Channel Manager

1 month ago

Sydney, Australia HITACHI ENERGY AUSTRALIA PTY LTD Full time

**Description**

**General Information**:
This position will sell Hitachi Energy products and solutions with nominated distributors, OEMs and consultants to achieve order budgets Specific focus on T&D, data centers, renewables, mining, transport and power generation customers across AU.

This person will develop, implement and manage the distributor and OEM management strategy on growth, profitability and customer satisfaction. They will coordinate the sales activities and manage resolution of specific customer problems, Sell and promote Hitachi Energy products and solutions in AU, target clients and projects in accordance with market strategies.

This person will Develop and maintain new sales opportunities, customer relationships and manage resolution to specific customer problems. Partner with Local BU team members (also FES sales functions) for assigned customers to maximize top line orders.

**Your Responsibilities**:

- ** Channel** **Management**: Manage the distributors, OEMs and consultants in the AU market Develop a business plan and Go to Market strategy via distributors to grow the Hitachi Energy customer base and strategies for the market that ensures attainment of company sales goals Develop a clear process for channel partners onboarding with Hitachi Energy in AU Create added value for the customer and Hitachi Energy by ensuring a coordinated sales approach (e.g. frame agreements). Communicate details in accordance with Hitachi Energy supply, offering and strategy. Achieve /Exceed sales targets set for the territory/state and country targets.
- ** Channel Strategies**: Participate in the development of sales strategies for channels by providing the customer’s current business and long-term plans.
- ** Sales targets**: Define and propose sales targets and growth margins for the distributors and ensure their achievement with a structured follow up approach.
- ** Channel Strategy & Go to Market**: Lead the development and implementation of the distributor and OEM Go to market strategy.
- ** Customer relations**: Establish and develop relationships based on a defined strategy, act as focal point for problem resolution and monitor customer claims. Plan, facilitate and conduct customer negotiations.
- ** Customer knowledge**: Develop, maintain and share detailed knowledge of the customer’s business strategy, purchasing behavior, organization, decision-makers, customer business drivers, economic trends, and competition.
- ** Volume and profit**: Sell products/solutions/services to customers, focus on volume, mix and profitability targets for assigned Business Unit.
- ** Market activity**: Monitor competitors’ activity with each account and ensures that appropriate response strategies are formulated and implemented.
- ** Sales Plans**: Developing a business plan to grow the Hitachi Energy customer base with channels and strategies for the market that ensures attainment of company sales goals Ensure that the nominated pursuit management system continues to be used as the primary tool for sales management Prepare sales plans using company tools. Perform regular status reviews and proposes recovery plan(s) in cases of potential order shortfalls.
- ** Marketing**: Coordinate the use of internal or external resources (e.g. technical, advertising, and marketing) in order to provide value added services to accounts, ensure efficient marketing communication to external customers (both current and prospects) and communicate the value proposition of the offer to the end customers.
- ** Safety**:Ensure safe working procedures and practices are followed at all times including the wearing and maintenance of assigned.
- Living core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.

**Your Background**:

- Tertiary or degree qualifications in Engineering / commercial qualification or recognized equivalent.
- Minimum 5+ years of experience in Sales or Business Development and /or channel management
- Knowledge in electrical substation hardware / software preferred.
- Good understanding of Hitachi Energy products is highly regarded.
- Local market knowledge is beneficiary.
- Natural flair for communication combined with skills in building long lasting relationships.
- Pro-active self-starter, excellent negotiator, results oriented and driven sales professional.
- Possess high level of commercial acumen (Essential)
- Hold Significant sales / business development experience within the electrical industry.
- Specific experience in the powergen, mining sectors will be highly regarded.
- Proven track record in identifying and developing business and promoting value add benefits of technical services.

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