National Sales Manager - IPP

The opportunity

Hitachi Energy is a pioneering technology leader that is helping to increase access to affordable, reliable, sustainable, and modern energy for all. We keep your lights on, the factories running, our hospitals and schools open. What we deliver is used almost universally, with more than three quarters of the world’s population positively impacted by what we do. Founded on 100+ years of engineering heritage and enriched by diversity, we balance social, environmental, and economic values for a sustainable society. We employ more than 40,000 people in more than 90 countries.

The National Sales Manager role is responsible for broadening the Network Control (SCADA/EMS/GMS/ADMS) customer base through the identification and pursuit of new sales opportunities at non-established NC customers for a region.   The focus for this role is to expand our already growing footprint with Independent Power Producers (IPPs) and other strategic opportunities as assigned.  Working as a team with our GMS and other solution experts.

DUTIES AND RESPONSIBILITIES:                                                                       

• Think strategically and own “your” business plan
• Apply a step-by-step selling process and report progress along the way
• Identify target opportunities for NC with new customers through:
  • Evaluation of market research reports
  • Aggressive and organized networking internally to Hitachi Energy and externally
  • Visits to all potential leads and prospects utilizing established networks
• Evaluate and analyze leads through applied screening criteria to convert from leads to prospects and opportunities
• Meet and proactively report on quota for leads, prospects, opportunities, and bookings
• Maintain information in the CRM tool for:
  • Tracking sales including contact reporting
  • Reviewing sales process, status and forecast
  • Building player maps
• Ensure appropriate Capture Team Strategy is in place for pursuing qualified leads
• Introduce technical and executive team into the account/opportunities at appropriate point in process
• Ensure all decision makers and key executives in customer organization are involved in the customer/supplier relationship prior to issuance of bid:
  • Set up minimum one CXO level meeting with the VP Sales (or equivalent)
  • Set up minimum one meeting with the ultimate customer decision maker and
    NC senior management
• Coordinate sales efforts with the Marketing, Proposal, and Operations groups by proactive communication/updates throughout process of pursuit
• Engage and coordinate other Hitachi Energy sales channels in the sales strategy ensuring all parties fulfill appropriate roles throughout the process
• Partner with customer during the RFP process and take lead with all internal Hitachi Energy departments to develop a bid that is responsive to the customer requirements. 
• Take the lead in completing RFP, RFI and budgetary submissions including identifying and establishing any partner(s) required for the opportunity.
• Keep track of competitors’ selling status, tactics and strategies
• Take the lead in outlining and communicating a winning sales strategy against competitors
• Ensure customer requirements are documented prior to coordinating demos

This role will require approximately 30-40% travel.  Customer site visits are an integral ingredient to success, which will be enhanced through frequent, virtual contact. 

EXPERIENCE/SKILLS:                        

• Excellent knowledge of IPPs and the associated technology and business landscape
• Continual attention demonstrated to seeking new sales opportunities beyond an installed customer base
• Proven success in identifying and capturing new customer opportunities resulting in a broadening of the customer base in an organization
• Proven success in selling against competition and driving the value of the offered system(s) to the customer needs resulting in new customers to an organization
• Strong sales management skills demonstrated through a defined planning process that is consistently applied to pursuit of opportunities
• Strong communication skills
• Solid understanding of software offerings and market needs
• Experience with building strategy for pursuing a non-installed base customer with defined short, mid and long-term goals and action plans
• Experience with engaging across businesses (multi-divisional etc.)
• Strong negotiating skills
• Proven track record in managing, influencing and motivating project team members to achieve project objectives.
• Experienced business traveler

EDUCATION:         B.S. degree in Engineering, Computer Science, or Business Management or a related discipline.

EXPERIENCE:        Minimum 5 years professional experience with proven success in expanding customer base and aggressive exploration and pursuit of new opportunities with new customers.