Director of Sales - Aftermarket

Description

Director of Sales - Aftermarket

Company: Hitachi Global Air Power

Location: Remote within US

Status: Regular, Full-time

The Company

Hitachi drives Social Innovation Business, creating a sustainable society through the use of data and technology. We solve customers' and society's challenges with Lumada solutions leveraging IT, OT (Operational Technology) and products. Hitachi operates under the business structure of "Digital Systems & Services" - supporting our customers' digital transformation; "Green Energy & Mobility" - contributing to a decarbonized society through energy and railway systems, and "Connective Industries" - connecting products through digital technology to provide solutions in various industries. Driven by Digital, Green, and Innovation, we aim for growth through co-creation with our customers. The company's consolidated revenues for fiscal year 2022 (ended March 31, 2023) totaled 10,881.1 billion yen, with 696 consolidated subsidiaries and approximately 320,000 employees worldwide. For more information on Hitachi, please visit the company's website at https://www.hitachi.com.

Hitachi Global Air Power (HGAP) is a unit of Hitachi Industrial Equipment Systems - a subsidiary of Hitachi - that operates factories in Michigan City, IN (headquarters) and Suzhou, China and sales offices located in Europe, Australia, Southeast Asia and South and Latin America.

HGAP's compressed air solutions power manufacturing operations worldwide, from food and beverage to pharmaceuticals and computer chips. Its portable compressors provide the air power to build roads and bridges, lay pipelines and aid in oil and gas mining and production.

Hitachi Global Air Power offers a full range of integrated compressed air solutions including:

• Oil Flooded Industrial Air Compressors

• Oil Free Air Compressors

• Portable Air Compressors

• Aftermarket OEM parts and fluids

This product portfolio is engineered to provide ultra-high efficiency compressed air products and connected solutions that help achieve more energy savings and operational efficiencies. You can visit Hitachi Global Air Power to find out more.

Summary

The Director of Sales for Aftermarket plays a pivotal role in spearheading the strategy, growth, and profitability of the North American stationary business at Hitachi Global Air Power for the aftermarket and parts sales team. This role requires a strong understanding of the industrial compressed air industry particularly on the service and maintenance of the compressor life cycle for distribution and the end user customer. Key elements of the position include a disciplined focus on customer satisfaction and retention utilizing exceptional leadership skills to build and grow an industry-leading sales and support team.

Responsibilities

• Develop and execute aggressive sales growth plans for the Stationary Aftermarket Parts business.

• Owns all aspects of the sales cycle for aftermarket business, including collaboration on the development of product offerings and key initiatives focused on customer satisfaction and retention.

• Lead, mentor and manage the aftermarket sales to enhance performance and productivity.

• Foster strong relationships with key customers, distributors, and internal stakeholders to promote long-term growth and profitability.

• Ensure training programs are comprehensive and effective for internal and external salespeople to produce an industry-leading level of product and compressor system experience and knowledge.

• Identify product gaps impacting aftermarket sales efforts and develop strategies to address them.

• Set clear performance expectations, conduct regular activity reviews, and manage team performance effectively.

• Drive revenue growth through identification of new business opportunities, expansion of existing accounts, and achievement of sales targets.

• Stay informed about local industry trends, competitive landscape, and market conditions in the compressed air and industrial equipment sectors.

• Develop and expand a deep understanding of compressors and the compressed air industry to ensure effective sales training and exceed expectations of our customers.

• Collaborate with Product Management to develop market-leading aftermarket offerings and analyze future Service and Aftermarket product plans for penetration strategies.

• Collaborate with Aftermarket Operation and product management on lifecycle and obsolescence management.

• Address customer issues promptly and professionally, ensuring efficient resolution.

• Maintain accurate sales records and provide regular reports on sales performance, market trends, and forecasts.

• Coordinate with sales leadership to drive CRM development and activity implementation as necessary.

• Navigate cross-functional and direct reporting teams effectively in a matrix environment.

• Identify resource gaps and build the team to support the needs of the aftermarket growth plan as required.

Direct Reports

• Aftermarket Area Managers

Qualifications

• Bachelor's degree (BA/BS) or equivalent is preferred - significant direct industry and leadership experience considered.

• 7+ years of Business-to-Business Sales Leadership experience in the industrial equipment space with a track record of leading sales teams and consistently achieving sales objectives.

• Experience recruiting, developing, and growing sales teams is required.

• Must have experience driving a disciplined, metrics-driven professional sales process.

• Air compressor experience, particularly on the service and aftermarket sales side is strongly preferred.

• Strong background in sales to industrial end user customers through distribution is required.

• Excellent interpersonal and communication skills, written and verbal.

• Exceptional presentation and negotiation skills.

• Proficient in Microsoft Office: Outlook, PowerPoint, Excel and Word.

• Use of CRM system - Salesforce strongly preferred.

• Ability to communicate professionally with all levels of the organizations, including both internal and external customers.

Our Values

We are proud to say we are an equal opportunity employer and welcome all applicants for employment without attention to any factor that doesn't impact your ability to do the job, including race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. We are proud of Japanese heritage, with our values expressed through the Hitachi Spirit:

• Wa - Harmony, Trust, Respect

• Makoto - Sincerity, Fairness, Honesty, Integrity

• Kaitakusha-Seishin - Pioneering Spirit, Challenge

For residents of New York City, New York, California, Washington, Ohio and Illinois as required under applicable pay transparency laws, the expected salary range for this position if filled remotely is $140,000 - $180,000. Pay is determined based on a variety of factors including, but not limited to, depth of experience in the practice area. Employees are eligible to participate in Hitachi America's variable pay program, subject to the program's conditions and restrictions.

Equal Opportunity Employer (EOE)-Females/Minorities/Protected Veterans/Individuals with Disabilities

If you need a reasonable accommodation to apply for a job at Hitachi, please send the nature of request and contact information to accommodation@hal.hitachi.com. Queries other than accommodation requests will not be responded to.