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General Information: 

The Business Development Manager role is responsible for broadening the Network Control (“NC”; SCADA/EMS/GMS/ADMS) customer base through the identification and pursuit of new sales opportunities at non-established NC customers for the United States region.  The focus for this person is IOUs, Rural Electric Cooperatives, Municipalities, and other strategic opportunities as assigned.

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 Salesforce 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 leads
  • Introduce technical staff into 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
    • 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 hosting demos

This role normally requires approximately 40% travel.  Customer site visits are an integral ingredient to success which may be enhanced through virtual contact. 

EXPERIENCE/SKILLS:

  • Strong knowledge of the electric utility sector and the associated technology and business landscape
  • Continual attention demonstrated to seeking new sales opportunities
  • 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(empty)

Ubicación Remote - Texas, United States of America;
Nashville, Tennessee, United States of America;
Remote - Arizona, United States of America;
Remote - Colorado, United States of America
Tipo de empleo Full time
Experiencia Experienced
Función laboral Sales, Marketing & Product Management
Contrato Regular
Fecha de publicación 2024-01-31
Número de referencia R0024147

Sobre Hitachi Energy

Hitachi Energy es un líder tecnológico mundial que promueve un futuro energético sostenible para todos. Prestamos servicio a clientes de los sectores de servicios públicos, industria e infraestructuras con soluciones y servicios innovadores en toda la cadena de valor. Junto con nuestros clientes y socios, somos pioneros en tecnologías y facilitamos la transformación digital necesaria para acelerar la transición energética hacia un futuro neutro en carbono. Estamos haciendo avanzar el sistema energético mundial para que sea más sostenible, flexible y seguro, equilibrando al mismo tiempo el valor social, medioambiental y económico. Hitachi Energy tiene un historial probado y una base instalada sin precedentes en más de 140 países. Con sede en Suiza, empleamos a unas 45.000 personas en 90 países y generamos volúmenes de negocio de unos 13.000 millones de dólares.

www.hitachienergy.com

Hitachi Energy es una empresa que promueve la Igualdad de Oportunidades en el Empleo (Equal Employment Opportunity)(EEO) y la Acción Afirmativa, fomentando la diversidad en el lugar de trabajo. Los invitamos a presentar su candidatura y queremos que sepa que todos los solicitantes cualificados serán tenidos en cuenta para el empleo independientemente de su raza, credo, color, ascendencia, religión, sexo, origen nacional, condición de ciudadano, edad, orientación sexual, identidad de género, discapacidad, estado civil, situación de baja médica familiar, condición de veterano protegido o cualquier otra característica legalmente protegida. Para obtener más información sobre sus derechos como solicitante de empleo, visite los siguientes sitios web aquí y aquí. Los veteranos protegidos y las personas cualificadas con una discapacidad pueden solicitar una adaptación razonable si no pueden o tienen limitada su capacidad para utilizar o acceder al sitio profesional de Hitachi Energy como consecuencia de su discapacidad. Puede solicitar ajustes razonables llamando a un representante de Recursos Humanos de Hitachi Energy al 1-888-504-2007 o enviando un correo electrónico a: [email protected]. No se aceptarán currículos ni solicitudes de esta manera.