Hitachi - Excavator Sales Representative (Remote)
Jordan Sitter Associates, Louisville, Kentucky, us, 40201
Selling Hitachi's mining products and solutions (equipment, services, parts, maintenance, digital solutions, etc.) direct to mining customers.
SUMMARY Directly sell the Company's mining products and solutions (equipment, aftermarket services, parts, maintenance contracts, digital solutions, etc.) to end users within the assigned territory/accounts, maximizing revenue, profit, and market penetration. Build relationships with customer decision‑makers (executives, procurement, site management, maintenance, etc.) and continuously develop mid‑to‑long‑term opportunities by building and maintaining a strong sales pipeline. Lead the end‑to‑end sales process, including quotations/tenders, contract negotiations, credit and collection terms, delivery/specification alignment, delivery and commissioning/start‑up, and post‑award customer satisfaction. Report to the Mining Sales General Manager. Monitor changes in regulations (federal/state, etc.), MSHA requirements, tender rules, and other factors that may impact the business, and share relevant information internally.
OVERVIEW New Business Development / Sales Activities
Define target accounts within the territory/industry and create new opportunities through customer visits, proposals, and participation in tenders.
Identify customer challenges (availability, operating cost, safety, environment, maintenance organization, etc.) and translate them into optimal product and operational proposals (equipment + services + contract structure).
Increase market awareness and generate leads by leveraging marketing initiatives, trade shows, and on‑site demonstrations.
Expansion of Existing Accounts
Understand existing customers' organizational structure and decision‑making processes; build and maintain relationships across multiple departments.
Systematically drive upsell/cross‑sell (additional equipment, parts, maintenance contracts, renewals, retrofits, etc.).
Develop customer‑specific account plans and execute them with internal stakeholders.
Lead Quotations, Contracts, and Commercial Terms
Lead quotation preparation, RFQ/RFP responses, pricing strategy, discount guideline governance, and alignment of contract terms and conditions.
Collaborate with customers and internal functions (Legal, Finance, Product, Service, Supply Chain, etc.) to align and agree on delivery schedules, specifications, payment terms, warranty, SLA, etc.
Manage key milestones from order intake to delivery after contract award, and elevate risks early.
Post-Delivery Follow-up / Customer Satisfaction
Coordinate internal resources for commissioning/start‑up support, operator training, and initial issue resolution to stabilize operations quickly.
Take ownership of the first response for customer satisfaction topics, complaints, and critical incidents; drive corrective actions and support recurrence prevention.
Capture competitor information and customers' equipment and capital investment plans to connect to future opportunities.
Reporting / Compliance
Record daily activities, opportunity status, deal probability, quotations, and competitive intelligence in the CRM.
Report weekly/monthly on pipeline, forecast, activity performance, market trends, and key risks.
Comply with company processes, code of ethics, and compliance requirements including export controls and anti‑bribery rules.
Prioritize safety (MSHA) at all times and comply with customer site rules.
RESPONSIBILITIES
Increasing revenue, gross profit, orders on hand, and overall pipeline health within the assigned territory/accounts.
Building high‑probability opportunities (customer needs → proposal → commercial terms → approval/award).
Price realization and margin protection.
Forecast accuracy, opportunity stage management, and CRM quality.
Customer satisfaction (delivery quality and responsiveness) and repeat/renewal/add‑on orders.
Gathering and sharing market/competitor/regulatory intelligence internally.
Manage pricing, contracts, and expenses within the Company's approval matrix and assigned budget.
For strategic/critical opportunities, drive requests and approvals for special discounts/special terms subject to GM approval.
Revenue, gross profit, orders on hand, units, and share (if applicable).
Pipeline (number/value, stage aging, probability).
Forecast accuracy.
Price realization, discount rate, and adherence to collection terms.
Customer satisfaction (CS, number/severity of complaints, responsiveness).
CRM input completion/quality and on‑time reporting.
Extensive travel may be required.
Key KPIs
Orders on hand: value / units / gross profit.
Revenue and gross profit (GP).
Collection & cash management: collection rate and overdue receivables ratio for assigned accounts.
New customer development: number of new accounts and first‑time orders.
Pipeline: created value, number of stage advancements, days in stage (aging).
Forecast accuracy: monthly/quarterly variance.
Price realization: average discount rate and adherence to margin floor.
Customer satisfaction: post‑delivery evaluation and number of critical complaints.
CRM completeness and on‑time updates.
Safety & compliance: zero violations.
KNOWLEDGE AND EXPERIENCE
Preferred Bachelor's degree in marketing, management, engineering, or mining.
Preferred Master's degree in marketing, management, engineering, or mining.
Extensive industry experience and knowledge may be considered in lieu of degree requirements in exceptional circumstances.
(Minimum) 3 years practical working experience in steering a distribution network toward profitability and growth.
(Preferred) 5 years practical working experience in steering a distribution network toward profitability and growth.
B2B sales experience in large/complex products (capital goods/industrial machinery preferred).
Strong negotiation and consultative selling skills (value selling beyond price, such as TCO, availability, and safety).
Ability to build relationships with multi‑layer decision makers (executives to site level).
Basic understanding of contracts and commercial terms (payment terms, warranty, delivery, risk).
Strong numerical/analytical skills; ability to prioritize actions based on profitability, probability, and urgency.
Cross‑functional communication skills to drive internal alignment (Service, Parts, Product, SCM, etc.).
CRM operation, reporting, and Microsoft Office skills.
Self‑motivated with strong compliance and MSHA mindset.
English proficiency.
Knowledge of the mining industry and construction/mining equipment, and/or relevant field experience.
