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Hitachi Energy's Grid Automation team provide the most complete digital portfolio in the industry, offering our customers with end-to-end solutions. Combining our products with our exceptional expertise allows us to provide innovative solutions to energize the digital grid. The Regional Sales Manager – Network Control will be responsible for the sales of Network Control portfolio (SCADA, EMS, ADMS, GMS & MMS) in the Asia Pacific region countries, through internal and direct channels. In this position, you will be responsible for growing the market share in the region and delivering on budget commitment of the NC, through optimizing the existing markets, and generating incremental growth within the region in line with the overall region strategy. The sales manager is expected to spend more than 50% of his time directly face to face with prospects and named clients in the region. He / she is expected to leverage develop a strong knowledge of the organization, products and customers / markets in the region to develop and implement growth focused go to market plans within the region.
Your responsibilities
- Responsible for meeting the assigned budget targets for sales volume and strategic objectives for Network Control Products sales across Asia Pacific.
- The sales manager will be accountable for direct (end-user) sales achievements measured by solution line / demand view and will be responsible for driving the relevant sales actions in coordination with internal stakeholders within the HUB Network Control Team.
- Responsible for proactively leading the Network Control planning processes sales to ensure aligned performance objectives, orders targets, and critical.
- Develop broad relationships within identified accounts directly and through HAPG local resources at all levels of customer organizations by maintaining regular contact with users and timely and valuable communication with executives to demonstrate value and ensure satisfaction.
- Define and implement a go to market strategy to promote and build value propositions on targeted markets across all targeted verticals (Transmission, Distribution, Transportation, and Renewables within the region.
- Support sales plans, strategies, and work with the Network Control HUB team to grow market shares in alignment with the overall Network Control strategy.
- Direct engagement with key end-users, customers to increase the penetration on Network Control solutions, ensure proper technical qualification actions are actively pursued and broader value proposition delivered to bring value to customers (technical differentiators)
- Drive and coordinate marketing activities through follow-up of marketing leads, attendance to marketing driven events and leverage campaigns to build pipeline in line with go to market strategy
- Ensure all sales activities towards end-users are properly followed-up from lead identification through tendering, order negotiation and booking through regular review with local sales teams and direct involvement on key opportunities.
- Be accountable for proper forecasting (monthly / quarterly) in each covered country in coordination with local sales team and the hub business line through salesforce.com for opportunity management.
- Work with the HUB network Control team to ensure efficient overall sales process, from tendering to ordering stage. Implement an efficient regional structure to become an externally focused regional sales organization.
- Actively collaborate and coordinate within the wider HBL organization to leverage in country growth actions, and leverage on regional and global teams to develop new markets.
- Ensure full coordination and alignment is achieved within the Network Control HBL, report and when necessary drive resolving customer problems with deliveries and escalate as appropriate for timely response.
- Living core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.
Your background
- Minimum 15+ years’ experience in direct Network Control solutions sales including working with regional sales teams.
- Background in software solutions selling is required for this role, , experience in utilities space is highly desired
- Strong selling and relationship development skills are required to cope with a wide variety of sales activities and market information.
- Ability to develop appropriate and effective sales strategies for the covered region, and lead related sales effort including detailed go to market plans.
- Willingness to develop in-depth knowledge of the market and portfolio (technical and commercial) and how it fits into the targeted markets.
- Independent and ability to deliver results without daily supervision.
- Be able to travel at least 50% of the working time.
- Understands sales cycle and strategies. Gives valuable input to constantly improve sales strategy. Actively implements and supports approach and processes as defined by sales management.
- Effectively articulate and present technical information in both pre-and post-sales capacities across a variety of audiences with different levels of technical expertise. Communicates effectively to customers inside and outside the organization using a variety of mediums, including webinars, conference calls, emails, etc.
- Shares knowledge and makes use of the expertise within the company to help meet overall objectives. Builds and maintains excellent working relationships internally and externally and is comfortable interacting with all levels of management. Maintains highest levels of professionalism and ethical standards in all interactions with customers/partners and internal colleagues.
- Fluent in English is a must .Chinese language is highly desirable.
More about us
Hitachi Energy is a global technology leader that is advancing a sustainable energy future for all. We serve customers in the utility, industry and infrastructure sectors with innovative solutions and services across the value chain. Together with customers and partners, we pioneer technologies and enable the digital transformation required to accelerate the energy transition towards a carbon-neutral future. We are advancing the world’s energy system to become more sustainable, flexible and secure whilst balancing social, environmental and economic value. Hitachi Energy has a proven track record and unparalleled installed base in more than 140 countries. Headquartered in Switzerland, we employ around 38,000 people in 90 countries and generate business volumes of approximately $10 billion USD. www.hitachienergy.com
Publication date
2022-03-04
Reference Number
SG52085488_E13