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Business Development Manager
2 months ago
Description
The Business Development Manager role is responsible for broadening the Network Control (“NC”; SCADA/EMS/GMS/ADMS) customer base through the identification and pursuit of new sales opportunities at non-established NC customers for the United States region. The focus for this person is IOUs, Rural Electric Cooperatives, Municipalities, and other strategic opportunities as assigned.
DUTIES AND RESPONSIBILITIES:
Think strategically and own your business plan.
Apply a step-by-step selling process and report progress along the way.
Identify target opportunities for NC with new customers through:
Evaluation of market research reports
Aggressive and organized networking internally to Hitachi Energy and externally
Visits to all potential leads and prospects utilizing established networks
Evaluate and analyze leads through applied screening criteria to convert from leads to prospects and opportunities
Meet and proactively report on quota for leads, prospects, opportunities, and bookings
Maintain information in the Salesforce CRM tool for:
Tracking sales including contact reporting
Reviewing sales process, status and forecast
Building player maps
Ensure appropriate Capture Team Strategy is in place for pursuing leads
Introduce technical staff into account/opportunities at appropriate point in process
Ensure all decision makers and key executives in customer organization are involved in the customer/supplier relationship prior to issuance of bid:
Set up minimum one CXO level meeting with the VP Sales
Set up minimum one meeting with the ultimate customer decision maker and NC senior management
Coordinate sales efforts with the Marketing, Proposal and Operations groups by proactive communication/updates throughout process of pursuit
Engage and coordinate other Hitachi Energy sales channels in the sales strategy ensuring all parties fulfill appropriate roles throughout the process
Partner with customer during the RFP process and take lead with all internal Hitachi Energy departments to develop a bid that is responsive to the customer requirements.
Take the lead in completing RFP, RFI and budgetary submissions including identifying and establishing any partner(s) required for the opportunity.
Keep track of competitors’ selling status, tactics and strategies
Take the lead in outlining and communicating a winning sales strategy against competitors
Ensure customer requirements are documented prior to hosting demos
This role normally requires approximately 40% travel. Customer site visits are an integral ingredient to success which may be enhanced through virtual contact.
EXPERIENCE/SKILLS:
Strong knowledge of the electric utility sector and the associated technology and business landscape
Continual attention demonstrated to seeking new sales opportunities
Proven success in identifying and capturing new customer opportunities resulting in a broadening of the customer base in an organization
Proven success in selling against competition and driving the value of the offered system(s) to the customer needs resulting in new customers to an organization
Strong sales management skills demonstrated through a defined planning process that is consistently applied to pursuit of opportunities
Strong communication skills
Solid understanding of software offerings and market needs
Experience with building strategy for pursuing a non-installed base customer with defined short, mid and long-term goals and action plans
Experience with engaging across businesses (multi-divisional etc.)
Strong negotiating skills
Proven track record in managing, influencing and motivating project team members to achieve project objectives.
Experienced business traveler
EDUCATION:
B.S. degree in Engineering, Computer Science, or Business Management or a related discipline.
EXPERIENCE:
Minimum 5 years professional experience with proven success in expanding customer base and aggressive exploration and pursuit of new opportunities with new customers.
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