Sales Director, Data Centers - Colocations (Raleigh, NC)
Mission Statement
This position in Hitachi Energy Industrial Sales will lead a team of Account Managers focused on achieving order targets, volume growth, price quality / margin, cost and customer satisfaction objectives, through excellent external and internal customer relations.
Key aspects of the role are:
Input and collaborate to develop specific sales strategies and methodologies for the applicable market verticals and the identified key customers and opportunities.Drive the behaviors of Account Managers to develop and execute successful account management requirements.
Work with the Account team in pursuit of determining where our customers perceive value, direction of the markets and optimal pursuit strategies for market opportunities. The position will help our business units align their value proposition with the industry direction and Customers buying criteria for the respective market verticals.
As Sales Director, you will be responsible to ensure sales targets are met or exceeded and oversee the sales planning process to ensure strategies are aligned with corporate growth objectives.
As a team leader, coaching of Account Mangers to ensure continued development of sales competencies for team members and support of individual career goals is a top priority. Additional responsibilities related to people leadership may include resume screening, interviewing, onboarding, performance management, coaching sessions, workforce planning and identifying team training needs.
Main Responsibilities
Culture - Ensure the account management team is in full compliance with all Hitachi Energy Policies, Laws and Regulations including Operational Health and Safety requirements. Drive the Core Values and Behaviors defined by US Sales leadership and bring the Leadership Pillars to life for your team, connecting them to Purpose, Potential, Performance and People
Sales Targets & Account Management - Forecast bookings and meet/exceed resulting objectives. Prepare budget for your segment for upcoming fiscal years with the approval from leadership. Drive sales activity and identify opportunities at existing and potential new customers. Manage Opportunity Pipeline, providing continuous support and direction to the Sales team members. Ensure top line growth and bottom line (net margin) results that align with US Sales objectives. Attend monthly pipeline review calls and stay current on forecast/budget achievement for your team. Support the Account Managers through the Account Review & Planning process.
Sales Team Leadership - Manage the team to provide maximum account and opportunity coverage at a competitive cost. Build and lead a top performing sales team through talent acquisition, coaching and performance management. Train, coach and mentor sales team members, assess technical and sales competencies striving for further development. Utilize high-level relationships with BU and Product Group personnel to best position sales team to gain mind share.
Customer Relations - Ensure that Hitachi Energy meets/exceeds customer expectations and all contractual obligations. Work with BU’s to plan sales strategy and develop specific sales plans for major negotiations. Establish, build and maintain long-term customer relationships to increase Hitachi Energy’s presence and mind share at identified key accounts within the market verticals.
Marketing - Lead and participate in market analysis to determine commercial viability of products, requirements and risks. Ensure market requirements and expertise from the key verticals are identified and communicated to Sales and BU management. Attend monthly BU and Segment Review calls. Foster strong and effective relationships with internal and external customers alike. Take ownership of the sales and marketing processes and all relevant actions and programs.
Raleigh, NC is the targeted location; however, for the right candidate, alternate locations may be considered.
Qualifications
- Bachelor’s degree required with advanced degree desirable; Technical degree or strong technical aptitude needed.
- Minimum 10 years of experience with leading sales pursuits
- Minimum 5 years of experience in Data Center market
- Exceptional analytical, communication and leadership skills
- Proven success in working within one’s own organization to collaborate and gain support needed for external sales pursuits
- Demonstrated effective leadership including coaching, project leadership and/or people management
