Last Mile Delivery
1 mese fa
Last Mile Delivery / Postal market EV Services Sales Leader Location: Milano,Milano,Italy
Job ID: R0051702
Date Posted: May 17, 2024
Segment: Others (Including Headquarters and R&D )
Business Unit: Hitachi Regional Headquarters
Company Name: HITACHI EUROPE LTD.
Profession (Job Category): Project/Program Management
Job Type (Experience Level): Management
Job Schedule: Full time
Remote: No
Hitachi drives Social Innovation Business, creating a sustainable society through the use of data and technology. We solve customers' and society's challenges with Lumada solutions leveraging IT, OT (Operational Technology) and products. Hitachi operates under the business structure of "Digital Systems & Services" - supporting our customers' digital transformation; "Green Energy & Mobility" - contributing to a decarbonized society through energy and railway systems, and "Connective Industries" - connecting products through digital technology to provide solutions in various industries. Driven by Digital, Green, and Innovation, we aim for growth through co-creation with our customers. The company's consolidated revenues for fiscal year 2022 (ended March 31, 2023) totaled 10,881.1 billion yen, with 696 consolidated subsidiaries and approximately 320,000 employees worldwide. For more information on Hitachi, please visit the company's website at .
Hitachi Social Innovation addresses the world's most challenging social and environmental challenges. By focusing on more efficient usage of assets and systems, we extract value to reach outcomes that matter for business and society – what we call the double bottom line. Combining 100+ years of experience in operational technology (OT) and 60+ years in IT, we harness Hitachi's broad capabilities in R&D to deliver cutting edge AI and IOT solutions in the core areas of transport, manufacturing and energy.
About Hitachi's Business Group Hitachi ZeroCarbon is a technology company on a mission to accelerate the global transition to zero carbon today, in order to pioneer the world of tomorrow. We simplify the whole decarbonisation process so you can focus on delivering for your customers. Through a long-term partnership, we develop your EV transition strategy, charge your fleet, finance and extend the life of your batteries and decarbonise your entire depot. This allows you to generate and take advantage of new revenue opportunities. Born from over 100 years of innovation, we're using our technical expertise and digital technology to help businesses transition their fleets to zero carbon. Through optimizing your operations, ongoing support, reporting and daily management, our people take the day-to-day running off your hands, so you can get the most out of our technology whilst freeing up your time to focus on what you do best. With our clients, we're building a world powered by zero carbon technologies to make tomorrow possible.
Hitachi ZeroCarbon's mission is to build billion-dollar potential businesses in the green economy to claim Hitachi's potential as a climate change innovator, and to deliver on our mission to contribute to society. We incubate and build high-tech growth ventures at the intersection of mobility, energy and digital, enabling Hitachi to play a pivotal role in leading the net-zero transition.
What you'll be doing In the last mile delivery and postal sector, Hitachi ZeroCarbon has established itself as a leader. We deploy cutting edge solutions and integrate disparate legacy EV hardware and software into a single platform and provide a high-quality managed service to assure the delivery of charge to vehicles so they are ready for each day's operations. HZC has achieved great success through key clients such as Royal Mail and Posten Bring and wants build upon this success to take this solution suite to a wider market across Europe, APAC and the US over the next 3 years.
Reporting to our Chief Revenue Officer, you will drive global customer acquisition for Hitachi's ZeroCarbon Fleet propositions in the postal and last mile delivery market. You will build a sales strategy and approach for our low carbon technology solutions aligned with the wider business strategy. The goal is to build a $1bn+ business over the next 3-5 years, building on the significant platform, opportunities and pipeline already being developed and delivered against within the Hitachi ZeroCarbon Fleet business.
Working collaboratively with other Hitachi Business Units, clients and prospects, you will work to identify business needs / opportunities and take leadership in orchestrating client discussions, identifying client value levers, building value propositions and articulating our value add-approach to secure solid pilot deals. You will maintain and have ownership of the global last mile delivery and postal sales pipeline and provide support to our clients either directly or through local sales teams during the bidding and sales process to ensure the successful acquisition of deliverable solutions.
