National Sales Manager - IPP

Hitachi•Houston, TX

2d•Remote

About The Position

The National Sales Manager role is responsible for broadening the Network Control (SCADA/EMS/GMS/ADMS) customer base through the identification and pursuit of new sales opportunities at non-established NC customers for a region. The focus for this role is to expand our already growing footprint with Independent Power Producers (IPPs) and other strategic opportunities as assigned. Working as a team with our GMS and other solution experts.

Requirements

Excellent knowledge of IPPs and the associated technology and business landscape
Continual attention demonstrated to seeking new sales opportunities beyond an installed customer base
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
B.S. degree in Engineering, Computer Science, or Business Management or a related discipline.
Minimum 5 years professional experience with proven success in expanding customer base and aggressive exploration and pursuit of new opportunities with new customers.

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 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 qualified leads
Introduce technical and executive team into the 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 (or equivalent), 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 coordinating demos