Technical Development Manager

Harwin is a successful, ambitious, and innovative company built around an excellent engineering team. Specializing in designing and automated manufacturing of PCB connectors, EMC, and hardware components for some of the world’s most challenging applications and markets, including Aviation, Medical, Space and more. Harwin’s connectors can be found in several applications from jet fighter aircraft, clinical ultrasound units to base satellite communications systems.

This position is for an experienced sales professional, who will be responsible for the overall business development in the Northeast Region, of the United States. The candidate will work with OEM accounts and distributors to increase existing component sales and strengthen customer relationships; uncover new opportunities; develop new solutions; increase profit and manage a growing pipeline of significant opportunities. The successful candidate will own short- and long-term sales plans for the region and report into the VP of Sales, Americas.

Duties and Responsibilities

Assist customers in adopting Harwin products into their designs. Drive design-in, design wins and conversion at OEM customers.

Work with distributors and manufacturers representatives to grow Harwin sales for the region to meet or exceed agreed budgets.

Be the point of contact, primary interface and coordinator for all Harwin functions with our distributors, manufacturers reps and customers.

Establish relationships and comprehensive knowledge of key customer procurement and engineering personnel, product roadmaps and decision makers.

Proactively manage our Opportunity Management system to detail accurate and up-to-date information, reflecting live opportunity assessments and up-to-date business forecast information.

Make an optimum number of face-to-face sales calls to engineering, procurement, and other related departments.

Develop key account plans for the top OEM accounts and demonstrate a detailed understanding of both the customer’s sector and business drivers/challenges.

Assist in the creation of technical marketing materials including technical papers, product training modules, product videos, product short forms, product presentations and product specifications.

Be aware of, and provide input to, the Product Development Team on market price levels, any new / observed market trends, and future product requirements.

Provide quarterly reports to the VP of Sales, Americas on sales achievement, customer project and activity status, changing market trends, other significant activities from the previous quarter and plans for the next quarter.

Attend and participate in sales meetings, training programs, exhibitions and trade shows as directed.

Always adhere to the company's Health and Safety policies and procedures and comply with legislation and data control protocols.

Always present a professional demeanor and image.

Control company expenses appropriately and submit monthly expense claims in line with company guidelines.

Act in line with, promote and carry out all responsibilities with full regard to the company’s Equality and Diversity procedures.

As necessary and in addition to the above, undertake other activities commensurate with the nature of the role.

Requirements

The ideal candidate will have experience in Key Account Management and Selling concepts based around technical engineered solutions. They will have a strong record of accomplishment against sales objectives and timescales.

This is a remote, field-based role that requires residency within Harwin’s Northeast Region; Massachusetts, New Hampshire, Connecticut, Maine, Rhode Island, Vermont, New York, New Jersey, Pennsylvania or Maryland.

5-10 years’ field based experience in an Account Management / Business Development role.

Strong commercial and technical knowledge of the electronic components industry and ability to communicate that knowledge.

Degree or equivalent experience in Electronic / Electrical or Mechanical Engineering would be preferred.

Ability to create and present technical presentations to Customers and Management.

Strong interpersonal, written and verbal communication skills, ability to interact and influence key contacts. Engaging, out-going personality.

Must speak fluent English and be able / willing to travel domestically and internationally as required.

Performance Measurements

Opportunity pipeline – value, number of projects, accuracy of data against agreed targets.

Growth of POS billings.

End customer face-to-face time.

Customer engagement.