Job ID: R0025512
Date Posted: Sep 28, 2023
Segment: Green Energy & Mobility
Business Unit: Hitachi Energy
Company Name: HITACHI ENERGY USA INC
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Experienced
Job Schedule: Full time
Hitachi Energy is seeking a seasoned Business Development Manager for Construction & Industrial Markets with a focus on Data Centers.
This role is responsible for the development of profitable and sustainable sales growth for the Transformer business portfolio in the US market and for aligning the local sales and marketing strategy with the business objectives.
A Business Development Manager will have broad responsibility to coordinate sales efforts across the entire Transformer business product portfolio and will be accountable for jointly held sales targets with the Front-End Sales teams.
This is a home-based position covering a region and segment vertical in US Market. This position will require up to 50% travel.
Define and implement a segment growth strategy for the Construction & Industrial Markets, with a focus on Data Centers. Create and execute the business plan, in line with the HUB Strategic Plan and the budget target from Hitachi Energy.
Become an expert in the Data Centre segment within the United States, including a deep understanding of the segment’s technical process needs and challenges.
Identify and build relationships with end customers and key stakeholders in the Data Centre segment where Hitachi Energy does not have a deep existing presence yet.
Drive marketing efforts and market awareness of Hitachi Energy’s Transformer portfolio for Data Centers and within the assigned industries.
Work closely with the technical sales team, application engineers, and existing account management organization to develop a pipeline of new project opportunities and define winning sales strategies to identify growth opportunities and innovation.
Define and continuously maintain critical market intelligence from the market, customer, and competitor view for the Construction & Industrial Markets and Data Centre segment.
Utilizing critical market intelligence and expertise, supports the Front-End Sales (FES) activities, representing the interests of the BL in the US market.
Research and analyze Market Size, Market Segments, Economic & Regulatory Drivers, Applications & Technologies Products / Systems / Services, Channels to Market, Industry Trends, Competitors, perform SWOT Analysis, etc. Utilize this market intelligence against current and future strengths/capabilities in alignment with the Transformers business line strategy.
Define what is needed to be successful in Data centers and other assigned industry markets and work with the Product Market Managers to develop sales collateral and Value Base Selling, differentiators.
Monitor key competitors’ performance; compare to our own performance and draw conclusions on areas of growth opportunities and/or identify competitive threats to the business.
Early identification and qualification of sales leads with cross-divisional/business sales teams (develop sales funnel), working directly with Front-End Sales Account Managers & Independent Reps. Work in tandem with Outside Sales resources (Direct & Indirect), Channel Partners, and End Users, influencing specifications, and promoting value & benefits.
Anticipating as well as understanding customer needs and projecting solutions. This role requires the ability to anticipate based on the customer’s long-term strategy what solutions and concepts could be available to them.
Drive Capture Teams, Must Wins, relevant pipeline management and implement local & global sales processes and tools. Support bottoms-up Market Insights and Market Outlook (MIMO) process and lead forecasting and long-term demand estimates for the Transformer business line within the assigned segments.
Support the NAM HUB strategy deployment and ensure strategic improvement priority targets are met (i.e., Demand orders vs budget, Hit Rate, GM, etc.). Lead segment Account Strategy Reviews, Customer Transformer Training (CTTs) and represent the BL in industry conferences.
Identifies opportunities for improvement and recommends internal and external innovative solutions new to the marketplace.
Living Hitachi Energy’s core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.
Bachelor’s Degree with 5 years of professional experience working with Sales, Marketing, Project Management, Product Management and/or Engineering. Bachelor’s Degree in an Engineering-oriented discipline is preferred.
Candidate must already have work authorization that would permit them to work for Hitachi Energy in the United States.
Data Center experience preferred.
Experience in dealing with the sales channel and/or sales representatives in the energy industry.
Recent experience in the critical infrastructure, energy, Transmission and Distribution (T & D) industries, specifically with High and Medium Voltage equipment is preferred.
Knowledge of the US Energy Market and experience working with transformers and/or related products (e.g., magnetics, induction systems, power distribution products, etc.) is an asset.
Experience with Engineering Procurement and Construction (EPC) firms, General Contractors, Independent Power Producers (IPP), Utility Scale Energy Developers and Industry field is an asset.
Must have a technical mindset to build customer confidence in solutions to open doors and command respect when proposing solutions and support close the deal.
A profound sense of quality and a keen interest in complexities, a sense of urgency, and persistence in achieving goals. Demonstrate strong teamwork skills, leadership, and strong priority.
Ability to create and maintain partnership relations with internal and external collaborators (networking) as well as the ability to create a strong buy-in from the Sales Force and supply factories, to rally them to your objectives.
Experience in value-based and strategic selling to take the lead in high level sales engagements is an asset.
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.