Job ID: R0013373
Date Posted: Dec 1, 2022
Segment: Construction Machinery
Business Unit: Hitachi Construction Machinery
Company Name: H-E Parts International Mining Solutions Usa Inc
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Senior Management
Job Schedule: Full time
The Regional Sales Manager is an integral member of the H-E Parts leadership team. This critical position is accountable for leading our North American sales teams, and executing profitable growth initiatives. The role is also functionally responsible and accountable for customer support, sales and operations planning (S&OP), training, process and systems usage, customer segmentation, sales channel management and productivity. Success is defined by the company’s adjusted operating income contribution relative to plan.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:
Safety – Conducts all activities in a safe manner, utilizes personal protective equipment (PPE), adheres to Company policy and our annual safety plan. Returning our employees home safely every day is our # 1 priority.
Functional Oversight - Oversees and leads the following functions: (1) Outside/Field Sales, (2) Inside Sales, (3) Sales Support, (4) National/Key Account Management; and (5) Sales Process and Systems/Tools. Geographies of responsibility include the U.S., Canada, Mexico and segments of Central and South America. Travel frequently to coach and develop sales area leaders in face to face environment. Define sales goals & KPI for sales area leaders.
Key Account Management – Responsible and accountable for the multiple interfaces with the customer, including at the mine level and at the Corporate office (i.e., global, regional and local customer coverage). Sells H-E Parts value proposition and how we are different. Sells products, brands and our capacity as well as our global customer emphasis.
Strategic Alignment - Aligns sales objectives with overarching company strategy through active participation in corporate strategic planning, sales strategy development, “bottoms up” forecasting/budgeting, sales resource planning and execution. In addition, align sales department with operation function to foster a cohesive working relationship.
KPI Realization – Meets or exceeds assigned targets for profitable growth, market share expansion and other key financial performance objectives.
Process Driven- Identify and develop areas for process improvement
Data Drive- Drive decision making derived from data
Communication & Collaboration - Partners with Sales, Finance, HR, Operations and Engineering Associates as well as Executive Leadership to strengthen “forward looking” projections, customer planning, and corporate initiatives. Presents sales department health to leadership.
Budgeting, Planning & Goal Setting - Develops and communicates the annual sales budget at a customer and product level. Must possess the ability to model, define and manage “bottoms ups” sales related KPI’s and lead sales staff.
Process & Systems (e.g., Salesforce.com) - Works with customers and associates to maintain key customer contact information. Ensure Sales Associates regularly updates opportunity, visit, quote and win/loss data in CRM platform.
Oversees quarterly business review (QBR) program with key accounts
Supports Company metrics and initiatives to measure and drive performance
Sales Compensation – Contributes to Defining and overseeing sales compensation and incentive programs that motivates the sales team to achieve their sales and margin budget. Ensures alignment between pay and performance. Sales Training - Defines and coordinates sales training programs that enable staff to achieve their potential and support Company sales objectives. Unifies, educates and trains the North American team. Other - Other duties as assigned
KEY RESULT AREAS:
QUALIFICATIONS: EDUCATION and/or EXPERIENCE: