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Direct Sales Manager

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POST DATE 8/13/2016
END DATE 11/11/2016

Hitachi Consulting Edina, MN

Company
Hitachi Consulting
Job Classification
Full Time
Company Ref #
33320
AJE Ref #
575871778
Location
Edina, MN
Experience
Entry Level (0 - 2 years)
Job Type
Regular

JOB DESCRIPTION

APPLY
POsition Overview:

You will have the responsibility for all direct sales activities within an assigned market, segment/product line, territory or any combination. Develop and implement strategic sales plans to originate direct leases, establish lease lines to commercial businesses and develop strategic plan to solicit additional business from existing end users.



Commitment to Internal Control:

The incumbent accepts the responsibility for establishing and maintaining the internal control system associated with the essential duties and responsibilities of the functional areas that the incumbent manages.





Essential Duties and Responsibilities:

(List in order of time spent)



Prospect List: You will develop end user prospects within your assigned region that can do business with Hitachi Capital Vendor Services (HCVS). You will attend relevant trade shows, develop referral networks, and cold call commercial businesses to develop qualified prospects.



Business Development: Responsible for developing new business from end users in your assigned territory. Act as primary customer/source contact responsible for pricing transactions and negotiating terms and rates with customers



Lease Volume: Originate lease volume that equals or exceeds annual goal set by Executive VP of Sales. Develop tracking systems and monthly activity reports and volume forecasts.



Market Needs: Understand competitors products, offerings, rates and market share. Anticipate problems and identify solutions. Advise sales management of recommended actions.



Travel: Schedule and attend business development calls with prospects, referral networks, industry trade shows and home office when appropriate to support business.



CRM: Input accurate data (vendor information and primary sales contacts) into CRM system. Schedule and complete timely follow ups and maintain current records with your prospects.



Rapport: Input all bids, quotes and applications accurately and timely into Rapport.



Reports: Submit all call reports and other activity updates as required by Sr. VP. Of Sales and Executive Leadership

KNOWLEDGE, SKILLS, AND ABILITIES:



Finance Principles Knowledge of lease financing and possess the ability to calculate complex lease rates to propose custom finance structures



Business Development Knowledge of formal proposals and ability to present to executive levels of organizations. Meets with customers, leads negotiations, delivers sales presentations, coordinates complex decision-making process and overcomes objections to closure.



Credit Solid understanding of credit underwriting/analysis.



Marketing Knowledge of principles and methods for presenting, promoting, and selling HCVS Capital capabilities and products. This includes lead development, marketing strategies, tactics, sales techniques, and demonstrating products to customers.



Computers and Software Knowledge of HCVS software applications such as Microsoft Office, CRM, T-Value, Rapport and possess the ability to effectively utilize these programs in their day to day activities.



Contracts Knowledge of HCVS end user documentation. This includes assessing customer needs and structuring documentation to implement end user needs.



Customer and Vendor Service Knowledge of vendor programs and internal processes for providing professional customer service for HCVS end users.





Credit Solid understanding of credit underwriting/analysis.



Finance Ability to use T-Value and or a financial calculator to calculate complex structures to end users.



Prospecting Ability to develop quality end user prospects from resources such as One Source, industry trade shows and referrals networks.



Speaking Ability to talk with potential customers and end users to convey information effectively at all levels.



Writing Skills Ability to write effective correspondence, emails and proposals



Negotiation Skills - Possess strong negotiation skills to provide financial solutions acceptable to our customers and HCVS. Effectively reconcile differences with our customers and HCVS.



Time Management Effectively managing ones own time and the time of others.



Technology Savvy Ability to effectively use the software programs and tools to prospect business





Tools and Equipment Used:

*

Personal computer, copier, fax, phone, and other typical office equipment



Working Hours:
*

Hours may vary and will require some evening work, frequently requires working 40-45 hours/week depending on business needs



TRAVEL:

FREQUENT TRAVEL IS REQUIRED WITHIN ASSIGNED REGION TO CALL ON PROSPECTS AND VENDORS

OCCASIONAL TRAVEL RELATED TO ATTENDANCE AT INDUSTRY SEMINARS



Physical Demands:

*

Digital dexterity and hand/eye coordination in operation of office equipment
*

Light lifting and carrying of supplies, files, etc.
*

Ability to speak to and hear customers and/or other employees via phone or in person
*

Body motor skills sufficient to enable incumbent to move from one office location to another





The job description does not constitute an employment contract, implied or otherwise, other than an at will relationship and is subject to change by the employer as the needs of the employer and requirements of the job change