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Job Description:

Job title:

Sales Manager

Location:

Kansas City, MO

Reports to:

Sr. Director, Hitachi Air Centers

Summary of the position:

The Sales Manager plays a critical role in driving equipment sales growth and market share within the assigned territory for Hitachi Global Air Power. This position is responsible for leading, coaching, and developing a team of Equipment Sales Consultants (ESCs) and Air System Representatives (ASRs) while partnering closely with Hitachi Air Center (HAC) leadership to execute sales strategies that support company growth objectives.

The Sales Manager is responsible for driving territory performance through customer engagement, sales execution, employee development, and disciplined sales management while ensuring a strong Sullair presence throughout the assigned territory.

Duties and responsibilities:

• Execute sales strategies within an assigned territory in alignment with Regional Sales Manager objectives for revenue growth, profitability, market share, and product mix.

• Lead, coach, mentor, and develop Equipment Sales Consultants (ESCs) and Air System Representatives (ASRs) to maximize sales performance and professional growth.

• Conduct regular ride-alongs, pipeline reviews, activity reviews, and performance coaching sessions.

• Establish clear performance expectations and hold team members accountable to key performance indicators (KPIs).

• Drive revenue growth by identifying new business opportunities, expanding existing customer relationships, and achieving territory sales targets.

• Partner with local HAC leadership to develop and execute territory business plans.

• Promote aftermarket growth, including preventative maintenance agreements, service offerings, and upgrades on represented and competitive equipment.

• Identify product gaps impacting sales opportunities and communicate recommendations to Regional Sales Leadership.

• Develop a thorough understanding of compressors, compressed air systems, and related products to effectively coach the sales team and support customer solutions.

• Monitor local market trends, competitive activity, and customer needs while developing action plans to increase market share.

• Ensure prompt resolution of customer concerns while maintaining a high level of customer satisfaction.

• Maintain accurate sales forecasts, opportunity pipelines, and customer activity within Salesforce CRM.

• Utilize AirSuite and other technical sales tools to develop value-based proposals and equipment recommendations.

• Assist with territory equipment forecasting and inventory planning.

• Support recruiting, onboarding, and training of new Equipment Sales Consultants and Air System Representatives.

• Develop and maintain relationships with key customers, resellers, OEM partners, and strategic accounts within the assigned territory.

• Collaborate with Service, Operations, Marketing, and Product teams to support customer success and business growth.

• Prepare and present territory sales reports, forecasts, and business updates to Regional Sales Leadership.

Education:

• Bachelor's degree (BA/BS) preferred.

• Technical Training/Certifications in the compressed air industry is a plus.

• High School Diploma Required

Position Requirements:

• 5–8 years of Business-to-Business sales experience within industrial equipment, manufacturing, or a related industry.

• 3+ years of sales leadership or supervisory experience preferred.

• Demonstrated success leading sales teams and consistently achieving sales objectives.

• Experience coaching and developing outside sales professionals.

• Strong understanding of consultative, value-based sales processes.

• Air compressor industry experience preferred.

• Strong background selling directly to industrial end users required.

• Experience using CRM systems; Salesforce preferred.

• Excellent written and verbal communication skills.

• Strong presentation, negotiation, and relationship-building skills.

• Proficient in Microsoft Office (Outlook, Excel, PowerPoint, Word).

• Ability to communicate effectively with customers, employees, and leadership at all organizational levels.

• Willingness to travel approximately 50–70% within the assigned territory.

Direct Reports:

• Equipment Solutions Consultants

• Aftermarkets Sales Representatives

The successful candidate is responsible for complying with Hitachi’s Code of Ethics and related policies. In performing the job, the incumbent shall take all steps necessary to comply with our safety rules and requirements and must actively support the organization's efforts to meet and exceed its goals of creating and maintaining a safe workplace.

This description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company's discretion.