Hitachi Energy
Business Development Manager
Hitachi Energy, Nashville, Tennessee, United States, 37247
General Information:The Business Development Manager role is responsible for broadening the Network Control ("NC"; SCADA/EMS/GMS/ADMS) customer base through the identification and pursuit of new sales opportunities at non-established NC customers for the United States region. The focus for this person is IOUs, Rural Electric Cooperatives, Municipalities, and other strategic opportunities as assigned.DUTIES AND RESPONSIBILITIES:Think strategically and own your business plan.Apply a step-by-step selling process and report progress along the way.Identify target opportunities for NC with new customers through:
Evaluation of market research reportsAggressive and organized networking internally to Hitachi Energy and externallyVisits to all potential leads and prospects utilizing established networks
Evaluate and analyze leads through applied screening criteria to convert from leads to prospects and opportunitiesMeet and proactively report on quota for leads, prospects, opportunities, and bookingsMaintain information in the Salesforce CRM tool for:
Tracking sales including contact reportingReviewing sales process, status and forecastBuilding player maps
Ensure appropriate Capture Team Strategy is in place for pursuing leadsIntroduce technical staff into account/opportunities at appropriate point in processEnsure all decision makers and key executives in customer organization are involved in the customer/supplier relationship prior to issuance of bid:
Set up minimum one CXO level meeting with the VP SalesSet up minimum one meeting with the ultimate customer decision maker andNC senior management
Coordinate sales efforts with the Marketing, Proposal and Operations groups by proactive communication/updates throughout process of pursuitEngage and coordinate other Hitachi Energy sales channels in the sales strategy ensuring all parties fulfill appropriate roles throughout the processPartner with customer during the RFP process and take lead with all internal Hitachi Energy departments to develop a bid that is responsive to the customer requirements.Take the lead in completing RFP, RFI and budgetary submissions including identifying and establishing any partner(s) required for the opportunity.Keep track of competitors' selling status, tactics and strategiesTake the lead in outlining and communicating a winning sales strategy against competitorsEnsure customer requirements are documented prior to hosting demosThis role normally requires approximately 40% travel. Customer site visits are an integral ingredient to success which may be enhanced through virtual contact.EXPERIENCE/SKILLS
:Strong knowledge of the electric utility sector and the associated technology and business landscapeContinual attention demonstrated to seeking new sales opportunitiesProven success in identifying and capturing new customer opportunities resulting in a broadening of the customer base in an organizationProven success in selling against competition and driving the value of the offered system(s) to the customer needs resulting in new customers to an organizationStrong sales management skills demonstrated through a defined planning process that is consistently applied to pursuit of opportunitiesStrong communication skillsSolid understanding of software offerings and market needsExperience with building strategy for pursuing a non-installed base customer with defined short, mid and long-term goals and action plansExperience with engaging across businesses (multi-divisional etc.)Strong negotiating skillsProven track record in managing, influencing and motivating project team members to achieve project objectives.Experienced business travelerEDUCATION:B.S. degree in Engineering, Computer Science, or Business Management or a related discipline.EXPERIENCE:Minimum 5 years professional experience with proven success in expanding customer base and aggressive exploration and pursuit of new opportunities with new customers(empty)Apply now
Evaluation of market research reportsAggressive and organized networking internally to Hitachi Energy and externallyVisits to all potential leads and prospects utilizing established networks
Evaluate and analyze leads through applied screening criteria to convert from leads to prospects and opportunitiesMeet and proactively report on quota for leads, prospects, opportunities, and bookingsMaintain information in the Salesforce CRM tool for:
Tracking sales including contact reportingReviewing sales process, status and forecastBuilding player maps
Ensure appropriate Capture Team Strategy is in place for pursuing leadsIntroduce technical staff into account/opportunities at appropriate point in processEnsure all decision makers and key executives in customer organization are involved in the customer/supplier relationship prior to issuance of bid:
Set up minimum one CXO level meeting with the VP SalesSet up minimum one meeting with the ultimate customer decision maker andNC senior management
Coordinate sales efforts with the Marketing, Proposal and Operations groups by proactive communication/updates throughout process of pursuitEngage and coordinate other Hitachi Energy sales channels in the sales strategy ensuring all parties fulfill appropriate roles throughout the processPartner with customer during the RFP process and take lead with all internal Hitachi Energy departments to develop a bid that is responsive to the customer requirements.Take the lead in completing RFP, RFI and budgetary submissions including identifying and establishing any partner(s) required for the opportunity.Keep track of competitors' selling status, tactics and strategiesTake the lead in outlining and communicating a winning sales strategy against competitorsEnsure customer requirements are documented prior to hosting demosThis role normally requires approximately 40% travel. Customer site visits are an integral ingredient to success which may be enhanced through virtual contact.EXPERIENCE/SKILLS
:Strong knowledge of the electric utility sector and the associated technology and business landscapeContinual attention demonstrated to seeking new sales opportunitiesProven success in identifying and capturing new customer opportunities resulting in a broadening of the customer base in an organizationProven success in selling against competition and driving the value of the offered system(s) to the customer needs resulting in new customers to an organizationStrong sales management skills demonstrated through a defined planning process that is consistently applied to pursuit of opportunitiesStrong communication skillsSolid understanding of software offerings and market needsExperience with building strategy for pursuing a non-installed base customer with defined short, mid and long-term goals and action plansExperience with engaging across businesses (multi-divisional etc.)Strong negotiating skillsProven track record in managing, influencing and motivating project team members to achieve project objectives.Experienced business travelerEDUCATION:B.S. degree in Engineering, Computer Science, or Business Management or a related discipline.EXPERIENCE:Minimum 5 years professional experience with proven success in expanding customer base and aggressive exploration and pursuit of new opportunities with new customers(empty)Apply now