Experience with tenders (RFP/RFQ), long‑term maintenance contracts, and financial proposals.
Strategic planning/financial modeling skills; MBA, etc.
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SUMMARY Directly sell the Company's mining products and solutions (equipment, aftermarket services, parts, maintenance contracts, digital solutions, etc.) to end users within the assigned territory/accounts, maximizing revenue, profit, and market penetration. Build relationships with customer decision‑makers (executives, procurement, site management, maintenance, etc.) and continuously develop mid‑to‑long‑term opportunities by building and maintaining a strong sales pipeline. Lead the end‑to‑end sales process, including quotations/tenders, contract negotiations, credit and collection terms, delivery/specification alignment, delivery and commissioning/start‑up, and post‑award customer satisfaction. Report to the Mining Sales General Manager. Monitor changes in regulations (federal/state, etc.), MSHA requirements, tender rules, and other factors that may impact the business, and share relevant information internally.
OVERVIEW New Business Development / Sales Activities
Define target accounts within the territory/industry and create new opportunities through customer visits, proposals, and participation in tenders.
Identify customer challenges (availability, operating cost, safety, environment, maintenance organization, etc.) and translate them into optimal product and operational proposals (equipment + services + contract structure).
Increase market awareness and generate leads by leveraging marketing initiatives, trade shows, and on‑site demonstrations.
Expansion of Existing Accounts
Understand existing customers' organizational structure and decision‑making processes; build and maintain relationships across multiple departments.
Systematically drive upsell/cross‑sell (additional equipment, parts, maintenance contracts, renewals, retrofits, etc.).
Develop customer‑specific account plans and execute them with internal stakeholders.
Lead Quotations, Contracts, and Commercial Terms
Lead quotation preparation, RFQ/RFP responses, pricing strategy, discount guideline governance, and alignment of contract terms and conditions.
Collaborate with customers and internal functions (Legal, Finance, Product, Service, Supply Chain, etc.) to align and agree on delivery schedules, specifications, payment terms, warranty, SLA, etc.
Manage key milestones from order intake to delivery after contract award, and elevate risks early.
Post-Delivery Follow-up / Customer Satisfaction
Coordinate internal resources for commissioning/start‑up support, operator training, and initial issue resolution to stabilize operations quickly.
Take ownership of the first response for customer satisfaction topics, complaints, and critical incidents; drive corrective actions and support recurrence prevention.
Capture competitor information and customers' equipment and capital investment plans to connect to future opportunities.
Reporting / Compliance
Record daily activities, opportunity status, deal probability, quotations, and competitive intelligence in the CRM.
Report weekly/monthly on pipeline, forecast, activity performance, market trends, and key risks.
Comply with company processes, code of ethics, and compliance requirements including export controls and anti‑bribery rules.
Prioritize safety (MSHA) at all times and comply with customer site rules.
RESPONSIBILITIES
Increasing revenue, gross profit, orders on hand, and overall pipeline health within the assigned territory/accounts.
Building high‑probability opportunities (customer needs → proposal → commercial terms → approval/award).
Price realization and margin protection.
Forecast accuracy, opportunity stage management, and CRM quality.
Customer satisfaction (delivery quality and responsiveness) and repeat/renewal/add‑on orders.
Gathering and sharing market/competitor/regulatory intelligence internally.
Manage pricing, contracts, and expenses within the Company's approval matrix and assigned budget.
For strategic/critical opportunities, drive requests and approvals for special discounts/special terms subject to GM approval.
Revenue, gross profit, orders on hand, units, and share (if applicable).
Pipeline (number/value, stage aging, probability).
Forecast accuracy.
Price realization, discount rate, and adherence to collection terms.
Customer satisfaction (CS, number/severity of complaints, responsiveness).
CRM input completion/quality and on‑time reporting.
Extensive travel may be required.
Key KPIs
Orders on hand: value / units / gross profit.
Revenue and gross profit (GP).
Collection & cash management: collection rate and overdue receivables ratio for assigned accounts.
New customer development: number of new accounts and first‑time orders.
Pipeline: created value, number of stage advancements, days in stage (aging).
Forecast accuracy: monthly/quarterly variance.
Price realization: average discount rate and adherence to margin floor.
Customer satisfaction: post‑delivery evaluation and number of critical complaints.
CRM completeness and on‑time updates.
Safety & compliance: zero violations.
KNOWLEDGE AND EXPERIENCE
Preferred Bachelor's degree in marketing, management, engineering, or mining.
Preferred Master's degree in marketing, management, engineering, or mining.
Extensive industry experience and knowledge may be considered in lieu of degree requirements in exceptional circumstances.
(Minimum) 3 years practical working experience in steering a distribution network toward profitability and growth.
(Preferred) 5 years practical working experience in steering a distribution network toward profitability and growth.
B2B sales experience in large/complex products (capital goods/industrial machinery preferred).
Strong negotiation and consultative selling skills (value selling beyond price, such as TCO, availability, and safety).
Ability to build relationships with multi‑layer decision makers (executives to site level).
Basic understanding of contracts and commercial terms (payment terms, warranty, delivery, risk).
Strong numerical/analytical skills; ability to prioritize actions based on profitability, probability, and urgency.
Cross‑functional communication skills to drive internal alignment (Service, Parts, Product, SCM, etc.).
CRM operation, reporting, and Microsoft Office skills.
Self‑motivated with strong compliance and MSHA mindset.
English proficiency.
Knowledge of the mining industry and construction/mining equipment, and/or relevant field experience.
Experience with tenders (RFP/RFQ), long‑term maintenance contracts, and financial proposals.
Strategic planning/financial modeling skills; MBA, etc.
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