Business Development Manager

General Information:

Hitachi Energy is seeking a seasoned Business Development Manager focusing on the Utilities industry. This role is responsible for the development of profitable and sustainable sales growth for the Transformer business portfolio in the US market and for aligning the local sales and marketing strategy with the business objectives. A Business Development Manager will have broad responsibility to coordinate sales efforts across the entire Transformer business product portfolio and will be accountable for jointly held sales targets with the Front-End Sales teams.

This is a home-based position covering the Central region of the USA. This position will require 25- 50% travel.

Your responsibilities

• Define and implement a segment growth strategy for the Utility Market. Create and execute the business plan, in line with the HUB Strategic Plan and the budget target from Hitachi Energy.
• Become an expert in the Utility segment within the United States, and particularly in the Northeast region, including a deep understanding of the segment’s technical process needs and challenges.
• Identify and build relationships with end customers and key stakeholders in the Utility segment where Hitachi Energy does not have a deep existing presence yet. Maintain and nurture existing relationship with long term Hitachi Energy’s partners.
• Drive marketing efforts and market awareness of Hitachi Energy’s Transformer portfolio for each different application and within the assigned industries.
• Work closely with the technical sales team, application engineers, and existing account management organization to develop a pipeline of new project opportunities and define winning sales strategies to identify growth opportunities and innovation.
• Define and continuously maintain critical market intelligence from the market, customer, and competitor view for the Utility segment.
• Utilizing critical market intelligence and expertise, supports the Front-End Sales (FES) activities, representing the interests of the BU in the US market.
• Research and analyze Market Size, Market Segments, Economic & Regulatory Drivers, Applications & Technologies Products / Systems / Services, Channels to Market, Industry Trends, Competitors, perform SWOT Analysis, etc. Utilize this market intelligence against current and future strengths/capabilities in alignment with the Transformers business line strategy.
• Define what is needed to be successful in Utility segment, and other assigned industry markets and work with the Product Market Managers to develop sales collateral and Value Base Selling, differentiators.
• Monitor key competitors’ performance; compare to our own performance and draw conclusions on areas of growth opportunities and/or identify competitive threats to the business.
• Early identification and qualification of sales leads with cross-divisional/business sales teams (develop sales funnel), working directly with Front-End Sales Account Managers & Independent Reps. Work in tandem with Outside Sales resources (Direct & Indirect), Channel Partners, and End Users, influencing specifications, and promoting value & benefits.
• Anticipating as well as understanding customer needs and projecting solutions. This role requires the ability to anticipate based on the customer’s long-term strategy what solutions and concepts could be available to them.
• Drive Capture Teams, Strategic Wins, relevant pipeline management and implement local & global sales processes and tools. Support market management activities, with bottoms-up Market Insights and Market Outlook (MIMO) process and lead forecasting and long-term demand estimates for the Transformer business line within the assigned segments.
• Support the NAM HUB strategy deployment and ensure strategic improvement priority targets are met (i.e., Demand orders vs budget, Hit Rate, GM, etc.). Lead segment Account Strategy Reviews, Customer Transformer Training (CTTs) and represent the BU in industry conferences.
• Identifies opportunities for improvement and recommends internal and external innovative solutions new to the marketplace.
• Provide accurate forecasting for area of responsibility, develop, drive, and manage sales initiatives and programs, ensure necessary Sales training is achieved and provided.
• 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.

• Bachelor’s degree in engineering, business, or related field, with 7 years of professional experience working with Sales, Marketing, Project Management, Product Management and/or Engineering.
• MBA or post-graduate management courses preferred.
• Candidates must already have a work authorization that would permit them to work for Hitachi Energy in the US.