Business Development Manager - Indianapolis, United States - Hitachi America

Description

Summary of the position:

The Business Development Manager (BDM) is responsible for contributing to the short and long-term success of the company through the development and growth of key Strategic Accounts through multiple channels to market. Key functions of this role include, but are not limited to, establishing a comprehensive and detailed strategy for identifying potential strategic accounts, to include national rental accounts, governmental entities, and key global contractor accounts. In addition, the BDM Strategic Accounts will be responsible for managing and developing the Hitachi Global Air Power Portable brand within any/all existing strategic accounts, as well as coordinating respective planning and actions with the VP Sales, Director of Sales, and other BDMs to ensure overall strategic alignment. This position will report directly to the Vice President of Sales, Portables - North America.

This position is located in Michigan City, Indiana.

Duties and responsibilities:

• Position Hitachi Global Air Power as a preferred supplier to assigned National Rental accounts, government entities, and key global strategic accounts with the goal of growing the Hitachi Global Air Power portable business revenues, customer share, and brand awareness.
• Identify strategic account prospects within the national rental, governmental, and key contractor market segments and channels.
• Work closely with VP Sales and other sales leaders to ensure alignment with overall Portable business growth strategy and planning.
• Prepare and present, as needed, any/all updated actions and planned activities related to each channel segment and relevant strategic accounts, both current/existing, as well as target and prospect accounts.
• Build and develop relationships with key decision makers and influencers within existing and potential strategic account partners.
• Proactively implement and maintain a structured process that identifies key performance indicators (KPIs), financial targets, and growth objectives for short-term and long-term measurement.
• Collaborate closely with respective BDMs/ASMs to ensure clarity on defined expectations, roles, and responsibilities related to the management and support of each individual dealer.
• Develop and implement short- & long-term actions to drive the company sales, share, profit, and customer satisfaction through improved representation and customer share within assigned accounts.
• Manage the successful identification, qualification, selection, and establishment of prospective strategic accounts using business and financial management concepts that will enable and assure sales, marketing, and financial success.
• Coordinate and maintain any/all contracts, agreements, MSA's, and legal requirements/issues, in cooperation with Channel Development, according to established company policies.
• Evaluate competitive products, technologies, and current/future market conditions to ensure that Hitachi Global Air Power is properly positioned in each respective path to market. Develop and implement strategies to counteract any/all competitive concerns.
• Conduct any necessary education and/or training for strategic account personnel on business and financial management concepts related to company targets to ensure alignment with company goals.
• Develop and maintain contacts and relationships with influential executives, especially those in executive leadership roles within the various strategic accounts. Ensure direct and effective business relationships exist with all key decision-makers and internal shareholders.

Qualifications:

Education:

• Bachelor's degree in Marketing, Business Administration, or Engineering.

Professional experience:

• Minimum 10 years of innovative sales and marketing experience, Key/Strategic Account management, or dealer/distributor sales experience in a business-to-business sales environment. Experience selling Compressed Air or Air Treatment products with a commercial/industrial application is preferred.
• Prior experience and/or extensive knowledge of construction equipment distributor operations, including sales, service, and aftermarket functions and requirements.
• Sound financial knowledge to include ability to comprehend and understand key performance indicators of dealers/distributors, such as profit margins, inventory control, machine/aftermarket pricing, etc.
• Must have an established track record of having created successful sales and marketing programs and strategies.
• Clearly demonstrated ability to lead, facilitate, organize, and motivate multiple teams toward identified goals.
• The business acumen necessary to qualify and prioritize dealers and/or dealer prospects based on revenue potential and other key variables.
• Strong verbal/written communication skills and the ability to both deliver effective management/executive level presentations and effectively communicate with all levels of the organization.
• Outstanding work ethic, high-integrity, and team player (builder). Self-motivated, high initiative, self-directed.
• Excellent organizational skills and the discipline necessary to maintain a strong pipeline of prospects.
• Excellent familiarity of North American marketplace as it relates to the compressed air and/or air treatment industry.
• Proficiency in Microsoft Office Suite and CRM tools.
• Ability to travel 50-75% domestic and international.

Key behaviors:

• Excellent communication skills a strong desire for serving customers
• Ability to communicate professionally with all levels of the organization
• Ability to work well independently or with a team

Direct reports:

• N/A

The successful candidate is responsible for complying with Hitachi Global Air Power US 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 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.