Pricing & Sales Operation Manager

Description

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Mission Statement: Responsible for management and full adoption of processes and tools for the PGHV Marketing & Sales community within the North American HUB. Core functions:

• Pricing Management, (Implementing Pricing Excellence Methodologies to develop pricing strategies to achieve targeted market position by product, geography, market segment, customer group, etc.)       
• Sales Planning, (Coordination of MIMO and Global Target Setting Process)
• Sales Productivity (Sales processes and Reviews, Support to Training and accreditation, etc.)
• Field Sales Operations (CRM, Reports and Dashboards, Tools, such as new configurators, Apttus, SFDC, etc.) 

Main Accountabilities:

Pricing Management

• Support development of the pricing management systems & dashboards for each of the product groups, in line with the Global Strategy.
• Drive implementation of customer & market based; data driven pricing strategies.
• Responsible for leading real-time data analysis to obtain optimum pricing decisions.
• Provide required training of the HUB community.

Sales Planning

• Support Market Managers and Product Marketing Managers to coordinates sales planning and demand-side budgeting processes within the HUB sales organization. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization’s planning efforts
• Lead opportunity & order analytics to provide critical inputs to the Sales & Operations Planning process (S&OP) at each of the product groups.

Sales Productivity

• Proactively identifies opportunities for sales process improvement through the deployment of demand and supply sales KPI’s. Works closely with HUB & factories, channel/segment managers and WCFE organization to analyze sales process quality and prioritize opportunities for improvement. Assists the HUB in understanding process bottlenecks and inconsistencies
• Provides support to BU Training Manager and Global Product Managers on the PGHV sales training and certification program including on-field people reviews and e-learning modules/webinars for both BU specific & WCFE staff

Field Sales Operations

• Being the FACE / Salesforce.com (SFDC) Champion and Leader for the whole HUB
• Responsible for regional adoption/full implementation of sales support infrastructure (eConfig, Apttus, SFDC, etc.) on both front-end & supply-side to boost commercial operations productivity
• Monitors the consistency, accuracy of common sales dashboards and reports essential to the sales community assisting GPMMs & BU M&S Analysts in the development of new reporting tools as needed
• Supports the implementation of enabling technologies to WCFE sales teams, e.g., CRM and SFDC
• Monitors compliance of the sales teams with required standards for maintaining data quality

People development

• Management of the IS/Tools within the HUB leveraging the Global Sales Operations Team focusing on continuous process improvement, sales support infrastructure and sales training of the HUB Marketing & Sales teams for the various product groups
• Support development of the Market Intelligence/Analysis competencies within the HUB

Qualifications and Experience

• University degree in engineering, business administration or equivalent
• IS/IT expertise; Analytical strength, affinity to figures and IT-solutions
• Understanding the business, industry, and products
• Proven experience in similar role
• Advance knowledge of PowerBI.
• Proven Sales & Marketing experience combined with commercial operations knowledge
• Minimum 2 years on Field Sales experience
• Fluent English, both written and spoken. Additional languages are of advantage
• Knowledge of BU PGHV, its portfolio, market, and infrastructure

Competences

• Team player with strong networking capabilities, stress-tolerant, culturally sensitive, flexible, and used to international exposure
• Strategic thinking, competence in analysing and managing complex business situations
• Operational sales process knowledge (sales funnel, tendering, negotiation, customer base, etc.)
• Strong communication skills to lead sales operations
• Open minded and capable of innovative thinking
• Strong persuasive personality, willing to travel and able to convince, also in different cultural contexts
• Result orientated and able to overcome organizational resistance

Equal Opportunity Employer (EOE)-Females/Minorities/Protected Veterans/Individuals with Disabilities

Protected veterans and qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access Hitachi Energy career site as a result of your disability. You may request reasonable accommodations by calling a Hitachi Energy HR Representative at 1-888-504-2007 or by sending an email to: [email protected]. Resumes and applications will not be accepted in this manner.