Area Sales Manager

Hitachi Vantara Corporation; Michigan City (IN); On-site; USD 90,000 - 140,000; Full time

Job summary

Hitachi Global Air Power in Michigan City, IN is seeking an Area Sales Manager to drive growth across the territory, building direct end-user sales and supporting distributor networks. You will develop territory plans, train partners, and use energy-auditing programs to identify savings for customers.

You will deliver lunch-and-learn sessions, manage opportunities in a CRM, and collaborate with internal teams to ensure alignment with the company’s strategy.

Qualifications

• Bachelor’s degree or equivalent professional experience.
• 7–10+ years B2B industrial/technical sales experience.
• Experience managing and supporting distribution networks.

Responsibilities

• Develop and execute a territory-specific sales plan to exceed targets.
• Build strong relationships with key industrial end users and drive direct sales.
• Support and drive distributor/channel partner performance through training, visits, and alignment.
• Utilize air audit and AirSuite programs to identify energy-saving opportunities for customers.
• Deliver Lunch and Learn sessions to educate high-potential end user groups.
• Track opportunities using CRM systems and communicate updates to stakeholders.

Skills

Direct sales to industrial end users

Channel partner management

Territory planning

CRM experience

Education

Bachelor’s degree (BA/BS) or equivalent professional experience

Tools

Salesforce

Microsoft Office

Job description

Job Description:

The Company:

We build the machines that power industry. We are Hitachi Global Air Power, a leading global industrial compressed air manufacturer driving the innovations that keep the world moving.

From our headquarters in Michigan City, Indiana, our compressed air solutions power manufacturing operations all around the globe; from food and beverage to life-saving pharmaceuticals and cutting-edge semiconductor chips. Our portable compressors provide the air power to build roads and bridges, lay pipelines and aid in oil and gas mining and production.

We are a team of innovators, engineers, and quality experts with a shared vision to create the next generation of efficient, environment-forward compressed air solutions that meet the demands of today, while boldly contributing to a sustainable, circular economy. With more than 60 years of legacy and trusted performance through our brands - Hitachi, Sullair, and Champion (Australia), we are proud of our reputation for reliability, durability, and performance and groundbreaking engineering.

Join us in building a future where your work has an impact. At Hitachi Global Air Power, you’ll be part of a global network that’s shaping the future of industrial power.

Summary of the position:

The Area Sales Manager (ASM) is responsible for driving strategic sales growth and exceeding annual revenue objectives within the assigned territory. This role is focused on both direct sales efforts with key customers and on enabling and supporting the distributor/channel partner network. The ASM will play a critical role in executing the company's sales growth strategy through customer engagement, data-driven prospecting, and distributor performance management.

Territory Includes: IL, WI, MN, IA, E. NE, E. KS and N. MO

Minimum Requirements:

• Bachelor’s degree (BA/BS) or equivalent professional experience.
• 7-10+ years experience B2B sales in an industrial or technical sales environment.
• Strong background in direct sales to industrial end users.
• Experience in managing and supporting distribution networks/channel partners.

Preferred Qualifications & Skills:

• Direct experience in the industrial equipment or air compressor industry.
• Demonstrated success in sales to industrial end users and strategic accounts.
• Proven ability to research, penetrate, and win new business in competitive markets.
• Strong presentation and negotiation skills with a consultative selling approach.
• Track record of meeting or exceeding sales targets in a multi-state territory.
• Ability to influence distributor sales teams and improve their performance.
• Self-motivated, organized, and goal-driven with a passion for customer success.
• Proficiency in Microsoft Office (Outlook, PowerPoint, Excel, Word).
• Experience with CRM systems such as Salesforce or equivalent.
• Willingness and ability to travel approximately 60%, including overnight travel.

Key Responsibilities:

• Develop and execute a territory-specific sales plan to exceed sales targets and revenue goals.
• Build strong relationships with key industrial end users, driving direct sales opportunities.
• Support and drive distributor/channel partner performance through training, joint visits, and strategy alignment.
• Utilize air audit and AirSuite programs to identify energy-saving and productivity-enhancing opportunities for customers.
• Deliver impactful “Lunch and Learn” presentations to educate high-potential end user groups.
• Leverage market research tools to identify prospective customers and track opportunities using CRM systems.
• Communicate and implement marketing campaigns and product updates to end users and distributors.
• Provide timely feedback to Sales and Product Management teams on customer needs, market trends, and competitive activity.
• Maintain consistent communication and collaboration with internal teams to align on customer support and sales initiatives.
• Ensure all sales activities align with the company’s commercial strategy and brand standards.

The successful candidate is responsible for complying with Hitachi Global Air Power Code of Ethics and related policies. In performing the job, the incumbent shall take all steps necessary to comply with our safety policies and requirements and must actively support the organization's efforts to meet and exceed its goals of creating and maintaining a safe workplace.

This job 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.