Director of Sales, North America Stationary - Hitachi Global Air Power

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Director of Sales, North America Stationary

Company: Hitachi Global Air Power

Location: Remote

Status: Regular, Full-time

Hitachi drives Social Innovation Business, creating a sustainable society through the use of data and technology. We solve customers' and society's challenges with Lumada solutions leveraging IT, OT (Operational Technology) and products. Hitachi operates under the business structure of “Digital Systems & Services” - supporting our customers’ digital transformation; “Green Energy & Mobility” - contributing to a decarbonized society through energy and railway systems, and “Connective Industries” - connecting products through digital technology to provide solutions in various industries. Driven by Digital, Green, and Innovation, we aim for growth through co-creation with our customers. The company’s consolidated revenues for fiscal year 2022 (ended March 31, 2023) totaled 10,881.1 billion yen, with 696 consolidated subsidiaries and approximately 320,000 employees worldwide. For more information on Hitachi, please visit the company's website at https://www.hitachi.com.
 

Hitachi Global Air Power (HGAP) is a unit of Hitachi Industrial Equipment Systems — a subsidiary of Hitachi — that operates factories in Michigan City, IN (headquarters) and Suzhou, China and sales offices located in Europe, Australia, Southeast Asia and South and Latin America.
 

HGAP’s compressed air solutions power manufacturing operations worldwide; from food and beverage, to pharmaceuticals and computer chips. Its portable compressors provide the air power to build roads and bridges, lay pipelines and aid in oil and gas mining and production.

Hitachi Global Air Power offers a full range of integrated compressed air solutions including:

• Oil Flooded Industrial Air Compressors

• Oil Free Air Compressors

• Portable Air Compressors

• Aftermarket OEM parts and fluids

This product portfolio is engineered to provide ultra-high efficiency compressed air products and connected solutions that help achieve more energy savings and operational efficiencies. You can visit Hitachi Global Air Power to find out more.

Summary:

We are seeking a dynamic Director of Sales to drive our North American Stationary Air Compressor sales strategy.  This leadership role involves managing the North American sales team while cultivating strong relationships with our existing Distribution Channel partners and installed customer base.  As the Director of Sales, you will have the capacity to hold the team accountable to achieve aggressive targets through a well-defined sales approach while balancing the individual needs of the distribution sales and service network across our entire stationary product portfolio. 

Responsibilities:

• Create and implement comprehensive sales strategies to achieve revenue targets and market share growth.

• Analyze market trends and customer needs to inform product management and sales approaches.

• Lead, mentor and develop high-performing sales team, providing coaching and support to Regional Sales Managers, Strategic Account Managers and Product Field Sales Specialists

• Set clear, achievable expectations, sales goals, and progress evaluation cadence to help coach and drive individual and team performance.

• Build and maintain strong relationships internally across functional departments and externally across the distribution channel to ensure effective communication and alignment.

• Collaborate with the distribution network to develop joint business plans and promotional activities aligned with the overall HGAP business strategy.

• Monitor and analyze sales metrics across the team and channel partners; adjust strategies when necessary to improve performance and achieve growth.

• Prepare and present regular sales reports and strategic initiative updates to executive leadership, highlighting achievements and areas for improvement with associated action plans as needed.

• Identify new market opportunities and develop strategies to penetrate those markets utilizing a dynamic channel approach, including strategic account team, distributor partners and field product specialist.

• Attend industry events and trade shows when applicable to represent the organization and understand market and application trends.

• Engage in the development and implementation of strategic initiatives in alignment with the broader HGAP mid-term management plan cycle to ensure commercial participation in achieving company objectives.

• Maintain the necessary tools and skills training across the sales team to ensure compliance and drive effective utilization of CRM and lead generation tools.

• Align with functional departments to produce and deploy consistent informational materials and communications surrounding new product launches and requirements for education of internal and external sales stakeholders on product awareness.

• Work in close collaboration with internal, cross-functional teams to drive best in class customer experience.

• Own the sales process end-to-end to ensure development of the team and achievement of growth objectives.

Qualifications:

• Bachelor’s degree in business, Engineering, Marketing, or related field.  Will consider equivalent sales leadership experience; MBA preferred.

• Minimum 10+ years’ experience leading an industrial equipment salesforce across functions, with emphasis on driving growth through distribution channel.

• Industrial equipment experience required; Air compressor sales experience strongly preferred.

• Must be able to demonstrate a strong sales process and business acumen with a proven track record of achievement.

• Direct compressor sales and systems design experience is a distinct advantage for the right candidate.

Key behaviors:

• Accustomed to frequent travel (60-80%), overnight stays. Periodic international travel.

• Excellent interpersonal and communication skills, written and verbal.

• Exceptional presentation and negotiation skills.

• Proficient in Microsoft Office.

• Experience utilizing Salesforce CRM to maximize sales leadership insights and opportunity tracking strongly preferred

Direct reports:

• Region Sales Managers, Strategic Accounts Manager, Oil Free Product Sales Manager

Our Values

We are proud to say we are an equal opportunity employer and welcome all applicants for employment without attention to any factor that doesn’t impact your ability to do the job, including race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. We are proud of Japanese heritage, with our values expressed through the Hitachi Spirit:

• Wa – Harmony, Trust, Respect

• Makoto – Sincerity, Fairness, Honesty, Integrity

• Kaitakusha-Seishin – Pioneering Spirit, Challenge

For residents of New York City, New York, California, and Washington state only, as required under applicable pay transparency laws, the expected salary range for this position if filled remotely is $150,000 - 185,000. Pay is determined based on a variety of factors including, but not limited to, depth of experience in the practice area. Employees are eligible to participate in Hitachi America’s variable pay program, subject to the program’s conditions and restrictions.

Equal Opportunity Employer (EOE)-Females/Minorities/Protected Veterans/Individuals with Disabilities

If you need a reasonable accommodation to apply for a job at Hitachi, please send the nature of request and contact information to accommodation@hal.hitachi.com. Queries other than accommodation requests will not be responded to.