Junior Sales Manager - Industrial

Job Description: Position focus:

The Junior Area Sales Manager will work under the guidance of the responsible Senior Manager Business Unit Industry Japan, supporting him/ her in the daily tasks as well as in the formulation of strategy.

The job incumbent is responsible for the orderly market penetration and the technical and commercial issues encountered in this context.

The target area for this position is: Industry / Japan

In this position, the employee is responsible to manage all daily business tasks with customers for all commercial and technical activities as well as the quality assurance; in detail:

The definition of quality targets
The definition of necessary trainings
The definition of corrective actions as well as preventive actions
The coordination of the product development
Selling the product and manage to optimize volume / price / condition structure with customer Be responsible for the profit at assigned accounts

1

Main Tasks

• -  Market Development
  Acquisition of new customers / expansion of the share of wallet at existing customers Distribution partner search, - management and supervision
  Estimation of the market potential and maintaining a potential list
  Acquisition of market data and monitor competitor activities
  Creation, execution and review of market concepts and market strategies according to targets set
  Summary of the customer demand for strategic planning and sales planning
  Definition and review of the targets
  Key account management in cooperation with the worldwide Stabilus sales team Recognize customer’s future needs and define/develop the right products for customer

• -  Customer Care Commercial:

  Organize frequent visits for customers
  Establishment of personal contacts to the decision makers at customer side as well as their substitutes
  Service the customer according to the requirements incl. creation of necessary documents under the supervision of the ASM (Inspection standards, quotations, standard projects)
  Creation and execution of visit reports and the connected necessary and timely activities
  Review of incoming requests, special customer demands as well as all other documents (incl. contract reviews)
  Quotation and follow up (price negotiation together with the ASM)
  Develop sales partners sales skills through organizing training sessions

• -  Technical:
  Establish and maintain relationships with the technical decision makers at the customers
  Coordination of drawings, specifications as well as requesting customer approvals Technical customer care and – consultation
  Clarification, review and selection of product types from requests or sample orders Initiate and follow up sample requests
  Support innovation initiatives
  Facilitate deviation approvals
  Conduct and coordinate technical coordination (incl. sign off) internally and/ or externally at the customer

2

Review of incoming quality complaints and return shipments in cooperation with the service engineer
Support the customer’s audit with Area Sales Manager

• -  Organization/ Process: Quotation and follow up

  Coordination of claims
  Review of all incoming documents and customer requests

• -  Key Account Management:
  Support the Area Sales Manager in the daily work with the customer
  Support the Area Sales Manager for all activities in the Stabilus-World-Key-Account Organization
  Project management
  Build relationship with Key Account, and attend regular meetings
  Creation of summary reports accurately reflecting the account situation and necessary actions

• -  Digital Business
  Analyze e-commerce business environment in Japan
  Talk to and Learn from “Best In Class” Industrial Suppliers
  Define business model for e-commerce, through identifying potential digital sales channel sales partners / distributors, stock, pricing, etc. and give proposal to Management
  Align Marketing tools with digital sales channel strategy (e.g. online configurator)
  After establishing the digital business model, manage online activity in relation to traffic acquisition, sales, campaign etc.
  Utilize digital marketing tactics such as SEO and SEM effectively
  Work with the global marketing team to improve quality and traffic acquisition
  Become the leading member for Japan in the global “Digitalization-Team of Stabilus”

Requirements

Experience required

5+ years of experience in the respective field (Industrial B2B sector preferred) Technical degree, mechanical engineering preferred
Sales experience required
2+ years of digital marketing and e-Commerce work experience would be valuable Basic SAP knowledge preferred

Microsoft office fluency Fluent English mandatory Native Japanese

Personality Traits

Team player
“Hunter” mentality – mindset to develop new business
“Challenge” mentality – mindset to try something new
“Owner” mentality – interested and motivated to tackle all related issues
Able to work with different (cultural) mentalities
Willingness to learn
Ability to listen and cooperate
Self-motivated and able to work autonomously
Readiness to support daily tasks as well as to participate in Account strategy creation