National Sales Manager, Portables

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The Company

We build the machines that power industry. We are Hitachi Global Air Power, a leading global industrial compressed air manufacturer driving the innovations that keep the world moving.

 From our headquarters in Michigan City, Indiana, our compressed air solutions power manufacturing operations all around the globe; from food and beverage to life-saving pharmaceuticals and cutting-edge semiconductor chips. Our portable compressors provide the air power to build roads and bridges, lay pipelines and aid in oil and gas mining and production.

 We are a team of innovators, engineers, and quality experts with a shared vision to create the next generation of efficient, environment-forward compressed air solutions that meet the demands of today, while boldly contributing to a sustainable, circular economy. With more than 60 years of legacy and trusted performance through our brands - Hitachi, Sullair, and Champion (Australia), we are proud of our reputation for reliability, durability, and performance and groundbreaking engineering.

 Join us in building a future where your work has an impact. At Hitachi Global Air Power, you’ll be part of a global network that’s shaping the future of industrial power.

Summary of the position:

The National Sales Manager for Portables North America is responsible for growing overall sales revenues and increasing profitability in support of Sullair's Sales Growth Strategy on a nationwide level. This position is responsible for planning, organizing, staffing, training, and managing all sales-related functions to meet and exceed company objectives for sales, growth, and profitability while ensuring a consistent message to our employees and customers that is consistent with corporate direction.

Duties and responsibilities:

• Position Sullair as a preferred supplier to all existing and potential sales channels and customer accounts.
• Grow overall revenue for Portable products and aftermarket business in alignment with strategic planning and strategy as directed by Portable executive leadership.
• Increase profitability and sales margins for all products in alignment with overall long-term strategic initiatives for Portable business group.
• Identify account prospects, develop relationships with key decision makers and influencers, present Sullair value proposition to key decision makers, manage supply agreements, MOU and Distributor Agreements, secure orders.
• An increase in National awareness and understanding of the Sullair Portable product lines and an elevation of Sullair’s reputation and status within the market.
• Fully understand the business and market dynamics of the portable compressor industry and become a source of information to industry leaders.
• Directly manage, develop, and support Area Sales Managers in the following areas:
  • Territory management, market intelligence, CRM database management, equipment knowledge & expertise, internal/external communication skills, as well as any other identified areas.
• Increase aftermarket sales, focus, and growth with individual Area Sales Managers and overall Portable business.
• Analyze prospects, identify and prioritize sales prospects for the Sullair Portable product line.
• Manage contracts, Annual Purchase Orders (APO’s), and all related negotiations.
• Have a sound understanding of customer productivity operations and portable air compressor technology and applications.
• Attend and actively participate at industry-related trade shows, conferences and associations.
• Champion and ensure Area Sales Manager usage and implementation of the company’s CRM system.
• Provide regular reports to the executive management team, as requested.
• Collect competitive product and pricing information and share with the Product Management and Sales teams, as well as specific customer feedback on Sullair Portable products and services.
• Ensure close collaboration and teamwork occurs between the Area Sales Managers and Business Development Managers, as well as other related internal departments, to ensure that all prospects and customers are supported as needed to ensure continued growth in sales, service, and aftermarket.
• Collaborate with internal S&OP departments and team members, ensuing products are available for delivery and invoicing to customers as customers require.

Qualifications:

Education:

• Bachelor’s degree required, preferably in Marketing or Business Administration; MBA preferred.

Professional experience:

• 10+ years of successful and progressive experience in sales and managed markets required.
• 10+ years of experience in a manufacturing product environment required.
• 5+ years of experience required with developing and changing distribution partners.
• 5+ years of experience with negotiating on behalf of the company required.
• Experience with budgets, marketing analytics and personnel management.
• Excellent organizational skills and discipline necessary to maintain a strong pipeline of prospects.
• Excellent familiarity of North American marketplace as it relates to the compressed air and/or air treatment industry.
• Strong customer focus.
• Self-motivated, high initiative, self-directed.
• Strong attention to details.
• Achievement oriented.
• Excellent verbal and written communication skills.
• PC and CRM proficiency.
• Proficiency in Microsoft Office Suite.
• Ability to travel 50-75% domestic and international.

Direct reports:

• This position will be directly responsible for managing the Area Sales Managers sales team for Sullair Portables North America.

The successful candidate is responsible for complying with Hitachi Global Air Power Code of Ethics and related policies. In performing the job, the incumbent shall take all steps necessary to comply with our safety policies and requirements and must actively support the organization's efforts to meet and exceed its goals of creating and maintaining a safe workplace.

This job description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company's discretion.

Hitachi Global Air Power is an equal opportunity employer and will not discriminate based on race, religion, color, age, gender, sexual orientation, national origin, genetic information, veteran status, physical or mental disability, or other protected categories under applicable law, whether in recruitment, employment, promotion, transfer, compensation, or other conditions of employment.