Sales Executive à Italie

Key Responsibilities:

Service Sales Strategy

• Adopt, plan, and implement hub service sales strategy based on the Hub BU M&S and Service GPG strategies and targets related to the entire service portfolio (lifecycle management, service products and solutions, and IB penetration).Lead the sales teams in delivery and exceeding targets in terms of orders, GM%, response time and customer satisfaction for the full-Service portfolio. Responsible for accurate Sales order forecasting by use of SFDC and improving data quality.

• Participates in negotiations of major contracts to secure service orders volume.

• Identify and pursue new business opportunities and partnerships. Generating and identifying service sales leads by analyzing the IB potential. Work with the account managers to develop service focused account plans for the country. Work with Segment managers and channel managers to identify and pursue leads in the country. Responsible for the LSU Budgeting, sales and operations planning in coordination with the Hub M&S manager, the GPG Marketing managers and the Hub Controller.

• Establish long-term customer relationships with key customers and decision-makers by working with the account managers, the Front-end Sales and the Product BU’s M&S teams. Bring value to the customers by understanding the requirements, regulations, exhibiting our value proposition for service and ensure customer satisfaction issues are registered and responded to by the team. Collaborate with Business Units and account teams to position different service offerings, evaluate and share relevant information on installed base data, sales leads, customer’s, competitor’s solutions and marketing trends with the team.

• Collaborate with internal and external stakeholders on delivery of Service Level Agreements (SLAs).

• Develop pricing strategies in the country to maximize profitability in collaboration with Global M&S Pricing Manager BU Service and with the PSC’s pricing managers. Conduct detailed market analysis to inform pricing decisions. Enable the Service sales team organization to deliver the growth of the business by being responsible to ensure training and increased capabilities are achieved. Support the team by participating in sales activities when needed.

• Implement and execute the e-commerce strategies to support the Service growth ambition.

• Support and take lead when needed for marketing activities and events (trade shows, conferences, customer events) in the country in coordination with the Hub M&S and Global M&S BU Service. Support product launches by implementing the commercialization plan for the country as other promotional activities for the country.

• Ensure that the inside sales organization and tendering process including the Risk Review process is followed and respected and that the risk assessments related to price and quality, register required information into the appropriate customer database, ensure technical reliability, safety, best solutions to satisfy customer’s needs and complies with health and safety directives.

• 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.

• Collaborate closely with local stakeholders in WCFE and the account management organization to align strategies, implement best practices, and leverage synergies in marketing and sales operations.

• Stay updated on technological advancements and market trends to proactively identify opportunities for innovation and differentiation in service offerings to support the BUs vision (Horizon X-Y-Z).

Customer approach

• Establishes long-term customer relationships with key customers and decision makers by understanding the requirements, regulations and exhibiting high expertise in technical solutions and products.

• Ensures customer satisfaction issues are registered and responded to by team

Sales processes

• Supports the team by participating in sales activities when needed.

• Responsible for feedback on sales development, distribution of resources for service sales activities and the current status of the market.

• Collaborates with Business Units and account teams to position different service offerings.

• Evaluates and shares relevant information on installed base data, sales leads, customer’s and competitor’s solutions and marketing trends with the team.

Health, Safety and Integrity.

• Monitors client financial status and reports any changes regarding risk to relevant internal partner teams.

• Identifies and manages potential risks relating to contract agreements across customers/channels. Drives health and safety practices in own unit.

• Monitor customer’s expectations and requirements related to HSE and Sustainability

• Promote Hitachi Energy HSE and Sustainability culture and vision to our clients to gain commitment

People leadership and development

• Drives sales efficiency by ensuring adequate selling skills for service sales team members and that the area of responsibility is properly organized and staffed.

• Coaches the team in formulating sales plans, in negotiating, and in developing customer segment expertise. Actively demonstrates one Hitachi approach and guides direct and indirect subordinates

Requirements:

• Bachelor’s degree in a relevant degree or equivalent experience.

• Significant and demonstratable experiencein Service Sales, including IB Management.

• Strong customer relationship skills.

• Proven understanding of Hitachi Energy systems and products

• Experience working within the Energy sector

• Strong analytical and strategic thinking abilities.

• Excellent communication and interpersonal skills.

• Ability to work in a fast-paced, dynamic environment.

Key Competencies:

• Leadership

• Customer Focus

• Analytical Thinking

• Communication

• Results Orientation