Business Development Manager - Substations

Description

General Information:

Lead sales & business development activities specific to the Substations market segment in US and North America and provide updated valid market input to Hitachi Energy management accordingly. Manage the development of domestic and/or international business involving such matters as commercial agreements, proposal development, pricing development, risk assessment and sales strategies, and resolve related, highly controversial matters. Ensure that firm bids are competitively priced and orders received are at acceptable profit levels. Serve as business consultant to senior managers, project participants and customers. Foster and direct the implementation of aggressive measures to achieve cost savings and ensure customer satisfaction.

Responsibilities:

• Manage or perform activities to identify and develop new, major business opportunities utilizing Hitachi Energy resources and experience base in traditional and non-traditional markets worldwide.
• Lead and/or participate in planning efforts in conjunction with other Hitachi Energy Sales and Business Development Managers, and assign territorial responsibilities, as applicable.
• Direct, motivate, guide and develop less experienced managers and sales representatives, and assist them with complex customer negotiations and sales strategies.
• Participate in and play a major role in devising business development strategies, master plans and schedules and in their execution.
• Direct the evaluation of contract implications and risks, development of estimates, target pricing and preparation of proposals.
• Ensure compliance with applicable laws and regulations.
• Monitor project activity to ensure customer satisfaction.
• Develop business relationships with customers' executives, inform them of Hitachi Energy technological developments and new products, and assist them to resolve complex problems, achieve cost savings and optimize their operations.
• Conduct high-level negotiations to accomplish desired results.
• Introduce strategies designed to ensure awareness of market opportunities and influence product development, to achieve long-range business objectives while minimizing potential for losses.
• Lead reviews to determine commercial viability of products, resource requirements and potential risks. Influence decisions that may have major impact on the organization's future business, market share and financial results.
• Provide guidance and training to staff, establish standards, manage and document performance and develop associated recommendations.

Complexity of Tasks:

Requires strong communication skills to manage a group, influence and negotiate with customers' executives on issues that may have major financial and future business implications. Requires strong interpersonal skills to successfully cooperate with other internal departments, other business units and the Front End Sales force in order to achieve maximum success for each individual opportunity. Requires in-depth understanding of corporate and business unit technical and commercial strengths and interrelationships with markets, and ability to resolve related, highly controversial matters. Requires innovative strategic planning skills, ability to assess and manage risks, and translate corporate and business unit goals and objectives into realistic marketing and sales plans. Foreign travel and availability for communications in any time zone may be necessary.

Qualifications:

• Bachelor’s or master's degree in electrical engineering and business-related field and accumulated minimum 8 years of Engineering, Technical sales, Project Management, Bids & Proposals or Business development experience in Substations applications.

Preferred Qualifications:

• Well versed with High Voltage (Gas and Air Insulated) substation technologies.
• Individual must be ready to undertake extensive domestic & International travels - up to 40-50%.