Responsibilities include, but are not limited to:
Help manage and support a global professional sales team in delivering our global targets
Build strategic sales and marketing plans for our propositions into the last mile delivery and postal markets and drive sales into these areas
Build and own account plans for clearly identified target clients and track, manage and maintain performance against sales target KPIs for the business
Leverage your existing proven contact network in the region for LCV and HGV last mile delivery and postal clients to rapidly identify, target and build a pipeline of high potential and high probability sales opportunities
Own, drive, update and manage the sales propositions in our key proposition areas of ZeroCarbon charge and ZeroCarbon Battery within the last mile delivery and postal markets
Manage and deliver complex commercial deals including service delivery, capital (vehicle and depot) finance and enabling software
Working with the product team, refine and support the development of new capabilities and deploy new solutions based upon direct customer interactions and feedback through the sales process
Working with the operations team, take responsibility for the project delivery strategy and developing regional / local supply chain.
In a player/manager capacity, ensure the monthly, quarterly and annual goals of your sales area are achieved and provide effective governance, communication and qualification approaches to ensure your pipeline is effectively and efficiently managed across our proposition areas and into our partner Hitachi organisations
Agree and deliver sales and revenue goals for your area of focus
Rigorous management and accurate forecasting for monthly, quarterly and annual goals with robust qualification methodology and accurate projections
Articulate how our propositions can be used to drive business value for our customers
Understand key business value levers in different target segments
Understand customers & Hitachi business structure and how they vary across geographies
Understand competitive pressures & unique/complimentary strategies for each of the applicable geographies to address these
Manage own sales opportunities and support the ongoing sales pursuits of the sales team
Maintain and expand our relevance to each customer through account development.
What you bring to the team We're looking for a team player, who is motivated by delivering great work and the Hitachi vision. The role will be a mixture of remote-hybrid working. This role is opened for Europe Market so candidate can be based in any of the opened locations.
The ideal candidate will possess the following skills and background:
Having 10+ years of experience.
Significant work experience in sales and business development in the mobility or energy industry at a professional services / consultancy, software or technology company
Successful, proven track record of selling into last mile, postal or similar delivery fleets with extensive, trusted relationships amongst key decision makers across the industry in multiple geographies
Demonstrable track record within sales/business development for digital solutions and services
Successful track record of working within and leading lines within large sales teams
Strategic thinker who can devise and communicate elegant and simple solutions to complex issues
Significant experience in product and solution Engineering selling methodology and approach
Strong communicator who takes the lead with a structured approach
Ability to understand the client strategy, political/competitive landscape, transition to net zero challenges and budget priorities
Maintains good rapport and demonstrates leadership and collaborative teamwork in cross-functional teams
Ability to work seamlessly in a direct and virtual matrixed managed environment
Entrepreneurial mind set
Customer and relationship focused
Excellent academic qualifications with a BSc Degree and/or MSc, or equivalent level of experience
Embraces a culture of trust, free thought and complete transparency
Ability to impact and effect change without being confrontational
Analytical and inquisitive
Big picture thinking
Works well under pressure
Critical thinking
Strong relationship building skills
Benefits Package Along with a market competitive salary and discretionary bonus scheme, employees have the option to work flexibly in line with our hybrid working model and we would be happy to discuss this with you during the hiring process.
Company Funded Benefits Generous holiday entitlement - with the option to buy up to an additional 5 days per year
A Holiday Banking scheme allowing you to bank untaken holiday to use another year
Private Medical Insurance with self-funded option to cover family members
Employee Assistance Programme available to all employees
Voluntary Benefits (funded by employee) including; Dental Insurance with option to include dependent children
Health screening
Dining card
Our Values We are proud to say we are an equal opportunity employer and welcome all applicants for employment without attention to any factor that doesn't impact your ability to do the job, including race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. We are proud of Japanese heritage, with our values expressed through the Hitachi Spirit:
Wa – Harmony, Trust, Respect
Makoto – Sincerity, Fairness, Honesty, Integrity
If, like us, you're pioneering, innovative and motivated to build a zero-carbon transportation future, accelerating the world's transition to greener, more efficient mobility please get in touch
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