Global Business Development Specialist

2 months ago

Varennes, Canada HITACHI ENERGY LTD Full time

**Description**

For our Transformers Business Unit we are looking for Global Business Development Specialist (f/m/d)

**Mission Statement**:
Reporting to the Global Product Marketing Manager and functionally the corresponding Transformers INL.

Develops and owns the Global Business Development Plan for the GPG portfolio to address the opportunities in the segment like white spots, non-offered market, and market share increase with existing Customers always leveraging the GPG portfolio products and services. The role should is also responsible for creating new markets/demand.

Provide inputs to the GPG strategic marketing plan for the segment and the related portfolio.

Supports the implementation of the INL market-based strategy for products, territories, channels and key accounts (**Roadmap**)

Provides feedback to Product Management about product gaps, product requirements evolution and trends in the segment and co-creation opportunities.

Support the INL to put in place strategic marketing and business development plans to increase share of wallet within the industries and to penetrate new customers.

**Main Tasks**:
**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 maximise 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

**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 maximise 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.

**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 (i.a. with cross-cultural, legal and contractual implications)
- 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)
- Result-oriented for profitable growth
- Experienced with strong customer-, competitor-, technical and market knowledge
- Fluent in English

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