Sales Manager

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The opportunity:
As Sales Manager, Grid Integration, GPQSS – Zone West, will be part of Hitachi Energy business based in the Mumbai, you will be responsible for securing orders for Grid Integration, GPQSS solutions within the Zone in line with Business targets and strategy. You will be responsible for enquiry generation from an early stage, promoting GPQSS offerings, push for GPQSS Strategy, closely working with Bids & Proposals team and other business units on those enquiries, updating Sales force, developing a winning strategy through capture teams, preparing the market price, identifying and nurturing key stakeholders (customer, consultants, regulators, etc.), supporting bidding process and negotiating until contracts are successfully signed.

Within Hitachi Energy you will work in Zone West and coordinate activities with local team members and backend sales functions. You will plan and ensure execution of the GPQSS/Hub/BL sales strategy for Grid Integration to achieve both qualitative and quantitative targets for systems & services in a profitable way.

How you’ll make an impact :

• Support exceeding the sales targets through high performance and to ensure high levels of customer satisfaction ensure that the business substantially increases sales, margins, market share and customer satisfaction in the Indian market segments.

• Develop and implement a market-based strategy including EPC Channel and direct project sales approach for both short-/mid-term project bidding as well as long-term pipeline and opportunity development.

• Build relationships with key external influencers to educate, inform and solicit support for new Hitachi Energy ventures and technical developments.

• Identify target customers, projects in India and EPCs to meet or exceed sales targets.

• Ensure appropriate technical and financial aspects of offers, including prices and trading conditions with the business units.

• Create, plan and implement a clear sales strategy for Grid Integration solutions in India, including sales initiatives, in line with Local/HUB sales objectives.

• Develop new customers and build relationships to retain existing customers by discussing value based selling concept, Define winning strategies, update SFDC and lead Capture Teams meetings

• Work with customers and consultants in pushing our new applications through Webinars. Works Shops and Face to Face Meetings

• Defines key targets (e.g. project, prices, portfolio mix) and ensures these are achieved for the segments/markets. Ensure detailed business/sales plans are in place with regular follow-up.

• Drives the growth of the top line in each target industry segment. Setting target price and Winning Strategy of main focus projects.

• Activates operation intelligence, benchmarking and analysis to identify best processes, equipment, automation practices, etc.

• Ensures Hitachi Energy’s value proposition for the Utility / Industry / Renewable / BESS / Data Centers / Transportation / EV chargers’ segment is developed and well communicated (internally and externally). Supports back-end Sales organizations to ensure they are positively perceived in the target segment.

• Actively participates in the development of international standards and regulations by identifying and influencing the appropriate external bodies (including government, legislative bodies, technical and trade associations).

• Feeds back to the Business Units/Product Groups on market developments and requirements.

• Ensure that the major accounts in the segment(s) are identified and prioritized.

• Builds and maintains strong relationships at senior levels with the key stakeholders. Contracts and negotiations:

• Ensure the team is well prepared and has the necessary internal support to pursue and manage large project contracts. Help or lead to negotiate complex legal and commercial international frame agreements, and major turn-key system supply projects in the region of 10-30MUSD.

• Identifies and manages risk relating to project location, customer financial status, contract terms, and prices across segments.

• Responsible to ensure compliance with applicable external and internal regulations, procedures, and guidelines.

• Living Hitachi Energy’s core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.

Your background:

• Education: Minimum B.E. / B Tech Electrical / Electronic Engineering.

• Skills: Strong know-how of the Transmission & Distribution offerings, technical sales skills, Commercial terms, negotiation skills, and Strong communication skills.

• Experience: 7 -10 years in Sales/Engineering/PM function of HV Substations.

• Deliver Results: Prioritize, Act, Achieve.

• Results orientation: drive to exceed goals & improve business practices for higher performance levels.

• Strategic orientation: define own plan within larger strategy & contribute to strategy beyond own area.

• Collaborate: Listen, Value, Engage.

• Teamwork & collaboration: Actively demonstrate teamwork & facilitate collaboration.

• Innovate: Challenge, Create, Change.

• Intercultural sensitivity and effectiveness: function well across cultures & act as facilitator between cultures.

• Focus Externally: Customers, Partners, Markets.

• Customer & market orientation: Anticipate and address evolving customer and market needs & build close and sustainable customer relationships

• Proficiency in both spoken & written English language is required