Position Overview: Technology and/or Specialty Markets (Industrial)
You will have the responsibility for the sale and support of Hitachi Capital Vendor Services (HCVS) products in healthcare, technology or alternative markets (sales channels). Your mission is to find opportunities and develop finance programs for manufacturers, distributors and resellers (Vendors) of related equipment, software and services in your geographic territory by building relationships with potential Vendors and helping them be more successful by using HCVS products and services. Professional selling is a consultative process where you play a key role in understanding the business processes and needs of your customers and potential customers, and consulting with them on how HCVS products can impact their results. You will spend the majority of your time in the Vendors environment; building relationships with key buying influences, uncovering needs and presenting ways HCVS products can add value. You will be the "steward" of developing Hitachi Capital Vendor relationships, acting as the lead for all company activities in your vendors account. You will have full responsibility for everything that happens or fails to happen in your segment.
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 identify 50+ Regional Vendors in your channel that can do business with HCVS and a condensed list of 10 Vendors from the list of 50 that we are in early to late stages of negotiating and closing as new Vendor programs.
Business Development: Responsible for developing new business from Vendors in your channel who will originate $2m per year in annual lease volume at a minimum. Knowledge of consultative business development approach. Ability to effectively build relationships by phone. Experience in building strategic relationships through in-person presentations and program building meetings. This includes qualifying prospects and developing relationships with key contacts to move the sales process to closure
Relationship Management: Responsible for servicing, supporting and growing your vendors signed that are funding annual volume in excess of $2mm. Responsible for maintaining the relationship at the executive level and facilitating changes to the program to maintain or increase annual lease volume.
Lease Volume: Originate lease volume that equals or exceeds annual goal set by Executive VP of Sales.
Travel: Schedule and attend business development calls with Regional Vendor prospects. Attend assigned Vendor sales meetings, trade shows, company sales meetings and home office when appropriate to support the program.
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 50+ Regional Vendors.
Rapport: Input all bids, quotes and applications accurately and timely into Rapport (if applicable)
Reports: Submit all call reports and other activity updates as required by Sr. VP. Of Sales and Executive Leadership
Responsibility and Decision Making Authority:
Knowledge, Skills, and Abilities:
Finance Principles - Knowledge of lease financing and possess the ability to calculate complex lease rates and vendor programs, including; discounted lease rates, stair step payments, annual lease rates, 0% finance rates, cost per use, no minimum programs, bridge to budget and other structured finance programs.
Business Development - Knowledge of business development and possess the ability to place outbound telephone calls to prospective vendors in your sales channel. This includes qualifying prospects and developing relationships with key contacts to move the sales process to closure.
Marketing - Knowledge of principles and methods for presenting, promoting, and selling Hitachi Capital capabilities as well as Hitachi Capital vendor products and services. This includes lead development, marketing strategies, tactics, sales techniques, providing vendor sales training and demonstrating products to customers and relationship management.
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 vendor program documentation and end user documentation. This includes assessing vendor needs and structuring documentation to implement vendor programs and end user needs.
Customer and Vendor Service - Knowledge of vendor programs and internal processes for providing professional customer service for HCVS and end users.
Finance - Ability to use T-Value and or a financial calculator to calculate end user rates and provide vendor program yields.
Prospecting - Ability to develop quality vendor prospects from resources such as One Source, industry trade shows and referrals. Establish focused prospecting strategy and possess effective communication skills.
Speaking - Ability to talk with our vendors 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 Vendors and Hitachi Capital. Effectively reconcile differences with our Vendors and Hitachi Capital Vendor Services.
Service Orientation - Actively look for ways to improve our Vendor relationships and satisfy their needs.
Time Management - Effectively managing one's own time and the time of others.
Technology Savvy - Ability to effectively use the software programs and tools to prospect business
Education and Experience:
• Bachelor degree or equivalent experience
• Minimum of 5 years field sales experience in vendor financing preferred
Licensing and Certification:
Tools and Equipment Used:
• Personal computer, copier, fax, phone, and other typical office equipment
• Hours may vary and will require some evening work; frequently requires working 40-45 hours/week depending on business needs
• Frequent travel is required within assigned region to call on prospects and vendors
• Occasional travel related to attendance at industry seminars
• 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.