Channel Manager

Mission Statement:

You are expected to boost the sales opportunity through various sales channel such as distributor, OEMs, EPCs. New sales channel development of Distributor is expected under this role including Hitachi's agents, distributor so called Tokuyakuten.

Many challenges are expected as the alignment of contract conditions, commercial conditions, etc. and you're expected to sort out such challenges and overcome, then make the way.

Your Responsibilities:

• You will formalize the value propositions for segments, channels, applications including external and internal messaging of the value propositions. Work with Business Unit Marketing & Sales, Marketing, Solution Manager, and other organizations such as Product Management (PM), Technology Management (TM), and Account Management (AM) to define the strategy for the segment and its sub-segments.

• You will monitor competitors’ activity and Market trends and ensures that appropriate response strategies are formulated and implemented.

• You will define key targets (e.g. volume, prices, mix) aligned with the global strategy and ensures these are achieved for the Channel / Distributor / OEM in the specified market. Ensures detailed business plans with regular follow up are in place.

• You will create added value for the customer and Hitachi Energy (HE) by ensuring a coordinated sales approach (e.g. frame agreements, supply agreements). Communicates details in accordance with HE supply, offering and strategy.

• You will establish and develop account relationships based on a defined segment strategy. Acts as focal point for problem resolution and monitor customer claims / quality, if any. Plan, facilitate or conduct customer negotiations.

• You will identifies and evaluates Channel / Distributor / OEM partners together with the LSM and the global Channel / Distributor / OEM management team. Contributes in sales and frame agreements negotiations. Manages annual performance assessment activities for Channel / Distributor / OEM partners. Supports driving strategic partnerships, developing personal relationships with partners, customers and other decision makers.

• You will evaluate and certifies Channel / Distributor / OEM partners. Ensures training
  for Channel / Distributor / OEM and internal sales in aspects of marketing analysis, market segmentation, demand creation techniques, Channel / Distributor / OEM models and cost structures, effective Channel / Distributor / OEM program development and Channel / Distributor / OEM metrics.

• You will coordinates sales and marketing efforts and pricing policies that require Channel / Distributor / OEM /segment partner participation. Ensures appropriate communication, promotion and training activities in the Channel / Distributor / OEM /segment.

• Living Hitachi Energy’s core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business. 

Your Background:

• You hold bachelors degree.

• Channel sales experience of substation equipment in general, or components for making substation equipment or in Heavy Electrical Equipment.

• Business level English. Able to conduct meetings in English.

• High fluency or Native level Japanese fluency.

• Candidate from Distributor side with good knowledge of channel sales with good strategic sales mindset is acceptable.