Strategic Account Manager

Hirose Electric Americas; Andover (MA); Hybrid; USD 90,000 - 150,000; Full time

Job summary

Hirose Electric Americas is seeking a results-driven Regional Sales Manager in the Andover area to lead sales activities with top accounts and drive pipeline growth.

You will develop strategies, manage relationships, and coordinate with regional teams to meet sales goals while delivering design wins across consumer, industrial, and automotive sectors.

Qualifications

• BS/BA in Business or Technical field is required.
• 7+ years sales experience in the electronic component industry required.
• Must possess the technical knowledge to understand customer requirements and provide Hirose product solutions.
• Excellent analytical and problem-solving skills.
• Excellent project management skills.
• Strong organizational skills with ability to handle multiple deadlines.
• Excellent communication skills (oral and written) across cultures.
• Excellent PowerPoint presentation skills.
• Proficiency with MS Word, Excel, PowerPoint and Outlook.
• Willingness to travel up to 50%.

Responsibilities

• Exceed yearly sales goals with high visibility Hirose accounts.
• Grow the sales pipeline and increase conversion dollars surpassing year-over-year targets.
• 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 technology, risk, service, investment, timing, and pricing to win designs.
• Collaborate with customer support roles to optimize service.
• Create and deliver customized product presentations.
• Support customers during development and production; keep all parties informed.
• Manage opportunities at targeted accounts and perform strategic account planning.
• Establish executive relationships for focus accounts and act as the customer interface.
• Coordinate a global strategy for international accounts and ensure policy compliance.

Skills

Sales experience

Technical knowledge

Analytical skills

Project management

Organizational skills

Communication skills

Presentation skills

Problem solving

MS Office

Travel willingness

Education

BS/BA in Business or Technical field

Tools

Salesforce

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 Regional Sales Manager, this position is responsible for managing the sales activities at some of the most high-profile Hirose accounts to drive pipeline, increase sales, and implement strategic corporate directives. This is a hybrid position reporting into the office (3)

POSITION RESPONSIBILITIES

Essential responsibilities include but are not limited to

• Exceed yearly sales goals with high visibility Hirose accounts.
• Grow the sales pipeline and increase conversion dollars surpassing year-over-year targets.
• 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.
• 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).
• 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.
• 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.
• Develop and implement strategic account plans to maximize Hirose revenue and profitability, account penetration, and customer satisfaction.
• Position Hirose as a key supplier for current and future business opportunities.
• Establish executive relationships for the given focus accounts.
• Act as the customer interface for two-way communication between Hirose and our customers.
• Create, coordinate, and execute a global strategy for international accounts.
• Comply with Hirose sales policies, pricing guidelines, and best practices.

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

• Responsible for recording and maintaining current and accurate data for customer meetings, projects, and opportunities within Salesforce.
• Complete all required report outs (ex. monthly forecasting), reports, and presentations within their respective deadlines.
• Interact with and support Hirose management for a multitude of organizational initiatives and deliverables.
• 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.
• 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 escape 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 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 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.