Market Development Representative

The Opportunity:

Hitachi Energy currently has an opening for a Market Development Representative – Latin America. If you are passionate about sales and consider yourself a “hunter” – we would love to hear from you!

In the Regional Marketing team, our job is to build marketing programs that serve as a growth engine for the Grid Automation sales teams in Latin America (LAM).  The Market Development Representative role joins a team of 6 dynamic field marketing experts who live and breathe demand generation each day. We need you to cut through the noise and help us reach customers and prospects with compelling Marketing and Communications programs that help us achieve our team mission to tell the Grid Automation story, sustainably.   

Your role will be to develop sales pipeline. You will be responsible for generating marketing qualified leads (MQLs) and converting them to sales qualified leads (SQLs). To achieve your goals, you must be able to work with multiple stakeholders (sales, field marketing, commercial operations, and product management). The technology landscape moves quickly, so we need you to be agile and activate tactics quickly in this fast-paced digital world. Responsible to ensure compliance with applicable external and internal regulations, procedures and guidelines.

How You'll Make an Impact

• Build, own and maintain master prospect lists (contact database) – this is Sales’ most prized asset – you need to be resourceful and diligent and update this on a daily basis.
• Manage our inbound queue of leads on a daily basis; we offer a 24hour SLA to our customers and it is your responsibility to ensure that the client gets the information they need – this will likely involve working with various sellers and the Bids & Proposals team.
• Conduct research on target accounts and new contacts to prospect; this could include organic research and/or using 3rd party tools like 6ense, LinkedIn and ZoomInfo.
• Conduct outreach to prospects using a combination of tactics which include cold outreach, such as cold calling, emailing, outreach via LinkedIn Sales Navigator, etc.
• Generate pipeline of quality leads and opportunities and nurture the leads for sales for our key automation solutions.
• Convert prospects to Marketing Qualified Leads (MQLs) to Sales Qualified Leads (SQLs) by following the B.A.N.T principles (Budget, Authority, Need, and Timeline).
• Proactively manage the day-to-day tactics and execution of market development activities for select MarCom Programs.
• Report to stakeholders on a monthly basis to showcase pipeline and conversion progress; demonstrate an ability to assess data and adapt tactics according to your discovered insights.
• Collaborate and build relationships with sales representatives and sales leadership to move leads through the pipeline to meet or exceed top-line goals.
• Build deep knowledge of Grid Automation’s solution portfolio to enable effective and efficient regional lead generation.
• Update Salesforce daily to track status of lead qualification and to drive accurate reporting. It is imperative that you be our champion to maintain accuracy and data integrity of leads and opportunities in our system.

Your background:

• Bachelor’s degree or 3-5 years equivalent experience in Engineering, Sales, business or similar area of study.
• Engineering background, or technical knowledge is preferred.
• Exceptional communication skills in Spanish, Portuguese and English language – your specialty is the ability to listen attentively and to persuade.
• Excel skills and data analytics skills are required.
• Understanding of project management, communication and problem solving.
• Personable, outgoing and able to initiate conversations easily.
• Working knowledge of CRM and marketing automation solutions such as Salesforce, 6sense and Eloqua.
• Solid organization, project management and time management skills.
• Demonstrated ability to:
  • Manage contact databases.
  • Conduct cold calling and outreach.
  • Nurture and qualify leads (conversion from prospect to MQL to SQL to opportunity).
  • Conduct research using organic or 3rd party tools.
  • Establish rapport with key decision makers and purchase influencers.
  • Understand technical concepts and complex solution portfolios.
  • Prioritize workload and put the customers first.
  • Multi-task in a fast-paced environment.

• Experience in copywriting and storytelling: able to quickly write short-form copy for emails, ads, blogs, and posts based on long-format assets (infographics, whitepapers, customer stories), preferred.
• Power grids, utilities, renewables, transportation, mining, or asset intensive industry experience, preferred.

More:

• Location: Mexico, Colombia, Argentina, Peru or Chile

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