Regional Sales Manager

3 weeks ago

Overland Park, United States Hitachi Energy Full time

We are seeking an experienced Sales professional to join our Automation and Communication (AC) product group, part of the Grid Automation business unit within Hitachi Energy. This individual will contribute to the sales and marketing team within our AC business. This person will present Automation and Communication systems and solutions including integrated systems for protection, control and automation, and communications to customers in the utility, industrial and oil/gas/petrochemical market segments and through multiple channels including direct end customer, internal channel partners and EPC firms. The location for this role is flexible, with possible locations including Denver, Houston, Dallas, Chicago and Kansas.

This person will be accountable for sales within an assigned territory for a specified quota. This involves developing new account relationships to win new customers in order to meet quota, and supporting existing customers to gain recurring revenue while ensuring high customer satisfaction.

Typical duties/responsibilities for sales may include, but are not limited to, the following:

  • Sells products to customers, focusing on volume, mix and profitability targets for the Automation and Communications business.
  • Establishes and maintains effective customer relationships to understand customer needs, promote customer understanding of full product offering, and align to provide a solution. Ensures a positive customer experience throughout the sales process.
  • Partner with other HITACHI ENERGY sales organizations to build pipeline for Automation and Communications solutions to increase overall brand value of HITACHI ENERGY.
  • Creates added value for the customer and HITACHI ENERGY and ensures the successful outcome of transactions, contracts and proposals by using effective sales techniques. Communicates details in accordance with HITACHI ENERGY offering and strategy (delivery time, payments, and general terms and conditions).
  • Ensures efficient marketing activities and value proposition to customers.
  • Identifies and drives the development of new market opportunities in the designated market and ensures know-how sharing and cross-collaboration.
  • Leadership of all sales activities, administrative duties, account relationship, forecasting, delivery oversight, strategic account management, pre-sales activities, opportunity development, tracking, Request-For-Proposal [RFP] response, customer budget cycles, etc. - this entails management of sales opportunity from initial customer contact through successful award and contracting by building a high-quality sales pipeline.
  • Use sales tools to plan, track, and communicate plan to meet or exceed quota, including sales quote tools, Salesforce CRM, etc. Performs regular status reviews and proposes recovery plan(s) in case of potential order shortfalls.
  • Prepares offers in coordination with the bid and proposal department. Ensures appropriate technical and financial aspects of offers, including prices and trading conditions.

COMPLEXITY OF TASKS:

  • Strong selling skills are required to evaluate a wide variety of complex information, develop imaginative sales strategies, and lead related sales efforts.
  • Requires in-depth understanding of the Company's technical and commercial strengths and relationships with markets.
  • Requires ability to negotiate and successfully conclude deals.

BASIC QUALIFICATIONS:

  • Bachelor's degree with 10 years of professional experience in engineering, sales, and/or marketing of technical solutions; OR
  • Master's degree with 7 years of professional experience in engineering, sales, and/or marketing of technical solutions.

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