Description
Our Company
Hitachi drives Social Innovation Business, creating a sustainable society through the use of data and technology. We solve customers' and society's challenges with Lumada solutions leveraging IT, OT (Operational Technology) and products. Hitachi operates under the business structure of “Digital Systems & Services” - supporting our customers’ digital transformation; “Green Energy & Mobility” - contributing to a decarbonized society through energy and railway systems, and “Connective Industries” - connecting products through digital technology to provide solutions in various industries. Driven by Digital, Green, and Innovation, we aim for growth through co-creation with our customers. The company’s consolidated revenues for fiscal year 2022 (ended March 31, 2023) totaled 10,881.1 billion yen, with 696 consolidated subsidiaries and approximately 320,000 employees worldwide. For more information on Hitachi, please visit the company's website at https://www.hitachi.com.
About Sullair - Hitachi Global Air Power (HGAP)
Sullair was one of the first to execute rotary screw technology in our air compressors, and our machines are well-known throughout the world for their legendary durability. Our products empower our customers to focus on their processes, grow their businesses, and better serve their customers. Founded in Michigan City, Indiana, in 1965, Sullair serves customers in every corner of the globe. We have offices in Chicago and manufacturing facilities in the United States and China—all ISO 9001 certified to ensure the highest quality standards in manufacturing. Additionally, the Sullair Suzhou facility is ISO 9001, ISO 14001, and OHSAS 18001 certified. Sullair became a Hitachi Group Company in July 2017 and became part of the Hitachi Industrial Equipment Systems Co., Ltd. (HIES) compressor portfolio. HIES established Hitachi Global Air Power (HGAP) in April 2023 to bring together its global compressed air business and renamed Sullair, LLC to operate under Hitachi Global Air Power (HGAP). We are the same organization, ownership, leadership, and staff, but now we have a name that more clearly demonstrates the breadth of Hitachi compressed air solutions, product lines and innovation that both Sullair and Hitachi bring to the market.
What you’ll be doing
Area/Territory Sales Manager is responsible for directing, supporting and overseeing all aspects of Company's Sales Growth Strategy to increase and grow sales, profit and exceed annual sales (double digit annually), develop/establish new markets/distributorship networks and direct customer base and territory objectives.
* Manage day-to-day sales activities, pipelines, distributor/channel partners, direct customer base concerns, work with RSM to negotiate and approve all sales agreements, ensure account profitability, manage customer complaints and issues.
* Expand relationships and identify opportunities with current and new distributors/channel partners to aggressively grow sales volume.
* Identify and develop new channel partners, distributors and direct customer sales, including rental companies while eliminating poor performing distributors.
* Expand ‘After Sales’ activities, revenues and footprint.
* Provide excellent service by building unique touch points, promptly responding to requests and establishing a dynamic relationship with all customers.
* Effectively develop Stationary Compressor business.
* Provide training of distributor sales force and sales support to distributors/channel partners.
* Drive performance of distributors to meet or exceed program and territory metrics, goals and objectives.
* Identify and help create marketing campaigns.
* Communicate and implement marketing programs & product updates with distributors/channel partners and sales team.
* Become a trusted consultant and product expert to distributors/channel partners and sales team.
* Develop and execute a business/sales plan to exceed the assigned sales and revenue targets.
* Maintain regular communication with Sales Management and Product Management.
* Ensure all environmental, ethical, and company policies are met and provide intervention in the event of a compliance issue.
* Perform necessary duties to exceed client and distributor/channel partner expectations.
* Communicate market trends, product ideas and competitive intelligence to sales and product marketing.
What you bring to the team
We’re looking for a team player, who is motivated by delivering great work and the Hitachi vision. The role will be a mixture of remote-hybrid work with occasional visits to the office when required (Regus, Newcastle, United Kingdom).
The ideal candidate will possess the following skills and background:
* An engineering degree or equivalent.
* 3-5 years of solid Business-to-Business Sales experience in the country or region with a proven track record of achieving sales objectives by leading and motivating distributor network and sales teams.
* Proven track record of achieving sales targets.
* Industrial Machinery/Equipment or Large Construction Machinery/Equipment experience REQUIRED.
* Compressor industry experience is required; however, candidates with Portable equipment, Rentals, Rotating Machinery/Equipment will be considered.
* Background in channel/distributor account management and development (revenue based with distributor relationships).
* In-depth, proven knowledge, understanding of conducting business and working in the region.
* Accustomed to frequent travel (approximately 50%), overnight stays.
* Excellent interpersonal and communication skills, written and verbal.
* Exceptional presentation and negotiation skills.
* Confident, outgoing, personable, professional, proactive, driven demeanor and approach essential.
* Ability to communicate professionally with all levels of the organizations including both internal and external customers.
* English first or second language.
* Bi-Lingual Spanish, French, German a plus.
* Strong MS Word and other software (including Sales Applications) skills and experience.
* SAP experience an advantage.
Key behaviors:
* Self-starter
* Results oriented
* High level of ethics
* Strong written and verbal interpersonal skills
* Team player with positive attitude
* Excellent communication skills, ability to work in a well-structured fashion and strong capability to work with cross-functional teams
The successful candidate is responsible for complying with Sullair’s Code of Ethics and related policies. In performing the job, the incumbent shall take all steps necessary to comply with our safety rules and requirements and must actively support the organization's efforts to meet and exceed its goals of creating and maintaining a safe workplace.
Benefits Package
Along with a market competitive salary and discretionary bonus scheme, employees have the option to work flexibly in line with our hybrid working model and we would be happy to discuss this with you during the hiring process.
Company Funded Benefits
* Generous holiday entitlement - with the option to buy up to an additional 5 days per year
* A Holiday Banking scheme allowing you to bank untaken holiday to use another year
* Group Personal Pension
* Private Medical Insurance with self-funded option to cover family members
* Employee Assistance Programme available to all employees
* Personal Accident Insurance
Voluntary Benefits (funded by employee) including;
* Cycle To Work scheme
* Gym Membership
* Dental Insurance with option to include dependent children
* Health screening
* Dining card
Our Values
We are proud to say we are an equal opportunity employer and welcome all applicants for employment without attention to any factor that doesn’t impact your ability to do the job, including race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. We are proud of our Japanese heritage, with our values expressed through the Hitachi Spirit:
Wa – Harmony, Trust, Respect
Makoto – Sincerity, Fairness, Honesty, Integrity
Kaitakusha-Seishin – Pioneering Spirit, Challenge
If, like us, you’re pioneering, innovative and motivated to build a zero-carbon transportation future, accelerating the world’s transition to greener, more efficient mobility please get in touch!
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