Field Sales Representative (Atlanta - Southeast Region)


DENSO is one of the largest global automotive suppliers of advanced technology, systems and components in the areas of thermal, powertrain control, electronics and information and safety. From automated driving to hybrid and electric vehicle components, we’re crafting the core technologies of modern mobility. We draw on the strengths of individual inventors who are joining together to become an unstoppable force for global good. With our North American headquarters located in Michigan, DENSO employs more than 24,000 people at 28 consolidated subsidiaries and 4 affiliates across the North American region. Worldwide, the company has more than 200 subsidiaries and affiliates in 38 countries and regions and employs more than 170,000 people. Consolidated global sales for the fiscal year ending March 31, 2018, totaled US$48.1 billion.

Job Summary

Exciting, challenging, and rewarding opportunity promoting and selling DENSO ADC products and services to OEM, distributor, & reseller networks within a specified geographical region or to targeted accounts. Fully competent professional able to carry out a full range of professional duties. Responsible for achieving work results that have impact on both short- and long-term business results. Works independently with a minimal amount of direction. Qualified candidates must possess either a Bachelor's Degree in business, marketing or related field plus 5-8 years of relevant experience, or an equivalent combination of education and experience. In-depth knowledge & experience in OE and POS is preferred. Will be Investigating and penetrating new markets and industries for DENSO AIDC products. Build and maintain effective long-term relationships, especially high value customers, to ensure a high level of satisfaction and increase revenues. Perform sales planning, forecasting, and administrative activity with emphasis on lead follow-up, opportunity development and sales acquisition. Prepares price quotations, communicates or negotiates terms and conditions of sales. Realize and manage customers' potential by developing and managing the channel/distributor, system integrator network. Receive and provide DENSO product information updates, product application data, new product seminars, etc. May travel up to 50% of the time to prospect and close new sales opportunities. Represents the company and its data capture offering at various marketing venues (i.e. trade shows, customer open houses, training sessions, etc.). Develop & implement marketing/sales plans; report on territory activity. Prepares KPI Reports, including maintaining Salesforce CRM database. Requires Excellent written and verbal communication, customer service, analytical, organizational, and Microsoft Office skills. CRM experience and Japanese speaking is a plus. Note: Oracle ERP and Sharepoint systems being newly implemented.

Essential Duties and Responsibilities

1. Develops, modifies and implements yearly marketing and sales plans for assigned accounts. Provides a yearly forecast for each account and provides to department and product management.
2. Completes all assigned projects in a timely manner and within the assigned budget.
3. Organizes and monitors the activities of existing customers in order to achieve sales goals. Maintains frequent communication with customers regarding account status, any order or delivery issues, and providing information on new or redesigned products.
4. Reviews daily/monthly reports to watch for any downward trends and addresses as needed. Reports out to management on territory activity; including, but not limited to, sales forecasts, sales calls made on existing and potential customers, and future planned activity. Also monitors and reports on competitor activities and overall market conditions.
5. Monitors and follows up with management on any customer payment issues and ensures that payments are received according to payment terms.
6. Assists customers with the processing of any warranty claims.
7. Attends regional trade shows to support customer and product line growth activities. Facilitates customer training sessions as needed.
8. Travels to DPAM headquarters and branches for scheduled meetings and training sessions.
9. Performs other duties as assigned.

Minimum Level of Education and Training Required

Requires a Bachelor's degree in business, marketing or related field and 5-8 years of relevant experience, or equivalent combination of education and experience. Previous OE/ADC experience is preferred.

Preferred Qualifications

Minimum Level of Knowledge and Skills Required

• Excellent project management skills including the ability to define program, project or process objectives, identify customers/stakeholders and their interests, plan steps, and to coordinate resources to accomplish goals and objectives in an effective and timely manner
• Excellent written and verbal communication skills. Must be a skillful presenter that can interpret information based on a general knowledge of the organization, its products and procedures, and provide an independent explanation and discussion based on the technical or complex nature of the materials being discussed
• Excellent customer service skills with an ability to approach every business relationship partnership
• Excellent analytical skills with an ability to independently evaluate and develop innovative solutions to complex situations, applying knowledge of specialty area and use of sound judgement
• Excellent negotiation skills. Ability to resolve difficult or complicated situations that are often sensitive in nature. Recognizes and applies subtle cues in anticipating customers' needs and potential next steps. Takes strong stand without indicating disrespect and seeks positive outcomes
• Demonstrated competency in working with computer software and mainframe applications to manipulate, analyze and reconcile data: Working knowledge in MS Office Programs - MS Word, MS Excel (intermediate level), and MS PowerPoint.
• Kaizen mindset
• Ability to effectively apply the PDCA process