutions.
• Strong analytical, presentation and communication skills.
• Willingness to travel up to 50%.

Responsibilities

• Exceed yearly territory sales goals.
• Grow Hirose customers, sales pipeline, and design wins.
• Manage local distribution, POS revenue, and new accounts.
• Develop meeting plans to exceed metrics and maximize revenue.
• Collaborate with distributors and management to drive opportunities.
• Build relationships with distributors and key decision makers.
• Position Hirose as a key supplier with top accounts.
• Complete quotes end-to-end and provide progress updates.

Skills

Territory sales

Account management

Negotiation

Communication

Project management

Travel up to 50%

Technical product knowledge

Education

Bachelor's degree in Business or Technical field

Tools

MS Word

Excel

PowerPoint

Outlook

Job description

This is an exciting opportunity to join Hirose, an organization that for almost a hundred years has been pioneering thousands of new connectors and defining industry standards in consumer electronics, industrial automation, high speed backbone computer infrastructure, automotive, and medical applications. A compact company of smart people, Hirose uses the talents of every employee to bring innovation to put big technology in small packages.

Position Summary

Reporting into the Sr. Regional Sales Manager, this position is responsible for new business development and managing the sales activities within Ohio, Western Pennsylvania, Michigan, Indiana, and Kentucky to drive pipeline, increase sales and implement strategic corporate directives. This is a hybrid position to our Livonia, Mi office.

POSITION RESPONSIBILITIES

Essential responsibilities include but are not limited to

• 1. Exceed yearly territory sales goals.
• 2. Grow the number of Hirose customers, the sales pipeline, and increase conversion dollars surpassing year-over-year targets.
• 3. Accountable for local distribution success; growth in Point-of-Sale revenue (POS), new design registrations, design wins, existing customer penetration, and new account development.
• 4. Develop strategies and implement meeting plans to exceed quarterly meetings metrics, optimize customer satisfaction, and maximize Hirose revenue and profitability.
• 5. Actively engage with distribution sales and management to position Hirose, review and drive metrics, develop partnerships, uncover opportunities, win opportunities, and make joint sales calls.
• 6. Identify, build, and expand relationships with distributors, manufacturer representatives, and most importantly key decision makers and influencers within the customer base.
• 7. Utilize selling strategies based upon key value-add categories such as technology, risk, service, investment, timing, and pricing to achieve successful design wins.
• 8. Collaborate and work together with Hirose’s customer support roles to optimize our service to our customers (Field Application Engineer, Segment Managers, Inside Sales Reps, Customer Service Specialists, Technical Support Engineering, Quality Engineering).
• 9. Create and deliver customized and targeted product presentations.
• 10. Conduct frequent opportunity reviews with Distributor Account Managers to drive accountability, insertion, and involvement with the largest revenue potential opportunities and customers.
• 11. Maintain Hirose’s distributor registration program, resolving conflicts, and processing expeditiously.
• 12. Complete quote activities from beginning to end in a timely manner.
• 13. Provide support to customers throughout development and production, keeping both our customers and the organization informed of progress.
• 14. Manage and prioritize opportunities at all active and targeted accounts.
• 15. 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.
• 16. Position Hirose as a key supplier for current and future business opportunities at top customers.
• 17. Establish executive relationships for top-tier accounts.
• 18. Act as the customer interface for two-way communication between Hirose and our customers.
• 19. Create, coordinate, and execute a global strategy for international accounts.
• 20. Comply with Hirose sales policies, pricing guidelines, and best practices.

Leadership, Teamwork, and Management

• 1. Demonstrate Hirose’s philosophy of “connecting wisdom;” take the lead, pursue the cutting edge, achieve differentiation, and be the first to obtain consumer approval.
• 2. Build close relationships with Hirose Japan personnel; assist with periodic customer visits by Japanese engineers and other Hirose personnel.
• 3. Create, encourage, and contribute to a collaborative team environment.
• 4. Work closely and regularly with the Segment Teams and Product Management to knowledge-share, determining product fits and opportunity targets.
• 5. Continually strive for and have conversations with management and team members on self-improvement and professional development.

Product Development

• 1. Identify, evaluate, and coordinate the development of potential product lines with top accounts and potential customers.
• 2. Provide direction and closed loop feedback to implement New Product Introduction (NPIs) plans with Marketing, including target account identification, promotion schedule, samples and pricing.
• 3. Monitor the product development process driving the Hirose team to meet customer commitments and milestones.
• 4. Maintain awareness and develop a point of view on industry trends to anticipate customer needs.
• 5. 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.

When applicable complete tasks per ISO9001-2008 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.
• 3+ years outside 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 elevate 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 50% of the time.

SUPERVISION

None

PHYSICAL CONDITIONS

Normal office environment.

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 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 noise level in the work environment is usually moderate.

Hirose Electric Americas, 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.