PASS-DTB SALES SUPPORT MANAGER

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The Opportunity

General Sales & Marketing work focuses on a combination of general sales and marketing work including: Face-to-face and/or remote sales to new or existing customers. Assessing customer needs and suggesting appropriate products, services and/or solutions. Planning, developing, and delivering the marketing strategy for products/services and associated brand(s). Evaluating, measuring, and managing the product/brand P&L (e.g., budgeting, expenditures, profitability, return-on-investment, etc.) Incumbents in this specialization may also provide customer service and support in the form of information on product/price and resolution to issues related to billing, shipping, delivery, complaints, etc. Incumbents matching to this specialization are compensated based on achievement of sales targets. A Specialist Professional (P4) is a recognized subject matter expert in job area typically obtained through advanced education and work experience. Responsibilities typically include: Managing large projects or processes with limited oversight from manager. Coaching, reviewing and delegating work to lower level professionals. Problems faced are difficult and often complex.

How you’ll make an impact

• Leading the tendering team consisting of sales engineers from several factories responsible for putting together a winning offer in time or acting as a bid manager and factory sales manager.
• Creation of competitive offers for High Voltage Products and their cost calculation, taking into account market-oriented technical and commercial aspects and based on the relevant internal guidelines and processes
• Ensuring the coordination with the frontend sales (FES), team leads, Territory managers, factory manager as well as all support functions in order to develop a cost-optimized solution in accordance with customer requirements.
• Defines and proposes sales targets and ensures their achievement with a structured follow up process across zones and Countries.
• Ensures completion of Project Risk Review documentation in accordance with Hitachi Energy Group and internal policies. Coordinates with internal functions the analysis of legal, contractual clauses, risks and costs associated with the project. Analyzes and evaluates specific technical issues and associated risks.
• Performs lost proposal analysis, identifies potential cause, and recommends future actions in cooperation with Sales/Local Business Unit to obtain better future results.
• Defines the most suitable technology and product type(s) to be used based on application characteristics. Defines the configuration in accordance with bid commercial needs and requested quality metrics. Ensures the preparation of pricing strategy for offering.
• Coordinates with internal functions the analysis of legal, contractual clauses, risks and costs tied to the project.
• Co-ordination with Global Product Group teams for demand and new product development.
• Drives application of standardized Marketing & Sales processes and tools (Salesforce, account plans etc.) for High Voltage Air Insulated Products.
• Responsible to ensure compliance with applicable external and internal regulations, procedures, and guidelines.
• 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.

Your background

• Degree qualifications in Engineering (electrical) or recognized equivalent. Specialization in marketing will be plus.
• Min 10 years’ experience in Sales and Marketing & 2 years’ experience in managing team.
• Knowledge in GIS / Hybrid Switchgear / AIS substation equipment: Instrument Transformers/ Live Tank Circuit Breakers / Disconnectors.
• Prior experience in Utilities tendering process.
• Deep knowledge and understanding to the electrical engineering industry.
• Estimating and tendering experience (MS Excel based system)
• Computer literacy and competent in using SFDC (preferable), MS Word, MS Excel
• Effective communication skills and assertive business acumen.
• Time management, co-ordination, accuracy, attention to detail and performing in a pressure environment are necessary
• Proficiency in both spoken & written English language is required