Business Development Manager

General Information: 

The Business Development Manager role is responsible for broadening the Network Control (“NC”; SCADA/EMS/GMS/ADMS) customer base through the identification and pursuit of new sales opportunities at non-established NC customers for the United States region.  The focus for this person is IOUs, Rural Electric Cooperatives, Municipalities, and other strategic opportunities as assigned.

DUTIES AND RESPONSIBILITIES:                                                          

• Think strategically and own your business plan.
• Apply a step-by-step selling process and report progress along the way.
• Identify target opportunities for NC with new customers through:
  • Evaluation of market research reports
  • Aggressive and organized networking internally to Hitachi Energy and externally
  • Visits to all potential leads and prospects utilizing established networks
• Evaluate and analyze leads through applied screening criteria to convert from leads to prospects and opportunities
• Meet and proactively report on quota for leads, prospects, opportunities, and bookings
• Maintain information in the Salesforce CRM tool for:
  • Tracking sales including contact reporting
  • Reviewing sales process, status and forecast
  • Building player maps
• Ensure appropriate Capture Team Strategy is in place for pursuing leads
• Introduce technical staff into account/opportunities at appropriate point in process
• Ensure all decision makers and key executives in customer organization are involved in the customer/supplier relationship prior to issuance of bid:
  • Set up minimum one CXO level meeting with the VP Sales
  • Set up minimum one meeting with the ultimate customer decision maker and
    NC senior management
• Coordinate sales efforts with the Marketing, Proposal and Operations groups by proactive communication/updates throughout process of pursuit
• Engage and coordinate other Hitachi Energy sales channels in the sales strategy ensuring all parties fulfill appropriate roles throughout the process
• Partner with customer during the RFP process and take lead with all internal Hitachi Energy departments to develop a bid that is responsive to the customer requirements. 
• Take the lead in completing RFP, RFI and budgetary submissions including identifying and establishing any partner(s) required for the opportunity.
• Keep track of competitors’ selling status, tactics and strategies
• Take the lead in outlining and communicating a winning sales strategy against competitors
• Ensure customer requirements are documented prior to hosting demos

This role normally requires approximately 40% travel.  Customer site visits are an integral ingredient to success which may be enhanced through virtual contact. 

EXPERIENCE/SKILLS:

• Strong knowledge of the electric utility sector and the associated technology and business landscape
• Continual attention demonstrated to seeking new sales opportunities
• Proven success in identifying and capturing new customer opportunities resulting in a broadening of the customer base in an organization
• Proven success in selling against competition and driving the value of the offered system(s) to the customer needs resulting in new customers to an organization
• Strong sales management skills demonstrated through a defined planning process that is consistently applied to pursuit of opportunities
• Strong communication skills
• Solid understanding of software offerings and market needs
• Experience with building strategy for pursuing a non-installed base customer with defined short, mid and long-term goals and action plans
• Experience with engaging across businesses (multi-divisional etc.)
• Strong negotiating skills
• Proven track record in managing, influencing and motivating project team members to achieve project objectives.
• Experienced business traveler

EDUCATION:

B.S. degree in Engineering, Computer Science, or Business Management or a related discipline.

EXPERIENCE:

Minimum 5 years professional experience with proven success in expanding customer base and aggressive exploration and pursuit of new opportunities with new customers(empty)