Sales Excellence Head

Hitachi

3d•Onsite

About The Position

The opportunity This is a rare opportunity to shape and lead global sales excellence at enterprise scale. As our Sales Excellence Head, you will play a pivotal role in transforming how we sell—bringing discipline, transparency, and performance to a complex, global commercial organization. You will sit at the intersection of strategy, sales, technology, and data, acting as a trusted advisor to senior leadership and a catalyst for sustained, scalable growth. This role combines strategic vision with hands‑on execution and requires strong influence across a highly matrixed, international environment. How you’ll make an impact You will define and continuously improve our end‑to‑end global sales operating model, ensuring clarity, consistency, and effectiveness from planning through order execution. Key impact areas include: Sales Process & Operating Model Design, standardize, and evolve global sales processes, balancing global rigor with regional and business‑unit flexibility Embed best practices in pipeline management, deal qualification, forecasting, and account planning Sales Operations & Performance Strengthen forecasting accuracy, pipeline health, target setting, and performance management Establish consistent sales management rhythms and governance across regions and businesses Drive measurable improvements in productivity, win rates, deal velocity, and execution discipline Sales Technology & Data Own the global sales technology ecosystem (SFDC, SAP, analytics, forecasting, AI‑enabled insights) Ensure a single source of truth through strong data governance, transparency, and quality standards Lead adoption and value realization through simplification, automation, and strong change management Insights, Strategy & Alignment Deliver actionable analytics and executive dashboards that drive better decisions Translate enterprise strategy into clear sales priorities, operating plans, and execution roadmaps Partner closely with Sales, Finance, IT, and Business Units to ensure end‑to‑end alignment Transformation & Capability Building Lead large‑scale global sales transformation initiatives Embed sales methodologies, playbooks, and standards that work in the real world Build a culture of continuous improvement, accountability, and data‑driven decision making Your background You are a seasoned commercial leader who combines strategic thinking with operational excellence and thrives in complex, global environments. You bring:

Requirements

Bachelor’s degree required; MBA or equivalent preferred
15+ years of experience across sales, sales operations, sales excellence, or commercial leadership
10+ years leading large teams and influencing leaders without direct authority
Proven success operating in global, matrixed organizations
Deep expertise in sales process design, sales methodologies, CRM and sales technologies, analytics, and performance management
A strong track record of improving sales productivity, forecast accuracy, and growth outcomes
Exceptional stakeholder management, executive presence, and communication skills
Experience leading major change and transformation initiatives
Willingness to travel globally (~30%)

Nice To Haves

Knowledge of Lean, Six Sigma, or operational excellence principles (strongly preferred)
Experience in the Transmission & Distribution market is a plus

Responsibilities

Define and continuously improve our end‑to‑end global sales operating model
Design, standardize, and evolve global sales processes
Embed best practices in pipeline management, deal qualification, forecasting, and account planning
Strengthen forecasting accuracy, pipeline health, target setting, and performance management
Establish consistent sales management rhythms and governance across regions and businesses
Drive measurable improvements in productivity, win rates, deal velocity, and execution discipline
Own the global sales technology ecosystem (SFDC, SAP, analytics, forecasting, AI‑enabled insights)
Ensure a single source of truth through strong data governance, transparency, and quality standards
Lead adoption and value realization through simplification, automation, and strong change management
Deliver actionable analytics and executive dashboards that drive better decisions
Translate enterprise strategy into clear sales priorities, operating plans, and execution roadmaps
Partner closely with Sales, Finance, IT, and Business Units to ensure end‑to‑end alignment
Lead large‑scale global sales transformation initiatives
Embed sales methodologies, playbooks, and standards that work in the real world
Build a culture of continuous improvement, accountability, and data‑driven decision making