Regional Service Sales Manager, C&I

Description

Mission Statement:

We are currently seeking a seasoned Service Sales professional and leader for our Hitachi Energy Sales team as a Regional Service Sales Manager (RSSM) within our Service Sales team. This person will be expected to present our service solutions to new and existing clients.  This position will focus on our Commercial and Industrial markets.   St. Louis, MO is the preferred location, however, other locations within reasonable vicinity to our key customer base will be considered. 

Our successful candidate will be a highly motivated, collaborative and fast-paced sales hunter with a history of meeting or exceeding sales targets and a strong drive to succeed.  As RSSM, you will have primary responsibility to drive service sales of electrical power equipment substation services and service projects, generating service sales opportunities and securing profitable sales with the designated region.  The RSSM role is a combination of leader of the service sales team and account development manager responsible for direct customer account management and sales.  The position will focus on installed equipment and sell the entire Service product portfolio of Hitachi Energy US in collaboration with the business line technical expertise.    This role will ensure the service sales team is developing Service sales account plans to ensure growth, build long-term customer relationships, drive high levels of customer satisfaction and ensure immediate response to specific customer needs and issues to address key success factors for this position. 

Responsibilities:

• Contribute to and implement the service sales strategy.  
• Develop and implement service sales account plans to ensure growth.
• Penetrate Installed Base (IB), promote various upgrades, retrofit and value add solutions to the benefit of the customers and Hitachi Energy.
• Understands the channel strategy and the establishment of related prices and prepares sales plans, reviews them and proposes recovery plans when needed.  Regularly updates IB in ServIS (the approved Service database) with the changes made at customer sites. 
• Lead a service sales team for achievement of business results.
• Focus on employee development to ensure a strong-performing, motivated and engaged team of sales professionals. 
• Utilizes ServIS IB database to understand the existing IB and identifies and develops sales opportunities for Service products and solutions to penetrate the existing IB/new IB’s in the market.
• Focuses on the entire Hitachi Energy Service portfolio.
• Conducts sales calls with customer to promote Service offerings and performs customer facility walk-through sessions to identify services opportunities.  Generates Service sales leads and develops new market opportunities by utilizing market trend information, identifying and exploring potential new service portfolios.
• Takes a holistic approach to leverage Hitachi Energy product and service portfolios.
• Establishes long-term customer relationships by understanding customer requirements and applicable regulations and demonstrating in-depth technical service product/solutions knowledge to promote Life Cycle Management (LCM).
• Registers customer feedback and ensures customer satisfaction throughout the sales process.
• Sells entire service product portfolio to expand Hitachi Energy footprint in the designated region.
• Charts out and monitors sales proposals, tenders and follows up.
• Prepares Hitachi Energy’s service offerings based on customer need and in coordination with sales account managers, business units, third party companies and local management.
• Communicates contract details in accordance with Hitachi Energy offering and strategy. 
• Manages administrative sales process.
• Acts as a marketer/salesperson of Hitachi Energy’s service products and solutions during marketing activities (trade fairs, exhibitions, conferences, customer meetings). 
• Translates the needs of customer into relevant ABB service offerings and solutions. 
• Contributes to risk assessments related to price and quality. 
• Registers required information into Salesforce. 
• Ensures technical reliability, safety and cost-effective solutions to satisfy customer’s needs. 
• Complies with health and safety directives.
• 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.

Additional Responsibilities:

Provide technical direction for service sales training to less-experienced staff. Support management with key data and insights on markets, opportunity tracking, and effective service selling tactics.

Travel:

Willingness to travel up to 60%.

BASIC QUALIFICATIONS:

• Bachelor's Degree with minimum 8+ years of experience in sales, sales support, and/or service of power systems / solutions; OR
• Master's Degree with 6+ years of experience in sales, sales support, and/or service of power systems / solutions; OR
• Associate degree with 10+ years of experience in sales, sales support, and/or service of power systems / solutions

PREFERRED QUALIFICATIONS:

• Bachelor’s degree in an Engineering or technical discipline is highly preferred.
• Candidate must already have work authorization that would permit them to work for Hitachi Energy in the United States.
• Experience leading a service sales team.
• Previous experience working with electric substation equipment (i.e. Transformers, Switchgear, Circuit Breakers, etc.); recent technical sales and/or client-facing experience presenting electric substation equipment solutions is highly preferred
• Familiarity with Operations & Maintenance practices of electric substation equipment and substation construction.
• Experience with Substation construction.
• Experience negotiating long term substation service contracts

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.