Director of Sales – 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 Director of Sales for Portables plays a pivotal role in spearheading the strategy, growth, and profitability of the North American business at Hitachi Global Air Power This individual's primary responsibility involves building, training, and guiding a diverse and remote sales to drive overall revenue growth with a and solidify a prominent Sullair presence across North America.  Key elements of the position include a disciplined focus on customer satisfaction utilizing exceptional leadership skills to build and grow an industry-leading sales and support team. In addition, this role is directly responsible for managing, developing, and directing the Portables sales team to ensure sustainable growth and success. The Director of Sales will report directly to the Vice President of Portables/OEM and will be included as a key member of the Portables/OEM leadership team.

Duties and responsibilities:

• Implement aggressive sales growth plans for Portable sales teams, aligned with objectives for growth, profitability, and product mix.
• Ensure comprehensive training and compliance with HGAP processes and procedures, including HGAP core values, professional standards, business ethics, and any/all other standard policies.
• Recruit, hire, and develop sales team members. Provide coaching, mentoring, and training to develop the sales team's skills and capabilities.
• Set clear performance expectations, conduct regular activity reviews, and manage team performance effectively.
• Drive revenue growth through identification of new business opportunities, expansion of existing accounts, and achievement of sales targets.
• Stay informed about industry trends, competitive landscape, and market conditions in the compressed air and construction/industrial equipment sectors.
• Develop a deep understanding of compressors and the compressed air industry to ensure effective sales training and market share growth.
• Collaborate with Product Management to identify and develop market-leading product offerings and potential existing product gaps in the current product portfolio.
• Address customer issues promptly and professionally, ensuring efficient resolution.
• Maintain accurate sales records and provide regular reports on sales performance, market trends, and forecasts.
• Coordinate with sales leadership to drive CRM development and activity implementation as necessary.
• Devise a successful strategy and sales plan; ensure execution of the plan and all associated tactical and strategic actions for expanding the company’s customer base.
• All phases of the sales process, including prospecting, customer qualification, setting effective meetings and engaging new clients.
• Navigate cross-functional and direct reporting teams effectively in a matrix environment.

Qualifications:

Education:

• Bachelor's degree (BA/BS) or equivalent is preferred – significant direct industry and leadership experience considered.

Professional experience:

• 10+ years of Business-to-Business Sales Leadership experience in the industrial equipment space with a track record of leading sales teams and consistently achieving sales objectives.
• Experience recruiting, developing and growing sales and sales leadership teams within a matrix organization.
• Must have experience driving a disciplined, metrics-driven professional sales process.
• Air compressor experience is preferred.
• Strong background in direct sales to industrial end users REQUIRED.
• Excellent interpersonal and communication skills, written and verbal.
• Exceptional presentation and negotiation skills.
• Proficient in Microsoft Office: Outlook, PowerPoint, Excel and Word.
• Use of CRM system – Salesforce strongly preferred.
• Ability to communicate professionally with all levels of the organizations, including both internal and external customers.

Direct reports:

• Area Sales Managers

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

This 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 US 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.