Cluster Sales Manager

2 weeks ago

Malaysia Hitachi Vantara Corporation Full time

Description

Mission statement:

The Cluster Sales Manager is responsible to grow the sales of Grid Automation - Automation and Communication portfolio within the Cluster of Malaysia, Philippines, Singapore and Indonesia through driving the sales organization marketing and sales teams and implementing the Hub Business Unit strategies in those countries.

The Grid Automation and Communication portfolio covers a wide range of solutions of Automation Protection and Control across three type of offer, System, Products and Services, which are applicable to a large number of segments among which Power, Transmission & Distribution and other utilities, Transportation, Renewables and large industrial customers.

Your responsibilities:

  • Deliver budget commitments for the Grid Automation business through managing the Cluster sales teams covering these countries as well as engaging regional and global specialists as needed, and you will be accountable to provide accurate monthly, quarterly and yearly sales forecasts for those countries and drive results in coordination with the cluster operating unit manager.
  • Ensure proper engagement of the organization along the entire sales process, from demonstrating the value of our solutions to customers, ensuring their features are aligned to customer needs for procurement process, ensure anticipation and preparation of bids, setting of appropriate sales / capture teams until contracts are signed.
  • Develop with the relevant teams an extensive knowledge of the markets and players and ensure relationships are developed with key accounts to promote the entire Automation & Communication portfolio, lead the implementation of the Hub Business Unit strategies and initiatives defined for each country and ensure appropriate sales and marketing efforts across the organization and create, align and implement a strategic sales plan for the countries with the local market managers.
  • Ensure appropriate channels to markets are develop, whether these are direct third party, internal or channel / system integrator sales for each portion of the portfolio and continuously grow the market coverage and grow the pipeline of opportunities across the entire portfolio, and actively develop new markets (customers / solutions) through implementation of a systematic and sound strategy.
  • Develop detailed understanding of the entire portfolio within Automation and Communication in order to be able to be successful and position HE's offering in the following main areas like Automation (Protection & Control) for substations, Communication – products, engineered systems and services sales and SCADA systems.
  • High level of leadership and coordination, within the Grid Automation Business Unit as well as with the wider organization at all levels to leverage in country presence, notably Power Grid's Front-End Sales and you will ensure that the local teams are provided with necessary tools, training and receive appropriate support from the broader organization (regional, global) to implement the defined sales strategy and meet the country sales objectives.
  • Working closely with the relevant industry players in Electrical Utilities (Transmission, Distribution), Power Generation, Transportation and large industries is a must as well as contacts with the main contractors, system integrators active in these segments.
  • 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:

  • Engineering degree relevant to the Transmission & Distribution / Power industry or a degree in Business Administration with a strong track record and exposure to those industries.
  • Ideally 5 years of experience in managing sales and sales teams the T&D / Power industry in Southeast Asia relevant experience in the Grid Automation portfolio and a successful track record in complex sales & value proposition selling.
  • Leadership skills to be able to be persuasive and rapidly command credibility and respect to manage the sales teams and towards customers.
  • Ability and willingness to develop sufficient knowledge of the wide Grid Automation portfolio (technical and commercial) and solutions are to be demonstrated and offered successfully.
  • Strong knowledge of the relevant industry players in Electrical Utilities (Transmission, Distribution), Power Generation, Transportation and large industries is a must.
  • Strong analytical and relationship development skills are required to cope with a wide variety of complex information.
  • Possess strong network and contacts with the main contractors, system integrators active in these segments.
  • Possess excellent presentation and communication skills (oral and written) and be well-versed in representing the company externally.
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