Key Account Manager I

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Key Account Manager – Engine Products (Japan)

The Sales Engineer – Engine Products is a critical role responsible for driving sales growth, customer engagement, and market penetration for Donaldson's engine products and technologies in Japan. This role promotes and initiates Donaldson's products and technologies, provides commercial support to Japanese OEM customers, and supports JOE (Japan Original Equipment) programs outside of Japan. The ideal candidate must be hands-on and proactive, with the ability to lead and manage customers and communicate smoothly with both internal and external stakeholders.

Reporting to the Sales Manager, this role is accountable for acquiring new business and maintaining existing business to expand company sales and profits in the Japanese market.

Top 5 Criteria:

·         Ownership and responsibilities

·         Strong experience and hands-on capability

·         Communication skills (both English and Japanese)

·         Team worker

·         Logical and strategic thinking

Role Responsibilities:

·         Build and execute sales plans for assigned accounts, including strategies and operating expense plans, and report frequently (monthly, quarterly, annually, and as required). Prepare and submit required reports and documents to management.

·         Prepare quotations per customer requests and manage programs under APD and CRM systems. Lead the application engineering team and operations team to ensure smooth program development and launch.

·         Conduct market analysis and competitor analysis; perceive and analyze market and competitor situations in a timely manner and reflect findings in strategy and tactics.

·         Drive sales promotion activities for assigned accounts, including introducing and promoting new products, proposing technical improvement solutions, and conducting sales promotion activities using catalogs, technical presentation documents, and samples.

·         Identify and understand customer demand through frequent customer visits; discuss necessary topics with customers and report to managers and other relevant internal parties. Collect information on customers' purchasing plans, purchasing trends, technical trends, and organizational changes.

·         Maintain smooth communication and information sharing with other Donaldson entities (Americas, Europe, and APAC) through emails, phone calls, reports, and/or conference calls.

·         Execute other tasks and related duties assigned by the manager based on business needs.

Minimum Qualifications:

·         University degree or equivalent professional certificate.

·         5+ years of sales experience in a manufacturing company.

·         Business-level communication skills in both Japanese and English (TOEIC score 700 or equivalent).

·         Proficiency in MS Office (Word, Excel, PowerPoint).

·         Program management skills and effective meeting facilitation ability.

·         Willingness and ability to travel domestically and internationally as required.

Preferred Qualifications:

·         Engineering background or degree.

·         Sales experience in the automotive parts industry, particularly at a Tier-1 supplier.

·         Knowledge and experience in automotive, construction machinery, industrial machinery, or filtration technology.

·         Experience in value pricing, market analysis, and data analysis.

·         Strong conflict management and problem-solving capabilities.

·         Demonstrated ability to lead cross-functional teams (application engineering, operations).

Key words : Key Account Manager, Engine Products, OEM, Japan, Account Management, Filtration, Automotive, Construction Machinery, Industrial Machinery, Program Management, CRM, APD, Market Analysis, Quotation, Bilingual (Japanese & English).

ドナルドソンのエンジン関連製品および技術ソリューションの営業活動を通じて、日本国内の主要OEM顧客との長期的なパートナーシップを構築し、新規案件の獲得および既存ビジネスの拡大を推進します。

顧客・社内技術部門・製造部門・海外拠点をつなぐ中心的な役割として、売上および利益目標の達成に貢献するとともに、日本市場におけるドナルドソンブランドの価値向上と事業成長をリードしていただきます。

また、日本国外のドナルドソン拠点と連携し、グローバルOEMプログラムのサポートおよびプロジェクト推進を担います。

自ら課題を発見し行動できる高い主体性を持ち、社内外の関係者と連携しながらビジネスを前進させることが期待されます。

- オーナーシップ（主体性と責任感）
- 実務遂行力
- コミュニケーション力（日英両言語）
- チームワーク
- 論理的・戦略的思考力

1. 営業戦略・事業計画

- 担当顧客の売上計画、利益計画および経費計画の策定・実行
- 月次・四半期・年次レビューの実施および必要なレポート作成
- 目標達成に向けた営業戦略・アクションプランの立案と遂行

2. プロジェクトマネジメント

- 顧客要求に基づく見積作成および価格交渉
- CRM/Innovatorシステムを活用した案件管理
- アプリケーションエンジニアリング、製造、品質、サプライチェーンなどの関連部門と連携し、新規プログラムの開発から量産立上げまでをリード

3. 市場分析・競合分析

- 市場動向および競合他社の情報収集・分析
- 顧客ニーズや市場変化を把握し、営業戦略および事業戦略へ反映
- 新規ビジネス機会の特定および提案

4. 営業・販売促進活動

- 顧客への技術提案およびソリューション営業
- 新製品や新技術の紹介および拡販活動
- 技術プレゼンテーション、サンプル提案、商談推進を通じた案件獲得
- 顧客課題に対する付加価値の高い提案活動

5. 顧客関係構築

- 定期的な顧客訪問による関係強化
- 顧客の開発計画、生産計画、購買動向および技術ニーズの把握
- 顧客情報を社内関係者へ共有し、ビジネス機会創出につなげる

6. グローバル連携

- 米州、欧州、アジアを含む海外ドナルドソン拠点との連携
- 電話会議、オンライン会議、メールを通じた情報共有および案件推進
- グローバルOEMプログラムのサポート

7. その他

- 会社および部門の目標達成に必要なプロジェクトや業務への参画
- 上司から指示された関連業務の遂行

必須要件

- 大学卒業以上（理工系学部歓迎）または同等の専門資格
- 製造業における法人営業経験5年以上
- 日本語および英語によるビジネスコミュニケーション能力
- MS Office（Excel、PowerPoint、Word）利用経験
- 国内外出張が可能な方
- 普通自動車運転免許

歓迎要件

- 自動車部品業界での営業経験
- Tier-1サプライヤーでの営業経験
- OEM向け営業経験
- 建設機械、農業機械、産業機械業界での経験
- フィルトレーション製品または関連技術の知識
- プログラムマネジメント経験
- 市場分析およびデータ分析経験
- 価格戦略・Value Based Pricingの経験

- 顧客との信頼関係を構築できる方
- 自ら課題を発見し主体的に行動できる方
- 社内外の関係者を巻き込みながら業務を推進できる方
- 変化する市場環境に柔軟に対応できる方
- 論理的思考力を持ち、戦略的に営業活動を推進できる方
- グローバル環境でのコミュニケーションを楽しめる方

Employment opportunities for positions in the United States may require use of information which is subject to the export control regulations of the United States. Hiring decisions for such positions are required by law to be made in compliance with these regulations. Applicants for employment opportunities in other countries must be able to meet the comparable export control requirements of that country and of the United States.

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