Sales Manager

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Job title:

Sales Manager

Location:

Kansas City, MO

Reports to:

Sr. Director, Hitachi Air Centers

The Company: Hitachi Global Air Power

At Hitachi Air Centers, you'll join a team of passionate professionals who are focused on delivering value, building lasting partnerships, and creating an outstanding customer experience. Every role contributes to our shared goal of helping our customers succeed.

Join us and be part of a team that makes a difference every day through service, expertise, and a commitment to excellence.

Our team is dedicated to helping customers maximize productivity, improve reliability, and keep their operations running efficiently. Through expert service, technical knowledge, parts support, and customized system solutions, we serve as trusted partners to businesses across a wide range of industries.

What sets us apart is our commitment to customer relationships. We don't just support equipment—we support the people and businesses that depend on it. Our teams work closely with customers to understand their unique needs, solve challenges, and deliver responsive, reliable service when it matters most.

At Hitachi Air Centers, our mission is summarized in these three basic statements:

• Provide consultive design and equipment selection support to ensure our customers’ systems are reliable and efficient

• Provide best in class field service and customer service support to those who rely on us every day to keep production up and running

• Provide the above at a competitive price

Summary of the position:

The Sales Manager plays a critical role in driving equipment sales growth and market share within the assigned territory for Hitachi Global Air Power. This position is responsible for leading, coaching, and developing a team of Equipment Sales Consultants (ESCs) and Air System Representatives (ASRs) while partnering closely with Hitachi Air Center (HAC) leadership to execute sales strategies that support company growth objectives.

The Sales Manager is responsible for driving territory performance through customer engagement, sales execution, employee development, and disciplined sales management while ensuring a strong Sullair presence throughout the assigned territory.

Duties and responsibilities:

• Execute sales strategies within an assigned territory in alignment with Regional Sales Manager objectives for revenue growth, profitability, market share, and product mix.

• Lead, coach, mentor, and develop Equipment Sales Consultants (ESCs) and Air System Representatives (ASRs) to maximize sales performance and professional growth.

• Conduct regular ride-alongs, pipeline reviews, activity reviews, and performance coaching sessions.

• Establish clear performance expectations and hold team members accountable to key performance indicators (KPIs).

• Drive revenue growth by identifying new business opportunities, expanding existing customer relationships, and achieving territory sales targets.

• Partner with local HAC leadership to develop and execute territory business plans.

• Promote aftermarket growth, including preventative maintenance agreements, service offerings, and upgrades on represented and competitive equipment.

• Identify product gaps impacting sales opportunities and communicate recommendations to Regional Sales Leadership.

• Develop a thorough understanding of compressors, compressed air systems, and related products to effectively coach the sales team and support customer solutions.

• Monitor local market trends, competitive activity, and customer needs while developing action plans to increase market share.

• Ensure prompt resolution of customer concerns while maintaining a high level of customer satisfaction.

• Maintain accurate sales forecasts, opportunity pipelines, and customer activity within Salesforce CRM.

• Utilize AirSuite and other technical sales tools to develop value-based proposals and equipment recommendations.

• Assist with territory equipment forecasting and inventory planning.

• Support recruiting, onboarding, and training of new Equipment Sales Consultants and Air System Representatives.

• Develop and maintain relationships with key customers, resellers, OEM partners, and strategic accounts within the assigned territory.

• Collaborate with Service, Operations, Marketing, and Product teams to support customer success and business growth.

• Prepare and present territory sales reports, forecasts, and business updates to Regional Sales Leadership.

Education:

• Bachelor's degree (BA/BS) preferred.

• Technical Training/Certifications in the compressed air industry is a plus.

• High School Diploma Required

Position Requirements:

• 5–8 years of Business-to-Business sales experience within industrial equipment, manufacturing, or a related industry.

• 3+ years of sales leadership or supervisory experience preferred.

• Demonstrated success leading sales teams and consistently achieving sales objectives.

• Experience coaching and developing outside sales professionals.

• Strong understanding of consultative, value-based sales processes.

• Air compressor industry experience preferred.

• Strong background selling directly to industrial end users required.

• Experience using CRM systems; Salesforce preferred.

• Excellent written and verbal communication skills.

• Strong presentation, negotiation, and relationship-building skills.

• Proficient in Microsoft Office (Outlook, Excel, PowerPoint, Word).

• Ability to communicate effectively with customers, employees, and leadership at all organizational levels.

• Willingness to travel approximately 50–70% within the assigned territory.

Direct Reports:

• Equipment Solutions Consultants

• Aftermarkets Sales Representatives

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 US, LLC 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.