Regional Distribution Manager
POSITION SUMMARY
Reports to the Regional Sales Manager (RSM) interim reporting to Sr. Director of Sales -East Region. This individual will be the primary interface for Distribution Management team, Product Managers and sales personnel for Hirose’s key distributors along with Hirose Account Managers and unassigned customers. The RDM (Regional Distribution Manager) will be responsible for the support and growth of the Hirose distribution sales channel (POS) within their assigned region. This would include quotation support, product training, inventory requirements, promotions, management of distribution demand creation activities and coordination of quarterly business reviews. On average, this position will be responsible for 18 branches of distributors.
MEASUREMENT
| 1. | Performance to distributor revenue budgets which are established annually. |
| 2. | Attainment to number of approved design registration to budget at both a regional level and distributor branch level. |
| 3. | Attainment to number of design wins to budget at both a regional level and branch level. |
| 4. | Others to be assigned by RSM; including but not limited to Quarterly Business Reviews, training sessions, account buddy calls, pipeline generation, etc. |
ESSENTIAL RESPONSIBILITIES
Core duties and responsibilities include the following. Other duties may be assigned
| ・ | Understand Hirose sales processes and technical solutions. |
| ・ | Consolidate and provide sensitive business information to the RSM and Hirose Account Managers via internal reporting tools as requested. |
| ・ | Quote activity and follow up both with direct involvement or indirect involvement. |
| ・ | Plan and conduct regular distributor product trainings. |
| ・ | Create, track and follow up with Hirose and distributor sales teams on demand creation for focused accounts. |
| ・ | Create track and follow up with distributor sales teams on demand creation for non-focused accounts to increase customer penetration of Hirose products. |
| ・ | Maintain Hirose distributor registration program within assigned region. |
| ・ | Maintain a regular call frequency at all demand creation distributors within assigned region. |
| ・ | Accountable for their region’s distribution success including POS growth to budget, Number of approved Design Registrations to budget, number of Design Wins to budget. |
| ・ | Manage and Drive Branch Engagement with Distributor Management teams, inside sales, customer service and sales teams. |
| ・ | Maintain high visibility at Branch locations to ensure Hirose’s products are positioned as the connector of choice. |
| ・ | Buddy calls with channel sales teams to drive opportunities for Hirose and identify areas of focus. |
| ・ | Responsible for driving accountability and performance at the branch level. |
| ・ | Hold opportunity reviews with branch sales teams to ensure top opportunities are positioned to win and remove roadblocks if they exist. |
| ・ | Coordinate with internal teams (Segment, Sales, Technical Support, etc.) to focus on must win opportunities. |
| ・ | Track performance by branch, by distributor and top accounts |
| ・ | Establish communication and coordination between Hirose Sales members and appropriate distributor salesperson for engagement. |
| ・ | Shared responsibility with the RSMs to identify target accounts by branch and target account engagement execution by sales members. |
| ・ | Establish other activity such as monthly opportunity calls with distributors. |
| ・ | Utilize internal tools to identify lost and declining business and create action plans to recover. |
| ・ | Establish corrective action plan for distributors with poor performance and escalate to RSM. |
| ・ | Ensure Hirose Account Managers and REPs are trained on Design Registration Process, including, integrity of approvals. |
| ・ | Ensure Design Registrations are processed in a timely manner. |
| ・ | Resolve local Design Registration conflicts. |
| ・ | Establish an effective communication process with each Distributor’s branch management, their sales force, and the Hirose sales team. (and REPs in Hybrid org.) |
| ・ | Ensure Hirose Marketing collateral is distributed and available to distribution team. |
| ・ | Make joint customer visits with distribution sales individuals at top opportunities in unassigned accounts. |
| ・ | Manage and approve special price requests involving Design Registrations, high volume opportunities, competitive requests, target NPIs and target accounts. |
| ・ | Manage Pricing conflicts. |
| ・ | Take ownership of program issues to remove internal obstacles to sales success by communication and follow up with HRUSA and Hirose Japan, enlisting the Regional Sales Manager and Senior Director of Sales as needed. |
| ・ | Develop a yearly POS Budget plan and Initiate actions to meet targets. |
| ・ | Ensure sales opportunities of $25K are loaded in SalesForce.com. |
| ・ | Comply with established Hirose sales policies, pricing guidelines and best practices. |
| ・ | Conduct product exhibitions (Technical Shows) at Distribution and at customer locations. |
| ・ | Support Hirose Segment Strategies. |
Leadership and Teamwork
| 1. | Continually demonstrates Hirose’s philosophy of “connecting wisdom” and “always taking the lead, pursuing the cutting edge, achieving differentiation, and being the first to obtain customer’s approval”. |
| 2. | Motivate distributors to embrace the HRSUSA brand. |
| 3. | Cultivate and maintain rep and distributor relationships throughout the year – set strategic goals and monitor for results. |
| 4. | Build close relationships with Hirose Japan personnel. |
| 5. | Help coordinate travel arrangements and customer sales calls for Hirose Japan representatives as needed. |
| 6. | 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, Manager’s report, Distributor Business Reports (DBR’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. |
SUPERVISION
None
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. | Two+ years’ sales experience in the electronic component industry strongly preferred. |
| 4. | Three + years’ experience managing representatives and distributor relationships. |
| 5. | Strong first-hand knowledge of the Distribution and Rep functions. |
| 6. | Organizational, analytical and problem-solving skills must be above average. Ability to manage multiple assignments while meeting deadlines and quality standards. |
| 7. | 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. |
| 8. | Excellent presentation skills including creating PowerPoint presentations. |
| 9. | Ability to resolve issues and escalate in a timely fashion and to the customer’s needs. |
| 10. | Computer literate and proficient in MS Word, Excel, PowerPoint and Outlook. |
| 11. | Self-motivated & positive attitude with great energy. |
| 12. | Must be able to travel up to 50%+ of time to distributor locations and customers. |
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.
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.
When not conducting business outside the office, the employee is expected to adhere to normal business hours at report of duty at the HRSUSA assigned office.
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.
Resumes received will be reviewed and qualified applicants will be contacted to arrange for an interview.