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Business Development Director, Mobility and Energy, Social Innovation

Location: London, POST-LON, United Kingdom
Job ID: R0002401
Date Posted: Apr 27, 2021
Segment: Others (Including Headquarters and R&D )
Business Unit: Hitachi Regional Headquarters
Company Name: Hitachi Europe Ltd.
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Senior Management
Job Schedule: Full time
Remote: No

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About Hitachi Social Innovation

Hitachi’s Social Innovation Business addresses the world’s most challenging social and environmental challenges. By focusing on more efficient and effective usage of assets, data and systems, we extract value to reach outcomes that matter for business and society – what we call the double bottom line.

Combining 100+ years of experience in operational technology (OT) and 60+ years in IT, we harness Hitachi’s broad capabilities in R&D to deliver cutting edge digital and end to end solutions and services in Mobility and Energy.

Role Overview

As part of the Social Innovation Business and reporting to the Chief Commercial Officer, you will lead an international sales team working with a global multidisciplinary team of experts. The purpose of the role is to drive customer acquisition for Hitachi’s intelligent fleet decarbonisation, intelligent infrastructure in rail and estate decarbonisation propositions.

Working collaboratively with other Hitachi Business Units, clients and prospects, you will work with your sales team to identify business opportunities and take leadership in orchestrating client discussions, identifying client value levers, building value propositions, articulating our value add-approach and closing the deals.  

Your responsibility will be to build a direct and indirect sales team to deliver $20m in bookings in 2021 and $90m in 2022, along with on-going annuity ‘as a service revenues’ working across a complex multi-national business leading an internal sales team and leveraging a virtual team across Hitachi.

Main Tasks & Responsibilities

Responsibilities include, but are not limited to:

  • Own, drive, update and manage the sales propositions in our key proposition areas of EVaaS (light commercial vehicles and depot infrastructure), EBaaS (Electric buses and depot infrastructure) and EDaaS (strategic hub-charging and remote fleet charging hubs) by managing customer feedback into our product and service delivery teams
  • Manage and deliver complex commercial deals including service delivery, capital (vehicle and depot) finance and enabling software as a service (utilisation, power optimisation, predictive maintenance, etc)
  • Primary responsibility is the delivery of $20m in bookings in 2021 and $90m in 2022 across 2 value propositions: Intelligent Fleet Decarbonisation and Mobility Accelerator.  The specifics of the breakdown of these two elements will be shared later
  • In a player/manager capacity, ensure the monthly, quarterly and annual goals are achieved
  • Agree committed revenue goals from direct (internal) sales team and Hitachi Business Units. However, this is agreed, the responsibility for hitting the goals sits with this role
  • Build and scale the team both organically and through partner organisations and Hitachi Business Units to hit the exponential revenue requirements
  • Rigorous management and accurate forecasting for monthly, quarterly and annual goals with robust qualification methodology and accurate projections
  • Own, manage and maintain a detailed pipeline of opportunities across the European target markets for the Intelligent Fleet Decarbonisation business
  • Build strategic sales and marketing plans for the EVaaS, EBaaS and EDaaS propositions and drive sales into each of these target areas
  • Alongside your team, own and build account manage plans for clearly identified target clients in each of our proposition areas within each target geography and track, manage and maintain performance against sales target KPIs for the business
  • Engage regional European Hitachi Business Unit sales teams to advance and implement specific account penetration strategies, evaluate customer needs and requirements for their local market
  • Leverage your own networks and open-up new sales dialogues to drive new business
  • Articulate how our propositions can be used to drive business value for our customers
  • Understand key business value levers in different target segments
  • Understand customers & Hitachi business structure and how they vary across geographies
  • Understand competitive pressures & unique/complimentary strategies for each of the applicable geographies to address these
  • Manage own sales opportunities and support the ongoing sales pursuits of your sales team
  • Coach members of the sales team to ensure the quality of pipeline development, proposition presentation and deal closure
  • Maintain and expand our relevance to each customer through account development.

Skills & Competencies Required

  • Significant work experience in sales and business development in the transport industry at a professional services, software or technology company
  • Successful track record of selling into transport operators and transport government authorities in Europe
  • Demonstrable track record within sales/business development for digital solutions and services
  • Successful track record of sales team coaching and managing, leading to substantial deal closure by the team
  • Solution selling methodology and approach
  • Strong communicator to take the lead and structured approach
  • Ability to understand the client strategy, political/competitive landscape, transition to net zero challenges and budget priorities
  • Maintains good rapport and demonstrates leadership and collaborative teamwork in cross-functional teams
  • Ability to work seamlessly in a direct and virtual matrixed managed environment
  • Bookings driven and expert in sales process management
  • Customer focused and savvy business hunter mentality
  • Excellent academic qualifications with a BSc Degree and/or MSc, or equivalent level of experience
  • Embraces a culture of trust, free thought and complete transparency
  • Ability to impact and effect change without being confrontational
  • Analytical and inquisitive
  • Big picture thinking
  • Works well under pressure
  • Critical thinking
  • Strong relationship building skills.

Benefits Package

Company Funded Benefits

  • Market competitive salary and discretionary bonus scheme
  • Generous holiday entitlement - with the option to buy up to an additional 8 days per year
  • A Holiday Banking scheme allowing you to bank untaken holiday to use another year
  • Group Personal Pension
  • Private Medical Insurance with self-funded option to cover family members
  • Employee Assistance Programme available to all employees
  • Personal Accident Insurance

Voluntary Benefits (funded by employee) including;

  • Cycle To-Work scheme
  • Gym Membership
  • Dental Insurance with option to include dependent children
  • Health screening
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