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Our Hitachi Energy business is currently seeking a seasoned sales VP of Utility Sales to lead our efforts within the US in the Northeast Region of the US (remote). The role will manage a team of Sales Mangers and drive revenue growth and foster strong relationships with key utility clients across the Northeast. This position can be based remotely in the NE region, close to a major airport, and will report directly to the Executive Vice President, Head of North America.
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Main Accountabilities:
• Leadership & Team Development - Lead, mentor and develop a high performing team of Sales Managers who lead their regions in achieving targets and develop strong relationships.
• Account Strategies - Provide insights and leadership indeveloping sales strategies for accounts, identifying opportunities for growth and market penetration. Understands market trends, competitive landscapes and customer needs and make strategic decisions in partnership with the NAM Region Head and the RVPs.
• Client Relationship Management: Develops strong relationships all the ways to the C-suite to develop a good understanding of the customers strategy and challenges and how Hitachi Energy can support them, to drive market changes, to ensure client retention and to engage in high level negotiations.
• Sales Performances - Sets regional targets and gives insights in order to grow margins for the accounts and ensures their achievement with a structured follow-up process, including systematic reporting to senior leadership on achievement to goals regionally and across US.
• Collaboration - Work cross functionally with marketing, product development and operations teams to align strategies with business objectives.
• Customer Knowledge- Deep understanding of the base customer's business strategy, purchasing behavior, organization, decision-makers, customer business drivers, economic trends, and competition.
• Volume and Profit - Works to drive and enable teams in selling products/solutions/services to customers, focusing on volume, mix and profitability targets.
• Market Activity - Monitors competitors' activity ensuring RVPs have appropriate response strategies formulated and implemented.
• Sales - Creates added value for the customer and Hitachi Energy by ensuring a deep understanding of the customers applications. Communicates details in accordance with Hitachi Energy supply, offering and strategy. Instills customer confidence based upon strong technical understanding of products/systems and communication of that knowledge into customer solutions. Challenges internal and external to explore new options and solutions.
• Strategy - leverage very good understanding and the market to work with the NAM Region Head and the NAM Strategy & Partnership to develop and drive the US country strategy.
Key Skills & Attributes:
• Strategic mind with strong capability in analytics and problem solving. Striving to solve customer issues with solutions that enable them to be efficient and effective to their customers.
• Out of the box thinker.
• Ability to develop sales strategies and provide insight to customers involving multiple product line offerings across a variety of businesses.
• Highly focused on delivering results.
• Ability to create and articulate a clear and inspiring vision.
• Strong and mature analytical and communication skills.
• Very good interpersonal skills allowing to develop relationships with key stakeholders.
• Highly collaborative mindset allowing to strive in a collaborative culture.
• Able to help and support the team in overcoming obstacles of sales efforts, anticipate market change, and forecast/communicate customers' buying patterns & product requirements.
• Ability to be decisive - making decisions with confidence and clarity.
• Strong business acumen / sense to determine when escalation is required.
• Anticipates roadblocks, and communicates to internal & external stakeholders appropriately.
Required Qualifications:
Candidates with the following combination of education and experience will be considered:
o Bachelor's degree with minimum of 15 years' account management/sales experience with a focus on the utility sector or related industries.
Experience above should be in some combination of Engineering, Project Management, Sales, and/or Marketing
• Proven track record of successfully leading sales teams and driving revenue growth.
• Experience in selling a combination of solutions, service, software and hardware.
• Experience in working with global teams.
• Strong understanding of the US utility landscape including regulatory frameworks and market dynamics.
• Excellent communication, negotiation and interpersonal skills with the ability to influence and build relationships at all levels.
• Willingness to travel up to 50% of the time.
Preferred Qualifications:
• Experience working with large investor-owned utility clients is a plus.
• Recent experience working with the sales & marketing of Power Transmission and Distribution products, solutions and software(e.g. transformer systems, switchgear, high voltage breakers, etc.).
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