Director of Specialty Products & Applications, Portables – North America

Description

Summary of the position:

The Director of Portable Products & Applications is responsible for contributing to the overall success of the company through the development and growth of the Sullair products through various channels to market. Key functions of this role include, but are not limited to, establishing a comprehensive and detailed strategy and action plan for identifying and converting opportunities on specialized portable products, including reman units, diesel and electric oil-free, high-pressure compressors and others to be determined. This position will also be instrumental in determining the current/future market demand and requirements for these specialty products. In addition, the Director of Portable Products & Applications will be actively engaged with the Area Sales Managers and the CAT/Platinum dealer channels in coordinating any required action planning, product/application training, or onsite assistance. This position will also be actively involved in any/all business strategy decisions and will work very closely with the Vice President-Sales, Sales Manager, and Business Development Managers to develop and manage the respective pricing levels and product knowledge/expertise needed to support the CAT/Platinum dealer channels, with profitable and sustainable growth as the primary objective for success.

This role reports to the Vice President of Sales, Portables North America.  The position may be based out of our executive office in Chicago, Illinois (primary) or Sullair’s Manufacturing Plant in Michigan City, Indiana (secondary).  This could also be a remote opportunity. 

Duties and responsibilities:

• Work in conjunction with Vice President and Sales Management to help create short/long term strategy for market penetration & growth, to include clearly defined actions needed, as well as any additional support needed.
• Collaborate closely with Vice President, Sales Manager, BDM’s, and ASM’s to ensure clarity on defined expectations, actions needed, and strategic planning related to the various portable compressor markets.
• Gather and maintain market intelligence, to include competitive information/updates, to assist in identifying market trends, product gaps, and potential opportunities and/or concerns.
• Assist with the successful identification, qualification, selection, and establishment of prospective Platinum dealers to enable and ensure sales, marketing, and financial success.
• Act as the primary conduit and liaison internally with Reman/SRC operations for the Portable sales group for the purposes of maintaining and updating current/future inventory levels, issues/concerns, challenges, opportunities, actions needed, etc.
• Conduct any necessary education and/or training for external CAT/Platinum Dealer personnel, as well as internal Area Sales Managers and/or Business Development Managers on existing and new portable products to ensure competency and expertise in all relevant markets.
• Act as team lead on “specialized” and/or unique sales opportunities related to large air, high-pressure, oil-free, and any other projects to be specified.
• Develop and maintain contacts and relationships with primary decision-makers, influential stakeholders, and any other key influencers within the CAT/Platinum dealer channels and other channels to determine potential opportunities, challenges, threats, and needs related to the portable compressor market.

Qualifications:

Education:

• Bachelor’s degree in Marketing, Business Administration, Engineering (or equivalent experience).

Professional experience:

• Minimum 10 years of innovative sales and marketing experience, dealer/distributor channel management, or sales experience in a business-to-business sales environment. Additional consideration given to candidates with prior knowledge/experience utilizing independent third-party sales entities and/or manufacturer rep groups.
• Experience with Compressed Air or Air Treatment products with a commercial/industrial application is preferred.
• Prior experience and/or extensive knowledge of construction equipment distributor operations, including sales, service, and aftermarket functions and requirements.
• Sound financial knowledge to include ability to comprehend and understand key performance indicators of dealers/distributors, such as profit margins, inventory control, machine/aftermarket pricing, etc.
• Must have an established track record of having created successful sales and marketing programs and strategies.
• Clearly demonstrated ability to lead, facilitate, organize, and motivate multiple teams toward identified goals.
• The business acumen necessary to qualify and prioritize dealers and/or dealer prospects based on revenue potential and other key variables.
• Strong verbal/written communication skills and the ability to both deliver effective management/executive level presentations and effectively communicate with all levels of the organization.
• Outstanding work ethic, high-integrity and team player (builder).  Self-motivated, high initiative, self-directed.
• Excellent organizational skills and the discipline necessary to maintain a strong pipeline of prospects.
• Excellent familiarity of North American marketplace as it relates to the compressed air and/or air treatment industry.
• Proficiency in Microsoft Office Suite and CRM tools.
• Ability to travel 50-75% domestic and international.

Key behaviors:

• Excellent communication skills a strong desire for serving customers
• Ability to communicate professionally with all levels of the organization
• Ability to work well independently or with a team

Direct reports:

• N/A

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.