Director of Sales, North America Stationary
Location: Charlotte, NC
Job ID: R0063914
Date Posted: 2024-10-09
Company Name: HITACHI GLOBAL AIR POWER US, LLC
Profession (Job Category): Sales, Marketing & Product Management
Job Schedule: Full time
Remote: No
Job Description:
We are seeking a dynamic Director of Sales to drive our North American Stationary Air Compressor sales strategy. This leadership role involves managing the North American sales team while cultivating strong relationships with our existing Distribution Channel partners and installed customer base. As the Director of Sales, you will have the capacity to hold the team accountable to achieve aggressive targets through a well-defined sales approach while balancing the individual needs of the distribution sales and service network across our entire stationary product portfolio.
Duties and responsibilities:
- Create and implement comprehensive sales strategies to achieve revenue targets and market share growth.
- Analyze market trends and customer needs to inform product management and sales approaches.
- Lead, mentor and develop high-performing sales team, providing coaching and support to Regional Sales Managers, Strategic Account Managers and Product Field Sales Specialists.
- Set clear, achievable expectations, sales goals, and progress evaluation cadence to help coach and drive individual and team performance.
- Build and maintain strong relationships internally across functional departments and externally across the distribution channel to ensure effective communication and alignment.
- Collaborate with the distribution network to develop joint business plans and promotional activities aligned with the overall HGAP business strategy.
- Monitor and analyze sales metrics across the team and channel partners; adjust strategies when necessary to improve performance and achieve growth.
- Prepare and present regular sales reports and strategic initiative updates to executive leadership, highlighting achievements and areas for improvement with associated action plans as needed.
- Identify new market opportunities and develop strategies to penetrate those markets utilizing a dynamic channel approach.
- Attend industry events and trade shows when applicable to represent the organization and understand market and application trends.
- Engage in the development and implementation of strategic initiatives in alignment with the broader HGAP mid-term management plan cycle.
- Maintain the necessary tools and skills training across the sales team to ensure compliance and drive effective utilization of CRM and lead generation tools.
- Align with functional departments to produce and deploy consistent informational materials and communications surrounding new product launches.
- Work in close collaboration with internal, cross-functional teams to drive best in class customer experience.
- Own the sales process end-to-end to ensure development of the team and achievement of growth objectives.
Education and Experience:
- Bachelor's degree in business, Engineering, Marketing, or related field. Will consider equivalent sales leadership experience; MBA preferred.
- Minimum 10+ years' experience leading an industrial equipment salesforce across functions, with emphasis on driving growth through distribution channel.
- Industrial equipment experience required; Air compressor sales experience strongly preferred.
- Must be able to demonstrate a strong sales process and business acumen with a proven track record of achievement.
- Direct compressor sales and systems design experience is a distinct advantage for the right candidate.
Key behaviors:
- Accustomed to frequent travel (60-80%), overnight stays. Periodic international travel.
- Excellent interpersonal and communication skills, written and verbal.
- Exceptional presentation and negotiation skills.
- Proficient in Microsoft Office.
- Experience utilizing Salesforce CRM to maximize sales leadership insights and opportunity tracking strongly preferred.
Direct reports:
- Region Sales Managers, Strategic Accounts Manager, Oil Free Product Sales Manager.
The successful candidate is responsible for complying with Hitachi Global Air Power US 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.
This description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company's discretion.
Hitachi Global Air Power US is an equal opportunity employer and will not discriminate based on race, religion, color, age, gender, sexual orientation, national origin, genetic information, veteran status, physical or mental disability, or other protected categories under applicable law.
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