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Regional Sales Manager West – Stationary

Company: Hitachi Global Air Power

Location: Remote Status: Regular, Full-time

The 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.

Hitachi Global Air Power (HGAP) is a unit of Hitachi Industrial Equipment Systems — a subsidiary of Hitachi — that operates factories in Michigan City, IN (headquarters) and Suzhou, China and sales offices located in Europe, Australia, Southeast Asia and South and Latin America.

HGAP’s compressed air solutions power manufacturing operations worldwide; from food and beverage, to pharmaceuticals and computer chips. Its portable compressors provide the air power to build roads and bridges, lay pipelines and aid in oil and gas mining and production. Hitachi Global Air Power offers a full range of integrated compressed air solutions including:

• Oil Flooded Industrial Air Compressors

• Oil Free Air Compressors

• Portable Air Compressors

• Aftermarket OEM parts and fluids

This product portfolio is engineered to provide ultra-high efficiency compressed air products and connected solutions that help achieve more energy savings and operational efficiencies. You can visit Hitachi Global Air Power to find out more.

Summary:

The Regional Sales Manager leads the sales team and drives the effective implementation of strategic sales initiatives for the Western Region. In this critical role, you will work closely with the Channel Sales Manager to drive growth, enhance market share, and foster strong partner relationships within our Core distribution and direct store partners. Key to success will involve building, training, and guiding a high-performing team of salespeople for both the equipment (initial sale) and aftermarket (parts and consumables) segments. The role will require moderate cross-functional collaboration to foster continuous improvement and ensure an outstanding customer experience.

Responsibilities:

• Implement aggressive sales growth plans for the Stationary business through Channel Partners in North America through the deployment of clearly defined tactical activity plans aligned with the broader strategy.

• Implement robust accountability platform to promote successful alignment of activities and performance.

• Ensure continuous learning and development of the team – assign education and training opportunities as needed. Work closely with the training team to ensure the program aligns with commercial objectives.

• Monitor and evaluate KPIs for all sales teams to ensure alignment with organizational goals. Hold the sales team accountable to achieve activity levels and drive opportunity pipeline to close.

• Ensure comprehensive training and compliance with HGAP policies across the HAC model, covering fleet vehicles, expense accounts, professionalism, and HGAP core values.

• Build and maintain strong relationships with key distributors and customers to drive engagement and sales growth.

• Set clear performance expectations, conduct regular activity reviews, and manage team performance effectively.

• Drive revenue growth through identification of new business opportunities, expansion of existing accounts, and achievement of sales targets.

• Stay informed about local industry trends, competitive landscape, and market conditions in the compressed air and industrial equipment sectors.

• Develop a deep understanding of compressors and the compressed air industry to ensure effective sales training and market share growth.

• Collaborate with Product Management when needed to advise on the development of market-leading aftermarket offerings and analyze future Service and Aftermarket product plans for penetration strategies.

• Address customer issues promptly and professionally, ensuring efficient resolution.

• Maintain accurate sales records and provide regular reports on sales performance, market trends, and forecasts.

• Coordinate with sales leadership to drive CRM development and activity implementation as necessary.

• Utilize sales support and technical software for identifying opportunities and promoting value-based sales proposals, specifically auditing equipment and HGAP’s “AirSuite” sizing and modeling simulator.

• Navigate cross-functional and direct reporting teams effectively in a matrix environment.

• Ensure compliance with company policies and industry regulations while promoting ethical sales practices.

• Frequent travel required (50%).

Direct Reports:

• Area Sales Managers

• Aftermarket Account Managers

Qualifications:

• High School Diploma required

• Bachelor's degree (BA/BS) or equivalent is preferred – significant direct industry and leadership experience considered.

• 5+ years of Business-to-Business Sales Leadership experience in the industrial equipment space with a track record of leading sales teams and consistently achieving sales objectives.

• Experience recruiting and effectively training salespeople as necessary for growth.

• Must have experience driving a disciplined, metrics-driven professional sales process. • Air compressor experience is preferred.

• Strong background in direct sales to industrial end users highly preferred.

• Excellent interpersonal and communication skills, written and verbal.

• Exceptional presentation and negotiation skills.

• Proficient in Microsoft Office: Outlook, PowerPoint, Excel and Word.

• Use of CRM system – Salesforce strongly preferred.

• Ability to communicate professionally with all levels of the organizations, including both internal and external customers

The successful candidate is responsible for complying with Hitachi’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.

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 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, whether in recruitment, employment, promotion, transfer, compensation, or other conditions of employment.