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Director of Sales - HAC

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Location: Michigan City, Indiana, United States
Job ID: R0045294
Date Posted: Mar 8, 2024
Segment: Connective Industries
Business Unit: Hitachi Industrial Equipment Systems
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Senior Management
Job Schedule: Full time
Remote: Yes

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Summary of the position:

The Director of Sales for HAC plays a pivotal role in spearheading sales growth efforts for Hitachi Global Air Power.  This individual's primary responsibility involves building, training, and guiding a high-performing team of sales leaders, direct equipment sellers, and aftermarket/parts salespeople to drive revenue growth and solidify a prominent Sullair presence within the Hitachi Air Center network across North America.  Additionally, this role entails directly managing the dedicated North American Oil Free Compressors and Aftermarket Business Development teams.

Duties and responsibilities:

  • Develop and execute aggressive sales growth plans for the Stationary business within the direct store model (formerly Hitachi Air Centers), in alignment with HGAP objectives.
  • Implement aggressive sales growth plans for HGAP Aftermarket BDM and Oil-free dedicated sales teams, aligned with objectives for growth, profitability, and product mix.
  • Ensure necessary infrastructure, including SOP for sales operations across direct stores, is fully functional, with potential establishment of a national applications/quotations department to support quoting activity.
  • Ensure comprehensive training and compliance with HGAP policies across the HAC model, covering fleet vehicles, expense accounts, professionalism, and HGAP core values.
  • Recruit, hire, and onboard leadership team members and direct equipment and aftermarket sellers as per the HGAP growth strategy.
  • Identify product gaps impacting aftermarket sales efforts and develop strategies to address them.
  • Provide coaching, mentoring, and training to develop the sales team's skills and capabilities.
  • Set clear performance expectations, conduct regular activity reviews, and manage team performance effectively.
  • Drive revenue growth through identification of new business opportunities, expansion of existing accounts, and achievement of sales targets.
  • Stay informed about local industry trends, competitive landscape, and market conditions in the compressed air and industrial equipment sectors.
  • Develop a deep understanding of compressors and the compressed air industry to ensure effective sales training and market share growth.
  • Collaborate with Product Management to develop market-leading aftermarket offerings and analyze future Service and Aftermarket product plans for penetration strategies.
  • Collaborate with Aftermarket Operation and product management on lifecycle and obsolescence management.
  • Address customer issues promptly and professionally, ensuring efficient resolution.
  • Maintain accurate sales records and provide regular reports on sales performance, market trends, and forecasts.
  • Coordinate with sales leadership to drive CRM development and activity implementation as necessary.
  • Utilize sales support and technical software for identifying opportunities and promoting value-based sales proposals, specifically auditing equipment and HGAP’s “AirSuite” sizing and modeling simulator.
  • Navigate cross-functional and direct reporting teams effectively in a matrix environment.
  • Support post-merger integration (PMI) activities as required for HGAP's M&A and greenfield strategies.



  • Bachelor's degree (BA/BS) or equivalent is preferred – significant direct industry and leadership experience considered.

Professional experience:

  • 10+ years of Business-to-Business Sales Leadership experience in the industrial equipment space with a track record of leading sales teams and consistently achieving sales objectives.
  • Experience recruiting, developing and growing sales and sales leadership teams within a matrix organization.
  • Must have experience driving a disciplined, metrics-driven professional sales process.
  • Air compressor experience is preferred.
  • Strong background in direct sales to industrial end users REQUIRED.
  • Excellent interpersonal and communication skills, written and verbal.
  • Exceptional presentation and negotiation skills.
  • Proficient in Microsoft Office: Outlook, PowerPoint, Excel and Word.
  • Use of CRM system – Salesforce strongly preferred.
  • Ability to communicate professionally with all levels of the organizations, including both internal and external customers.

Direct reports:

  • Regional HAC Sales Managers
  • Dedicated Oil Free Regional Sales Specialists
  • Aftermarket Business Development Managers

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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