Local Service Unit (LSU) - Sales Manager

The opportunity

We are seeking a motivated and enthusiastic Local Service Unit (LSU) Sales Manager – South Africa to join our team. In this role, you will be collaborating closely with the Hub Sales team, working together with Country Local Sales Manager (LSM) and the local Front-End Sales team and the market managers and sales teams of the Product and Systems BUs, and across Hitachi Energy. The LSU Sales Manager will be responsible for the dedicated Service Front End Sales team (if any) and shall coordinate the Marketing and Sales Teams under the Country Level Service units under the LSU Manager to ensure a one Hitachi Energy Service approach to our customers including collaboration with the Service Sales teams of HVDC Service sales team and Grid Automation Service Sales team.  ensuring operations are executed and optimized to deliver exceptional service quality that exceeds customer expectations. This role will directly report to the Service HBU Manager. The successful candidate will be responsible for implementing the global operations BU Service strategy, driving process and tools standardization development, and continuous improvement initiatives in alignment with other regions to continually enhance effectiveness of operational execution with the highest standards of safety, integrity, quality and service delivery for the entire region.

How you’ll make an impact            

• Adopting, planning, and implementing hub service sales strategy based on the Hub BU M&S and Service GPG strategies and targets related to the entire service portfolio (lifecycle management, service products and solutions, and IB penetration). Lead the sales teams in delivery and exceeding targets in terms of orders, GM%, response time and customer satisfaction for the full-Service portfolio. Responsible for accurate Sales order forecasting by use of SFDC and improving data quality. 
• Participating in negotiations of major contracts to secure service orders volume.  
• Identifying and pursuing new business opportunities and partnerships. Generating and identifying service sales leads by analyzing the IB potential. Work with the account managers to develop service focused account plans for the country. Work with Segment managers and channel managers to identify and pursue leads in the country. Responsible for the LSU Budgeting, sales and operations planning in coordination with the Hub M&S manager, the GPG Marketing managers and the Hub Controller.  
• Establishing long-term customer relationships with key customers and decision-makers by working with the account managers, the Front-end Sales and the Product BU’s M&S teams. Bring value to the customers by understanding the requirements, regulations, exhibiting our value proposition for service and ensure customer satisfaction issues are registered and responded to by the team. Collaborate with Business Units and account teams to position different service offerings, evaluate and share relevant information on installed base data, sales leads, customer’s, competitor’s solutions and marketing trends with the team. 
• Collaborating with internal and external stakeholders on delivery of Service Level Agreements (SLAs). 
• Developing pricing strategies in the country to maximize profitability in collaboration with Global M&S Pricing Manager BU Service and with the PSC’s pricing managers. Conduct detailed market analysis to inform pricing decisions. Enable the Service sales team organization to deliver the growth of the business by being responsible to ensure training and increased capabilities are achieved. Support the team by participating in sales activities when needed.  
• Implementing and executing the e-commerce strategies to support the Service growth ambition. 
• Supporting and taking lead when needed for marketing activities and events (trade shows, conferences, customer events) in the country in coordination with the Hub M&S and Global M&S BU Service. Support product launches by implementing the commercialization plan for the country as other promotional activities for the country.  
• Ensuring that the inside sales organization and tendering process including the Risk Review process is followed and respected and that the risk assessments related to price and quality, register required information into the appropriate customer database, ensure technical reliability, safety, best solutions to satisfy customer’s needs and complies with health and safety directives. 
• Collaborate closely with local stakeholders in WCFE and the account management organization to align strategies, implement best practices, and leverage synergies in marketing and sales operations. 
• Staying updated on technological advancements and market trends to proactively identify opportunities for innovation and differentiation in service offerings to support the BUs vision (Horizon X-Y-Z). 
• Establishing long-term customer relationships with key customers and decision makers by understanding the requirements, regulations and exhibiting high expertise in technical solutions and products. 
• Ensuring customer satisfaction issues are registered and responded to by team
• Supporting the team by participating in sales activities when needed. 
• Responsible for feedback on sales development, distribution of resources for service sales activities and the current status of the market.  
• Collaborating with Business Units and account teams to position different service offerings. 
• Evaluating and sharing relevant information on installed base data, sales leads, customer’s and competitor’s solutions and marketing trends with the team.  
• Monitoring client financial status and reports any changes regarding risk to relevant internal partner teams.
• Identifying and managing potential risks relating to contract agreements across customers/channels. Drives health and safety practices in own unit.
• Monitoring customer expectations and requirements related to HSE and Sustainability  
• Promoting Hitachi Energy HSE and Sustainability culture and vision to our clients to gain commitment
• Driving sales efficiency by ensuring adequate selling skills for service sales team members and that the area of responsibility is properly organized and staffed.
• Coaching the team in formulating sales plans, in negotiating, and in developing customer segment expertise. Actively demonstrates one Hitachi approach and guides direct and indirect subordinates
• You will be responsible for ensuring compliance with applicable external and internal regulations, procedures, and guidelines.
• Living Hitachi Energy’s core values safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.

Your background 

• A bachelor’s degree in a relevant degree or equivalent experience.  
• Significant and demonstratable experience in Service Sales, including IB Management. 
• Strong customer relationship skills. 
• Proven understanding of Hitachi Energy systems and products
• Experience working within the Energy sector
• Strong analytical and strategic thinking abilities.
• Excellent communication and interpersonal skills.
• Ability to work in a fast-paced, dynamic environment.
• Proficiency in both spoken & written English is required.