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Job Description:
For our Transformers Business Unit we are looking for Global Business Development that would be specialized in Data Centers technology. You will be reporting to the Global Product Marketing Manager and functionally the corresponding Transformers INL. You main goal will be to develop and own the Global Business Development Plan for the Global Product Group portfolio to address the opportunities in the segment like white spots, non-offered market, and market share increase with existing Customers always leveraging the portfolio products and services. The role should is also responsible for creating new markets/demand and the implementation of market-based strategy for products, territories, channels and key accounts (roadmap).
How you will make impact:
1) Strategic:
Produce and maintain global mapping of which customers are present in which markets for which products. Segment based on market characteristics.
Understand and articulate the regional and country regulatory environment so as it affects the portfolio.
Interface with GPMM, GPM, RPM, AE and INL along with Front End Sales to ensure harmonized account plans as required for up to 10 years.
Support the creation of segment suitable marketing collateral, ensuring global consistency of message, and using the “language of the customer” to maximize depth of impact, articulating that we understand their needs. Support the creating and maintenance of value propositions.
Understand and articulate competitor activity in the market segment, who is active and what are they doing.
Challenge the market size and understanding in top 20 global markets, questioning the accuracy of market size, and building up a clear understanding of who buys what and when.
Identify current and future key customers and how we will serve them. Input into portfolio and footprint discussions and needed technology and market allocations.
Designs develops and drives business development strategies for defined product lines in the segment
Defines a Strategic Business Development roadmap for the segment from the perspective of the Global Product Groups which also serve as an input for the product strategy
Ensure a consistent sales process for global multi-sites offers when it comes to the GPG
Develop strategic pricing for Products in cooperation with GPMM and HUB M&S, drive price quality and support directly contract negotiation for associated product lines and segments
2) Operational:
Lead discussions with customers on portfolio development “who needs what, from where and when”.
Manage coordination on behalf of GPG of global accounts across the portfolio to ensure that we maximize factory footprint and capacity.
Develop the business through market research and early identification of project opportunities in accordance with local and global HUB sales organization (leading the MWO-process)
Support marketing events & activities organization to promote the GPG within the INL
Support managing customer relationships in strong coordination with HUB sales
Coach the Value Based Selling competence and train the sales teams by providing product-focused seminars.
3) Reporting & Market intelligence:
Update GPG market intelligence within the INL (customer data, market potential, opportunities (MWO), competitor information, market price levels, macro and micro economic data, political environment, etc.) in a structured way (regular reviews with local/global teams)
Support by providing GPM and R&D for associated product lines with market feedback on portfolio gaps and future customer needs in a structured manner
Your Background:
Engineering Degree or Business Administration. Master's degree is a plus
Experience in product marketing and sales preferably with a background in the product portfolio covered: 10-year min.
Strongly experienced in global business
Demonstrable experience in dealing with Customers specifications and typical requirements for the segment.
Successful proved track record of achieving and exceeding sales targets
An in-depth knowledge and experience of the marketplace in which Hitachi Energy operates
Understanding of both demand and supply-side needs and dynamics
Intercultural sensitivity and ability to lead (no direct report but leveraging a global network across regions)
Customer oriented, applying advanced communication skills
Result-oriented for profitable growth
Experienced with strong customer-, competitor-, technical and market knowledge
Fluent in English