Area Sales Manager

Description

Mission statement:

The Area Sales Manager supports the FES Sales Team for the Marketing and Sales activities of the BU and represents the interests of the BU in the given Country, responsible for the development of profitable and sustainable sales for the complete BU portfolio in the given Country (domestic sales reporting bottom line responsibility), implementing the BU sales and marketing strategy and monitoring how target markets respond to the sales and marketing efforts while providing appropriate feedback. The Area Sales Manager reports to the Market Manager.

Your responsibilities:

• You will be responsible for the Total Demand market of the BU in a given country including third party sales, internal sales and channels, manage and responsible for the demand –side budget of the Country, align SFDC and abacus demand, marketing intelligence process including detailed market analysis, understanding market drivers and trends, key competition, and emerging technologies and produce monthly and/or ad-hoc reports as requested by the BU.

• You will develop product business strategies and sales and marketing plans with the Market Manager and in partnership with factories ensuring appropriate market coverage via FES (all products and channels), lead the implementation of the BU strategies & initiatives at the country level by acting as main driver of the sales and marketing efforts for the BU in the Country.

• You will manage the BU portfolio in the country together with the Global Product Marketing Managers while assuring its competitiveness vis-à-vis the main local/global Competitors, coordinate product marketing launch development plans and ensure their timely execution.

• You will support the local FES A& T responsible person in the accreditation process and training programs (to identify training needs of technical sales skills of the local FES team and to implement adequate training actions), work together with local Market Manager, territory Sales & Marketing, Global Marketing Unit and MarCom for planning and implementation of customer events / trade shows in the Country as well as the overall sales support material (brochures, catalogues, price lists, sales guides and Customer arguments).

• You will participate in the demand side budget process including STRATOS & MIMO, representing the global BU interface for the given local Market, coordinate and support the factories sales and marketing activities in the Country, in line with FES Sales Team strategy, manage and develop appropriate relationships with customers and the key accounts in the given Country and initiate and drive the capture team process for key pursuits and manage and coordinate the risk review process.

• You will assure proposals are developed and approved to ensure negotiations can proceed on time via the FES Team in a given Country, local responsibility for the BU mix must ensure that each commitment against every Product Group is fulfilled.

• You will track and monitor quotations (projects lists, volume of offers, won-lost analysis, provide feedback of offers to the factories, etc), send the expected market prices within the NBM pricing scheme and agree with the FFs on the price bands and maintain the accuracy of SFDC data for project pipeline and OR forecast and competitive feedback.

• You will assure local Order handling of products/systems and services in accordance with appropriate local and or group systems, processes and controls, ensure projects / contracts are appropriately managed and payment terms are adhered to in line with the agreed contractual conditions, organize and promote via FES and or local Service organizations appropriate after sales service and activities for all products.

• You will manage/promote the feedback and collection of customer inputs through NPS and CCRP tools, report the outcome of the tender in SFDC with as much information as possible and in a timely fashion, maintain cost control and EBIT responsibility of the Domestic Sales reporting codes (BU 2451).

• Living Hitachi Energy's core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.

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