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Regional Sales Manager, Metals, Bulk & CT

Hitachi High-Tech Analytical Science

This is a Full-time position in Portland, AR posted March 13, 2021.

nn ROLE:                          Regional Sales Manager
– Metals, Bulk & CT nn nn Location:                    Portland, Ore, Metrowest.

This is a home based position.

nn nn Reports to:                 Western Regional Sales Manager, depending on location nn nn Direct Repots:          None nn nn Primary Purpose:   Deliver orders to the business meeting volume, product-mix and margin                                           targets with approved terms through the development of long-lasting                                               relationships with current and potential customers.

nn nn n nn nn JOB OVERVIEW : nn nn  nn nn Organization Relationships nn nnThe Regional Sales Manager – Southeast reports directly to the Eastern Regional Sales Manager.

Sales performance will be evaluated against sales quota performance metrics, account development, customer relations and communicative efforts.

nn nn  nn nn Purpose and Scope nn nnThe primary responsibility of this position is to achieve the designated sales performance assigned to a geographical territory by assisting in the development and implementing of tactical and strategic sales plans, documenting quotes, closing orders, and monitoring customer satisfaction with Hitachi technology.

nn nn  nn nn  nn nn ESSENTIAL RESPONSIBILITIES : nn nn  nn nn
·       Maintain a customer focused sales culture, where the customer experience is the top priority.

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·       Develop and maintain strategic customer relationships.

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·       Conduct sales calls, schedule promotional work and track sales activities in the assigned geographical territory.

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·       Conduct presentations directly with customers, either individually, or in combination with Hitachi staff, for example, technical specialists from the Applications Team.

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·       Provide budgetary prices and formal product quotations, prepare proposals and provide information regarding terms of sale and delivery dates.

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·       Grow prospects, existing customers and the overall sales pipeline through the presentation and promotion of Hitachi products and services via a formal quote process.

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·       Perform cost-benefit needs analysis for potential/existing customers as needed to aid in the sale of Hitachi products and services.

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·       Understand Hitachi products and solutions, compile and evaluate data on new accounts, market trends and conditions, and competitive products and pricing.

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·       Assist in the identification of key accounts, key opinion leaders and other personnel for future staff members as appropriate.

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·       Develop new business markets within assigned region or industry.

Liaise with key staff to develop and implement market strategies to drive Hitachi solutions.

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·       Develop, maintain and execute a territory plan to achieve/exceed sales quota performance metrics.

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·       Develop the annual sales forecast with their Regional Sales Manager.

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·       Manage expenses of the territory in line with budgetary expectations.

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·       Maintain and provide management with territorial account records on a timely basis including sales status reports, market trends and new growth areas.

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·       Maintain the CRM and provide accurate forecasts as requested.

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·       Provide weekly, mid-monthly and monthly sales performance and territory status to the Western Regional Sales Manager and/or the Vice President of Sales and Service, Americas.

nn nn
·       Drive sales of industrial instrumentation for customer centric workflows.

Aid in the generation, preparation and management of technical sales content to ensure competitiveness in the marketplace.

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·       Contribute to developing effective strategies and tactics that will enable Hitachi to gain and maintain market share.

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·       Provide constructive feedback (VOC) from customers to Hitachi to help guide continuous development of products that more effectively address customers’ needs.

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·       Participate and be an active member in national and regional associations, discussion groups, and forums.

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·       Manage and attend trade shows as required.

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·       Establish partnerships in the territory with local service and other support staff to ensure total customer solution and satisfaction.

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·       Drive sales bookings and achieve revenue goals.

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·       Maintain a strong work ethic.

nn nn  nn nn  nn nn QUALIFICATIONS AND REQUIREMENTS : nn nn   nn nn Education and Training nn nn
·       BS degree in a related engineering, scientific, or business field; an MS or other advanced education and/or coursework is helpful.

An educational background in analytical chemistry or material analysis is preferred, although not required.

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·       Previous experience selling industrial analysis equipment is helpful; but, not required.

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·       Minimum of 10 years demonstrated experience in the area of technical sales.

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·       Experienced in the consultative sale of a highly technical product to a technical customer base , preferably across multiple industry verticals.

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·       Experienced/knowledgeable in generating own sales leads.

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·       Knowledge and understanding of business to business sales; initialing customer relations, customer/account profiling, goal setting, prospecting and qualifying new accounts, time, territory and KOL management.

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·       Assessment techniques of examining, questioning, evaluating, managing resistance, negotiating, gaining commitment and reporting sales.

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·       Additional skills required for managing sales, such as planning, organizing, communicating, conducting presentations, writing letters, proposals, and documentation.

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·       Demonstrated ability to work in a fast-paced environment where change, flexibility and adaptability are essential.

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·       Knowledge and understanding of marketing and communications practices involving the development of advertisements, product promotional pieces, trade shows and other sales supporting documentation; and working with a Marketing function.

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·       Willingness to engage in ongoing training for both product knowledge and sales improvement.

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·       Keep abreast of best practices with respect to sales.

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·       Working knowledge of MS Office Suite and similar computer-based software products.

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·       Demonstrates an attitude of continuous improvement.

Participates in ongoing training.

nn nn  nn nn Technical Requirements nn nnAble to read and understand technical and non-technical documents as related to the sale of and contracts for the company’s products.

This includes the ability to interface with both technical and non-technical personnel.

nn nn  nn nn Experience nn nnPrior experience in managing and executing product sales, KOL and business-to-business activities.

Territorial account knowledge of business type, location, key personnel as it applies to the business of Hitachi will be of special value.

nn nn  nn nnKnowledge of XRF, LIBS, & OES product lines is helpful; but, not required.

nn nn  nn nnKnowledge of the market segments of PMI QA/QC (Manufacturing Quality Control); PMI Inspection (Positive Material Identification Inspection), which is unique to Petrochem, Oil & Gas, Oil Refinery, Power Generation, and Nuclear Power Plant applications; Non-Destructive Testing (NDT); Scrap/Recycling; and Secondary Metal Production is helpful; but, not required.

nn nn  nn nnKnowledge of XRF Coating Thickness, HH XRF for Coating Thickness, XRF Bulk, and Contact Gauge product lines is helpful; but, not required.

nn nn  nn nnKnowledge of the market segments of Electronics/Semiconductors, General Metal Finishing (GMF)/Plating/Coatings, Petrochemicals//Oils/Fuels/Lubricants, Plastics/Polymers, Precious Metals, Ores/Minerals, Recycling, Paper Coating, Wood Preservatives, and Regulatory (RoHS/Consumer Goods) is helpful; but, not required.

nn nn  nn nn Travel nn nnFrequent travel is expected.

nn nn  nn nn  nn nn OTHER : nn nn  nn nnOther duties as assigned in order to drive growth and promote Hitachi, as the leader for industrial analysis in the forgoing market segments nn nn  nn nn  nn nn COMPENSATION: nn nn  nn nnThe compensation package consists of a base salary, commissions and bonuses.

A car allowance is provided.nn

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