Sales Manager Power Conversion Solutions

Description

Job Title: Sales Leader, Power Conversion Solutions (PCS)

Mission Statement

The Sales Leader is responsible for establishing the strategic direction for market approach, sales order achievement, and respective campaigns, as well as building market share for Hitachi Energy. This role requires leadership and motivation of the Sales and Marketing team.

Key Responsibilities

The Sales Leader will be responsible for the selling process and efficiencies. This includes driving profitable opportunities and pipeline growth.

Relentless focus on success KPIs that include quota setting/achievement tracking, order intake, qualified pipeline, new logo pursuits, customer facing interactions, pipeline acceleration and progression, and accuracy to forecast based on month, quarter, and total year.

Maintain a strategic mindset to execute one-year goals and plan for the next five years. This includes the creation of account plans, territory/regional mapping, country strategy based on total market availability versus addressable market.

Collaborate with Hitachi Front End Sales and other business units using the One Hitachi approach, including developing strategic partnerships with channels and the partner ecosystem.

Collaborate with marketing and technical pre-sale to develop structured enablement plans and execute strategic sales/marketing campaigns.

Lead by example in completing account plans, pipeline reviews, close plans for strategic opportunities, forecasting, and win/loss reviews.

Nominate key capture team opportunities and participate in pursuing large opportunities, developing and communicating strategies for market penetration.

Consolidate leads, opportunities, initiatives, orders intake, and other sales KPIs related to the PCS business in the region.

Provide customer feedback to leadership, strategically communicating needs and new requirements for consideration in the region.

Participate in Global BU M&S teams to ensure compliance with all global directives.

Develop and maintain key customer relationships/alliances and serve as the commercial executive face to the customer.

Participate in the selective bidding process, generating new accounts, and executing upsell/cross-sell strategies with existing customers. Collaborate on pricing and risk assessment during the proposal phase.

Execute annual budgets and track monthly metrics on key areas such as orders, margin, hit rate, proposal expense, and win/loss analysis.

Challenges

Drive a cultural shift from product selling to solutions/challenger selling while exploring new possibilities in a low market share business.

Develop market campaigns with defined market potential.

Improve organizational capabilities in sales, marketing, and sales execution processes.

Generate significant pipeline to achieve short/long-term growth initiatives over five years.

Retain key customers while diversifying the customer base to reduce dependency on any single customer.

Requirements

Sense of urgency for driving success through pipeline generation, identifying new customers, executing sales strategy, and delivering results.

Demonstrated expertise in managing people, including leading a remote sales team with at least 10 years of leadership experience in renewable energy and power conversion.

Proficiency in translating technical requirements into engaging solutions; exceptional verbal and written communication skills; willingness to travel as necessary.

A bachelor’s degree or equivalent in Engineering, Business/Economics, or Information Systems (MBA preferred).

Skills

Customer Focus: Prioritize customer needs and build strong relationships.

Hunter/Retention Mindset: Retain key customers while generating new opportunities.

Business Outcomes: Focus on solution selling rather than siloed product positioning.

Problem-Solving: Address customer concerns and devise mutually beneficial solutions.

Decision-Making: Make prompt, well-informed, collaborative decisions.

Leadership: Lead by example, drive sales, develop strategies, and enhance performance.

Negotiation: Close deals, secure terms, and sustain relationships.

Strategic Planning: Formulate plans, set targets, and align efforts.

Team Collaboration: Work efficiently with colleagues and share insights.

Adaptability: Adjust to market changes and customer needs.

Strategic Thinking: Identify opportunities and anticipate challenges.

Influence: Persuade clients and drive sales success.

Tools: Proficiency in SFDC, XLS, Power BI, prospecting tools, and marketing demand generation.

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