National Sales Manager - IPP

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
• Agressive 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
• 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
• Coverage of sales efforts with the Marketing, Proposal, and Operations groups by proactive communication/updates throughout process of pursuit
• 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

Qualifications

• 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
• 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