Region Sales Manager – Central

Job content

Hitachi ABB Power Grids is a pioneering technology leader that is helping to increase access to affordable, reliable, sustainable and modern energy for all. We help to power your home, keep the factories running, and our hospitals and schools open. Come as you are and prepare to get better as you learn from others. Bring your passion, bring your energy, and plug into a team that appreciates a simple truth: Diversity + Collaboration = Great Innovation

Hitachi ABB Grid Automation (PGGA) team provide the most complete digital portfolio in the industry, offering our customers with end-to-end solutions. Combining our products with our exceptional expertise allows us to provide innovative solutions to energize the digital grid. We are seeking an experienced Sales professional to join our Substation Automation Systems product group, part of the Grid Automation business unit within the Power Grids division. This individual will contribute to the sales and marketing team within our Grid Automation business. This person will present Substation Automation systems and solutions including integrated systems for protection, control and automation to customers in the utility, industrial and oil/gas/petrochemical market segments and through multiple channels including direct end customer, internal channel partners and EPC firms. The location for this role is Ontario - Canada. This person will be accountable for sales within an assigned territory for a specified quota. This involves developing new account relationships to win new customers in order to meet quota, and supporting existing customers to gain recurring revenue while ensuring high customer satisfaction.

Your responsibilities

• Sells products to customers, focusing on volume, mix and profitability targets for Substation Automation Systems.
• Establishes and maintains effective customer relationships to understand customer needs, promote customer understanding of full product offering, and align to provide a solution. Ensures a positive customer experience throughout the sales process.
• Partner with other HAPG sales organizations to build pipeline for Substation Automation Systems and to increase overall brand value of HAPG.
• Creates added value for the customer and HAPG and ensures the successful outcome of transactions, contracts and proposals by using effective sales techniques. Communicates details in accordance with HAPG offering and strategy (delivery time, payments, and general terms and conditions).
• Ensures efficient marketing activities and value proposition to customers.
• Identifies and drives the development of new market opportunities in the designated market and ensures know-how sharing and cross-collaboration.
• Leadership of all sales activities, administrative duties, account relationship, forecasting, delivery oversight, strategic account management, pre-sales activities, opportunity development, tracking, Request-For-Proposal [RFP] response, customer budget cycles, etc. – this entails management of sales opportunity from initial customer contact through successful award and contracting by building a high-quality sales pipeline.
• Use sales tools to plan, track, and communicate plan to meet or exceed quota, including sales quote tools, Salesforce CRM, etc. Performs regular status reviews and proposes recovery plan(s) in case of potential order shortfalls.
• Prepares offers in coordination with the bid and proposal department. Ensures appropriate technical and financial aspects of offers, including prices and trading conditions.
  
  

Your background

• Strong selling skills are required to evaluate a wide variety of complex information, develop imaginative sales strategies, and lead related sales efforts.
• Requires in-depth understanding of the Company’s technical and commercial strengths and relationships with markets.
• Requires ability to negotiate and successfully conclude deals.
• Bachelor’s degree with 8 years of professional experience in engineering, sales, and/or marketing of technical solutions; OR
• Master’s degree with 3 years of professional experience in engineering, sales, and/or marketing of technical solutions.
• Bachelor’s degree, a MBA a plus
• Experience in electrical industry with proven success in ability to engage customers at both technical and commercial levels of discussion.
• Hands on experience over entire business cycle of winning, implementing, and delivering orders in the area of substation protection and automation.
• Excellent communication skills, verbal and written.
  
  

More about us

Hitachi ABB Power Grids is a global technology leader with a combined heritage of almost 250 years, employing around 36,000 people in 90 countries. Headquartered in Switzerland, the business serves utility, industry and infrastructure customers across the value chain, and emerging areas like sustainable mobility, smart cities, energy storage and data centres. With a proven track record, global footprint and unparalleled installed base, Hitachi ABB Power Grids balances social, environmental and economic values, and is committed to powering good for a sustainable energy future, with pioneering and digital technologies, as the partner of choice for enabling a stronger, smarter and greener grid. www.hitachiabb-powergrids.com Hitachi ABB Power Grids Canada Inc. values the dedication, commitment and expertise of our employees. We are committed to employment equity and believe in an inclusive and diverse workforce. Hitachi ABB Power Grids actively encourages applications from women, Indigenous Peoples, persons with disabilities and visible minorities. Hitachi ABB Power Grids encourages applicants to self-identify in the application process and is prepared to provide reasonable accommodations to applicants with disabilities. Only selected applicants will be contacted.

Publication date

2021-10-08

Reference Number

CA52129127_E1