Director of Sales, North America

A123 Systems LLC
Novi MI
30+ days ago

Job Description

Position Description
Position Title: Director, Sales - North America (N.A.)
Reports To: General Manager Wanxiang A123 in China
A123 Systems, LLC is a leading developer and manufacturer of lithium-ion batteries and battery systems for the transportation and commercial markets.
Position Overview
This role includes responsibility for building executive, engineering and commercial relationships with targeted customers, maintaining these relationships, while working with the team to create visibility at all appropriate levels. Position will also play a critical role in bringing customer needs into the product evolution plans of the company as well as support and develop new/additional segments of the business.
Primary responsibilities
  • Develop and execute a sales plan to secure mid and long term revenue by directly engaging with customers to establish A123 as the preferred battery supplier.
  • Penetrate targeted accounts at all appropriate levels and establish relationships with key decision makers; building-term relations for large-scale project sales.
  • Align the A123 team with customer contacts.
  • Bring customer requirements to Product Management to support future product/service offering planning.
  • Support annual, quarterly and monthly sales forecasting, pipeline and RFP activities; represent the Company at appropriate conferences; provide customer-level knowledge to Marketing/PMO/Executive Staff.
  • Manage N.A. Sales team by effectively coordinating and leveraging sales resources organized in a distributed or virtual team environment.
  • Lead business development, market evaluation, sales forecasting and monitoring of customers and leads N.A. Sales team.
  • Work closely with technical resources to develop custom presentations designed to demonstrate the business value of A123’s solutions.
  • Leverage industry knowledge and customer relationships to understand complex customer requirements on both a business and technical level.
  • Develop, maintain and improve relationships with key accounts in N.A.
  • Define and drive the prompt and accurate, forecast, quotation and bid process with the Sales Managers, Sales Support staff and Applications Engineering.
  • Communicate routinely with Account Managers on competitive information, product issues, market trends and customer perception of products and services.
  • Evaluate Account Managers’ performance and manage accordingly to maximize sales revenue and market penetration within the area.
  • Participate in promotional activities including conferences, user meetings, seminars, local exhibitions & on-site demonstration.
  • Working with Engineering and Senior Management, participate in making recommendations based on customer feedback and market conditions for new product features & enhancements, professional services and process improvements.
  • Perform other duties as assigned by Senior Management.
Required Specific Skills/Abilities
  • Proven ability to build a world class global sales organization.
  • Prior experience in lithium-ion battery industry in Automotive and ESS market segments.
  • Prior proven experience building a global OEM sales channel for industrial products.
  • Goal and team oriented – willingness to work collectively with others to achieve corporate, regional and personal goals.
  • Ability to schedule and plan strategically or react quickly to a changing working sales environment.
  • Extensive knowledge in Automotive and Commercial OEM and Tier 1 decision making process.
  • Ability to travel up to 40% (domestic and international)
  • Bachelor’s Degree required, Master’s Degree preferred.
  • 10+ years of experience in senior level sales management and business development in advanced energy system markets.
  • Extensive experience selling a financially driven complex Renewable energy product.


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