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Sr. Sales Representative – Oil-Free - Southeast US Territory

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Location: Michigan City, Indiana, United States
Job ID: R0030722
Date Posted: May 9, 2024
Segment: Connective Industries
Business Unit: Hitachi Industrial Equipment Systems
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Management
Job Schedule: Full time
Remote: No

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Summary of the position:

The Senior Sales Representative – Oil-Free is responsible for selling all Sullair compressed air oil-free equipment and associated air treatment solutions to existing and new customers throughout assigned territory.  The Sr. Sales Rep will identify opportunities, ascertain specific customer requirements, develop the BEST compressor solution, and effectively position the solution with the customer.  With a dedicated oil-free focus, sales efforts will target ALL industries and oil-free applications throughout the assigned territory. 

Territory:  Virginia, North Carolina, South Carolina, Tennessee, Georgia, Alabama & Florida

Duties and responsibilities:

  • Meet or exceed Sales and Bookings objectives for Oil Free equipment, Air Treatment and associated Aftermarket in the designated Southeast Region.
  • Responsible for achieving direct and indirect sales plans – support and drive sales through current distribution channel while simultaneously maintaining a direct territory goal.
  • Identify coverage/market penetration gaps and associated plans to remedy utilizing multi-channel and direct sales approach where applicable.
  • Coordinate with Aftermarket, Ops and Engineering to ensure ecosystem is in place to fully support the Oil Free business in the Southeast.
  • Identify key Oil Free Accounts, build local relationships, and support Strategic Accounts team in developing National and Global relationships where applicable.
  • Advise product management and commercial leadership of market and competitive trends related to Oil Free product.
  • Fully support the launch of new Oil Free products to the market.
  • Participate in, support, and aggressively drive Oil Free sales initiatives and contests through direct and indirect channel resources.
  • Grow market share – focus on penetrating deeper into existing accounts and converting competitive accounts, while maintaining existing service business
  • Understand and practice Strategic Selling principles and concepts
  • Maintain the highest standards of customer service – strive to meet / exceed customer expectations
  • Utilize CRM to support and manage customer activities, quotes, leads, etc.
  • Be a key face of Sullair to our customer; be professional in all interactions, communications, presentations, appearance, etc. with the customer always
  • Prepare all sales and activity reports, presentations, studies and research as requested, including regular communication for Planning and S&OP activity as needed. 


  • Experience with rotating equipment; strong mechanical aptitude / technical prowess; experience in compressed air equipment / rotating equipment is highly desired
  • Positive customer-focused attitude and successful interaction in a dynamic team environment is a must
  • Proficiency with MS Office software, i.e., Word, Excel, PowerPoint
  • Experience with SAP and CRM tools are a plus
  • Proven time management, planning and organizational skills


  • Bachelor’s degree in engineering (or technical discipline) or business

Professional experience:

  • At least 3 years of experience in a technical / solution selling environment, preferably in the use and/or application of compressed air systems
  • Ability to work collaboratively with key stakeholders
  • Available for travel at least 25%

Key behaviors:

  • Excellent oral and written communication skills with strong desire for serving customers
  • Ability to ask the right questions in  order to investigate the best customer solution
  • Excellent presentation skills
  • Ability to handle inevitable objections, inspire trust and generate project enthusiasm

Direct reports:

  • None

The successful candidate is responsible for complying with Hitachi Global Air Power US Code of Ethics and related policies. In performing the job, the incumbent shall take all steps necessary to comply with our safety rules and requirements and must actively support the organization's efforts to meet and exceed its goals of creating and maintaining a safe workplace.

This description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company's discretion.

Hitachi Global Air Power US is an equal opportunity employer and will not discriminate based on race, religion, color, age, gender, sexual orientation, national origin, genetic information, veteran status, physical or mental disability, or other protected categories under applicable law, whether in recruitment, employment, promotion, transfer, compensation, or other conditions of employment.

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