Application Engineer - Power Electronics

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At Hitachi Energy our purpose is advancing a sustainable energy future for all. We bring power to our homes, schools, hospitals, and factories. Join us and work with fantastic people, while learning and developing yourself on projects that have a real impact to our communities and society. Bring your passion, bring your energy, and be part of a global team that appreciates a simple truth: Diversity + Collaboration = Great Innovation

Hitachi Energy Grid Integration support customers in creating stronger, smarter and greener grids adapted to meet the needs of the changing power landscape. Our system solutions are designed and delivered to provide the highest lifecycle value with the lowest risk.

As Sales and Marketing responsible - Power Electronics Solutions, will be part of Hitachi Energy business based in Bengaluru. As the Sales responsible – Power Electronics applications, you will be responsible for securing orders for Power Quality/power Conversion solutions within the region in line with targets and planned strategy. You will be responsible for identifying projects from an early stage, promoting Hitachi Energy’s technical offering, work with pre-sales on the business case for those projects when required, developing a winning strategy, identifying, and nurturing key stakeholders (customer, consultants, regulators, etc.), supporting bidding process and negotiating until contracts are successfully signed.

Within Hitachi Energy you will work with the Global Center of Competence and drive the HUB to deliver such projects and coordinate activities with local team members, Front End sales functions and regional resources. You will plan and ensure execution of the GPQS/Hub sales strategy for PQ/FACTS/SFC to achieve both qualitative and quantitative targets for products, services & systems in a profitable way.
 

You will also be responsible

• Contribute to Whole Value chain of Sales process from Seeding the solutions to Customer till finalizing / Closing the order
• Selecting and prescribing the appropriate ratings (power, voltage, current) of the equipment
• Develop power supply system architecture, sizing calculations for Substation & Traction Power Supply system
• Lead & attend discussions with customers
• Perform site Visit's as and When Required
• Ability to assess the offered Equipment shall comply the local Grid Requirements.
• Preparation Single Line Diagram, Multi Line Diagram and Bill of Quantities for Estimation Purpose
• Support customer project tendering and execution activities
• Develop Market Requirement specification based on evolving needs
• Benchmark and cost evaluation of our Own and Competition offerings
• Audit and assessment of external partners, including power electronic converters.
• Liason with Global Product Management, Engineering, Sales and Supply chain Management for necessary task and to support the Global and Regional Programs
• Assure Technical proposals are developed and approved to ensure negotiations can proceed on time

Your responsibilities:

Sales Strategic alignment:

 Identify target customers, projects in India and Indian EPCs to meet or exceed sales targets.

Ensure appropriate technical and financial aspects of offers, including prices and trading conditions with the business units.

Create, plan and implement a clear sales strategy for Power Electronics application in India, including business development initiatives, in line with HUB and Global sales objectives.

Develop customer relationships in India to promote the technology, win new customers and retain existing ones to create a recurring revenue stream. Define winning strategies, act or delegate Capture Team Leader function.

Targets:

Defines key targets (e.g. project, prices, portfolio mix) and ensures these are achieved for the segments/markets. Ensures detailed business/sales plans are in place with regular follow up.

Drives the growth of the top line in each target industry segment. Setting of target price and Winning Strategy of main focus projects.

Market analysis:

Activates operation intelligence, benchmarking and analysis in order to identify best processes, equipment, automation practices, etc.

Marketing:

Ensures Hitachi Energy’s value proposition for the Utility / Industry / Renewable / Transportation segment is developed and well communicated (internally and externally). Supports local Sales organizations to ensure they are positively perceived in the target segment. Actively participates in the development of international standards and regulations by identifying and influencing the appropriate external bodies (including government, legislative bodies, technical and trade associations). Feeds back to the Business Units/Product Groups on market developments and requirements.

Account Management:

Ensures that the major accounts in the segment(s) are identified and prioritized.

Customer relationship:

Builds and maintains strong relationships at senior levels with the key stakeholders.

Contracts and negotiations:

Ensures the team is well prepared and has the necessary internal support to pursue and manage large project contracts. Helps or lead to negotiate complex legal and commercial international frame agreements, and major turn-key system supply projects in the region of 10-30MUSD.

Risk:

Identifies and manages risk relating to contract agreements and prices across segments.

Safety & Integrity:

Living Hitachi Energy core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.

Your background:

Education: Minimum B.E. / B Tech  Electrical / Electronics Engineering.

Skills: Strong negotiation skills, Strong communication skills, Expert in Power Quality, Power Systems, and Technical Sales.

Experience: 10+ years in electrical engineering & 5 years of Power quality or conversion experience.

Deliver Results: Prioritize, Act, Achieve.

Results orientation: drive to exceed goals & improve business practices for higher performance levels.

Strategic orientation: define own plan within larger strategy & contribute to strategy beyond own area.

Collaborate: Listen, Value, Engage.

Teamwork & collaboration: Actively demonstrate teamwork & facilitate collaboration.

Innovate: Challenge, Create, Change.

Intercultural sensitivity and effectiveness: function well across cultures & act as facilitator between cultures.

Focus Externally: Customers, Partners, Markets.

Customer & market orientation: Anticipate and addresses evolving customer and market needs & build close and sustainable customer relationships.

More about us

Hitachi Energy is a global technology leader that is advancing a sustainable energy future for all. We serve customers in the utility, industry and infrastructure sectors with innovative solutions and services across the value chain. Together with customers and partners, we pioneer technologies and enable the digital transformation required to accelerate the energy transition towards a carbon-neutral future. We are advancing the world’s energy system to become more sustainable, flexible, and secure whilst balancing social, environmental, and economic value. Hitachi Energy has a proven track record and unparalleled installed base in more than 140 countries. Headquartered in Switzerland, we employ around 38,000 people in 90 countries and generate business volumes of approximately $10 billion USD. www.hitachienergy.com

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