Smp.07.010.p30 - General Field Sales Senior

hace 4 semanas

Zaragoza, España Hitachi Energy Spain, S.A.U. A tiempo completo

**Description**

**General information**:
Reporting to the General Field Sales Manager in Spain, the WCFE Service Sales Specialist will be responsible of specific geographic area/customers. Focus on the Hitachi Energy Service wide portfolio to meet and exceed the order volume targets for the PGHV, PGGI, PGGA and PGTR service. Participate in regular meetings about service sales strategy with WCFE SS Manager and LPG Service Managers. Follow-up pipeline and opportunities (Forecast, Backup, Others). Take the responsibility of sales for specific customers in his area as part of the Hitachi Energy Service Units. Sharing information with Hitachi Energy Service Units for tender/quote preparation. Proactive service sales.

**Your responsibilities**:

- Service sales delivery:
Penetrates IB, promotes various upgrade, retrofit and value add solutions to the benefit of the customer and Hitachi Energy.
Understands the channel strategy and the establishment of related prices. Collaborate in market analyses and develop market and sales plans in line with BU strategy. Provide visits reports of each visit customer. Collaborate frequently in updates installed base with the changes made or found at site.
- Volume and profit
Focuses on the Hitachi Energy wide Service portfolio to meet and exceed the set Order volume targets for the PGHV, PGGI, PGGA and PGTR service in his area. Secures profitable orders; coordinate with WCFE SS Manager and LPGs to decide on pricing strategies, conduct negotiations with customer.
- New opportunities
Responsible, in his area/customers, to generate a high-quality opportunity pipeline which size is in line with the BU targets. Register and maintain leads and opportunities in SFDC. Utilizing Power BI as well as other sources for information on competitor IB to understand the existing IB and, together with market trends, develop plans to further improve market penetration, identify and develop sales opportunities. Provide feedback to BUs on opportunities for innovation to enhance service portfolio.
- Customer approach
Establishes long term customer relationships by understanding customer requirements and applicable regulations.
Demonstrating in-depth technical service product/solutions knowledge, promote Life Cycle Management (LCM) and Life Cycle solutions.
Absolve product trainings recommended by the GPGs or LPG Service Managers.
Registers customer feedback and close feedback loop with BUs to, ensures customer satisfaction.
- Sales process
Takes a system wide approach to the IB leveraging entire Hitachi Energy service portfolio to expand company footprint in the designated markets and regions. Upsell services and solutions.
Ensures appropriate technical and financial aspects of offers, including prices and trading conditions.
Collaborates with LPG Bid and Proposal teams for complex offers.
Monitors and reports out on customer visits, pipeline generation, tendered and won volume and follows up proposal statistics.
Communicates contract details in accordance with Hitachi Energy offering and strategy.
Manages the administrative sales processes.
- Marketing
Acts as a marketer / salesperson for Hitachi Energy service portfolio during marketing activities (trade fairs, exhibitions, conferences, customer meetings). Translates the needs of customer into relevant company Service offerings and solutions.
- Health, safety and integrity
Contributes to risk assessments related to price and quality. Registers required information into the appropriate customer database. Ensures technical reliability, safety and cost-effective solutions to satisfy customer’s needs. Complies with health and safety and integrity directives.

**Qualifications, Knowledge, Skills and Experience**:

- A bachelor’s degree in Electrical/Industrial Engineering
- Business or related field and a minimum of 5 years of experience in sales activities, business development and cross-selling across systems, solutions, products and service categories; preferred in Industrial, Utility fields.
- Understanding of contract negotiation, risk management and commercial and legal terms.
- Exceptional communication and negotiating skills, customer-focused mindset and a professional, “can-do” attitude.
- Current work permit valid in Spain.
- Fluent English and Spanish, both written and spoken.

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