Regional Sales Director, New Equipment - South Atlantic

Mitsubishi Power Americas, Inc. is looking for a Regional Sales Director, New Equipment – South Atlantic.

This role can work 100% remote and preferred to be in the Region or close to the Region and open to relocating if needed.

SUMMARY

Reporting to the Regional Vice President, Sales and Marketing, the Regional Sales Director will be the primary contact between Mitsubishi Power and client organizations and will be responsible for handling all aspects of field sales activities in pursuit of new business for assigned product lines and territory within the South Atlantic (SC, NC, TN, VA) United States.  Primary activities include but are not limited to:  building and maintaining market leading customer relationships, identifying and pursuing new opportunities, managing and reporting on opportunity pipeline, coordinating all activities of Mitsubishi Power adjacent functions (market development, marketing, commercial operations and engineering) as well as monitoring overall market activities of customers and competitors to identify long term trends and competitive landscape.  

ESSENTIAL DUTIES & RESPONSIBILITIES

Leadership

• Creates and maintains a sales culture of integrity, imagination, innovation, determination, and respect
• Leads adjacent functions (marketing, market development, commercial operations, engineering and project management) in strategy, identifying, developing and securing new business opportunities.
• Develops industry leading customer relationships resulting in the attainment of actionable feedback on customer valuation criteria, competitive intelligence, high win rates and overall market penetration
• Documents and constantly updates customer account engagement plans and transactional strategies
• Collaborates with peer level sales directors in defining and executing key business activities consistent with Mitsubishi Power’s strategic direction
• Ensures organization is aware of all potential client investment plans, is fully aware of competitors strategies in Mitsubishi Power business markets (i.e., GT/ST/CC/Boiler/SCR/Service/Energy Storage/etc.)
• Cooperates and coordinates activities with other region sales directors and P&L leadership to effectively cross sell across the Mitsubishi Power enterprise (Services, Hydrogen Infrastructure, MD&A, Aero, Energy Storage, Environmental Solutions, MHI, etc.)
• Cooperates and coordinates activities in development of Latin American Opportunities pursued by North American Clients through close coordination with the Latin American sales team, as needed.
• Recommends product lines by identifying new product opportunities and/or product financing, packaging, and service changes by surveying consumer needs and trends & tracking competitor activities and offerings
• Takes a lead role in proposal development by coordinating efforts of deal team (Commercial Operations, Engineering, Service, etc.)

Planning and Reporting

• Develops & executes a specific territory sales plan, continuously updating and modifying it as the market and external forces dictate and provides regular progress reports to management and adjacent functions on a weekly, monthly, quarterly rhythm. 
• Ensures accurate and current data for territory activities is represented within the CRM system.
• Meets territory sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
• Manages budget for travel and other expenses.
• Communicates effectively with Mitsubishi Power management to understand corporate strategy and to properly represent the Company in assigned business activities.

Human Resources

• Completes all required HR activities associated with travel and expense reporting and the annual cycle such as setting goals and objectives, completing performance self-assessments and participating in assigned training
• Identifies training and development requirements and completes required training as well as implements newly learned skills into on-going activities, collaborates with peers and leadership to develop and deliver training and professional development programs

Customer Engagement

• Leads all sales and marketing efforts within assigned territory by forging relationships with key decision makers and assisting the team in creating large partnerships in existing and new areas of business.
• Maintains and expands customer base by identifying key customers as well as new prospects, identifying individuals within customers that decide or influence buying decisions.  Builds relationships with existing clients in an attempt to increase their current spend.  Identifies new clients and opportunities by researching the market, attending industry events and by creating Mitsubishi Power events to attract current and new potential customers.
• Responsible for managing several accounts simultaneously, providing executive presence, often being the face of the company to many clients.
• Champions the customer/client at all levels internally and efficiently represents the customer by understanding and clearly articulating the customer’s evaluation criteria, as well as obtaining actionable feedback from the customer to adjust offerings as needed to secure new business
• Effectively communicates the value of Mitsubishi Power technology and offerings in a manner that resonates with clients both through direct communication at multiple levels within the customer and through coaching adjacent functions in doing the same
• Supports customers with project development and execution plans and logistics as needed. Assist in negotiations with customers to finalize contracts to ensure customer and Mitsubishi Power requirements are documented.
• Performs other marketing, sales or project implementation duties as required by the Company from time to time.
• Monitors client satisfaction post sale and ensuring a high level of customer service internally.
• Contacts potential customers via telephone, email and face to face.  Arranging meetings with prospects in order to identify products and services required and outlining Mitsubishi Power value proposition.

OTHER DUTIES AND RESPONSIBILITIES

• Complies with all safety policies, practices and procedures reporting all unsafe activities to Management and/or Human Resources.
• Protects Company confidential information by not communicating, disclosing, or using for benefit of third parties. Maintain the highest degree of honesty and integrity at all times.
• Drives strong execution of initiatives, ensuring that regional representatives get things right the first time through questioning, analyzing, planning and follow-up.
• Participates in proactive team efforts to achieve departmental and company goals.
• Contributes to building a positive team spirit.
• Communicates effectively with subordinates and management at all levels.
• Maintains the highest degree of honesty and integrity at all times.
• Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.
• Perform other such duties as may be required.

KNOWLEDGE, SKILLS & EDUCATION

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Education and/or Experience: Bachelor's degree (BA) from four-year college or university; Engineering preferred and MBA strong plus, with at least ten (10) years related experience with at least 5 years in a sales or commercial role.

• Related Industry Experience: Previous proven experience in the development, design, construction, project management and financing of large, long cycle capital intensive projects in the power, petrochemical, refining or related energy projects.  Demonstrated success in consultative sales of highly engineered and complex products and/or services is essential to success in this role.

• Language Skills: Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.  Ability to write reports, business correspondence, and procedure manuals.  Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

• Mathematical Skills: Ability to work with mathematical concepts such as those related to the design, development and financing of large complex projects. 

• Reasoning Ability: Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

• Computer Skills: Knowledge of database software; project management software; spreadsheet software and word processing software; electronic mail; graphics; technical diagrams; flow charts, etc.

• Other Related Skills:  Must be self-motivated with a strong desire to succeed with proven ability to drive sales and generate new business within a large complex and multinational business environment; Confident and experienced negotiator able to drive revenue and mitigate risks.  Strong interpersonal skills and an ability to build rapport with customers across all levels of the customer organization from C-Suite to individual contributors within a complex and technically savvy client base.

PHYSICAL DEMANDS & WORK ENVIRONMENT

The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Regularly required to sit and talk or hear. Frequently required to stand and walk. Occasionally lift and/or move up to 10 pounds. The noise level in the work environment is usually quiet. Hearing protection may be recommended and/or required in some areas.

Ability to travel 50% on a frequent basis domestically, with occasional international travel, often with short notice, to achieve required customer interactions is essential to this role.

WHY SHOULD YOU APPLY?

• Excellent Benefits (Medical, Dental, Vision & 401K Matching).
• Excellent growth and advancement opportunities.
• Tuition reimbursement and on-the-job training.
• Paid vacation, sick time and holidays.
• Committed to quality product and services.
• Great working environment and culture.
• Employee Appreciation Programs and Events.

Mitsubishi is an Equal Employment Opportunity (EEO) employer actively seeking to diversify the workforce and is committed to a policy of equal employment opportunity. Therefore, all qualified applicants regardless of race, color, religion, gender, sexual orientation, gender identity, national origin, disability, veteran status or any other legally recognized protected basis under applicable law, are strongly encouraged to apply. 

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