Territory Sales Leader - Packaged Air Operations (PAO)

Location:

Remote - United States

Job ID:

R0064675

Date Posted:

2024-10-24

Company Name:

HITACHI GLOBAL AIR POWER US, LLC

Profession (Job Category):

Sales, Marketing & Product Management

Job Schedule: 

Full time

Remote:

Yes

Job Description:

Job title:

Territory Sales Leader – Packaged Air Operations (PAO)

Territory:

 Eastern USA & Canada

Reports to:

Business Development Manager – Packaged Air Operations (PAO)

Summary of the position:

The Territory Sales Leader (TSL) – PAO is responsible for developing the PAO business by promoting and supporting the sales of our PAO packaged solutions, both commercially and as part of our Managed Air Power (MAP) “air over the fence” program, to existing and new customers throughout assigned territory.  The TSL will consult with channel (distributor, HAC, OEM, Strategic Account, EPC) to identify opportunities, ascertain specific customer requirements, develop and recommend the BEST packaged solution, and jointly position the solution with the customer.  With a dedicated PAO focus, sales efforts will target ALL industries, channels, and applications throughout the assigned territory.  This position also acts as channel’s business partner and technical resource.  The TSL is ultimately responsible for achieving PAO sales goals in the assigned territory.

Territory – Eastern USA / Canada

Duties and responsibilities:

• Create and implement strategies to meet or exceed Sales and Bookings objectives for PAO solutions in the territory.  Has ultimate responsibility for achieving assigned sales goals.

• Establish proactive, productive, professional, and mutually beneficial relationships within all HGAP sales channels (as noted above).

• Become a trusted business consultant, and product and program expert to all channel partners and sales team(s).

• Specific MAP duties include – preparation of budgetary / firm quotes, manage PO’s, act as project manager (post-PO) to ensure proper installation and operations run as planned.  Manage all MAP contracts including Sullair Service Provider, capital equipment financing company, and end customer agreements.

• Specific commercial solutions’ duties include – ensure “end-to-end”, total seamless solutions are presented by channel, and track post-sales channel support activities, including installation / start-up, proper operations training for end customer, and the promotion of Sullair service and aftermarket products and programs.

• Identify coverage/market penetration gaps and associated plans to remedy utilizing multi-channel and direct sales approach where applicable.

• Complete other business development tasks / projects as assigned – all in support of growing PAO business both near and long term.

• Advise product management and business development leadership of market and competitive trends related to PAO solutions.

• Fully support and actively participate in the development and launch of new PAO solutions into the market.

• Participate in, support, and aggressively drive PAO sales initiatives and contests through direct and indirect channel resources.

• Grow market share – focus on penetrating deeper into existing accounts and converting competitive accounts, while maintaining existing service business.

• Understand and practice Strategic Selling principles and concepts.

• Maintain the highest standards of customer service – strive to meet / exceed customer expectations, to ensure the PAO is “Best in Class”.

• Utilize CRM to support and manage customer activities, quotes, leads, etc.

• Be a key face of HGAP to our customer; be professional in all interactions, communications, presentations, appearance, etc. with the customer always.

• Prepare all sales and activity reports, presentations, studies and research as requested, including regular communication for Planning and S&OP activity as needed. 

Qualifications:

• Experience with rotating equipment; strong mechanical aptitude / technical prowess; experience in compressed air equipment / rotating equipment is highly desired

• Positive customer-focused attitude and successful interaction in a dynamic team environment is a must

• Proficiency with MS Office software, i.e., Word, Excel, PowerPoint

• Experience with SAP and CRM tools are a plus

• Proven time and territory management, planning and organizational skills

Education:

• Bachelor’s degree in engineering (or technical discipline) or business, or equivalent direct industry and products experience

Professional experience:

• At least 3 years of experience in a technical / solution selling environment, preferably in the use and/or application of compressed air systems.

• 3-5 years of Business-to-Business Sales Leadership experience with a track record of achieving sales objectives by leading and motivating distributor network and sales team.

• Ability to work collaboratively with key stakeholders.

• Available for travel up to 50% of the time.

Key behaviors:

• Excellent oral and written communication skills with strong desire for serving customers.

• Ability to ask the right questions in order to investigate the best customer solution.

• Excellent presentation skills.

• Ability to handle inevitable objections, inspire trust and generate project enthusiasm.

Direct reports:

• None

The successful candidate is responsible for complying with Hitachi Global Air Power US Code of Ethics and related policies. In performing the job, the incumbent shall take all steps necessary to comply with our safety rules and requirements and must actively support the organization's efforts to meet and exceed its goals of creating and maintaining a safe workplace.

This description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company's discretion.

Hitachi Global Air Power US is an equal opportunity employer and will not discriminate based on race, religion, color, age, gender, sexual orientation, national origin, genetic information, veteran status, physical or mental disability, or other protected categories under applicable law, whether in recruitment, employment, promotion, transfer, compensation, or other conditions of employment.