Hitachi - Excavator Sales Representative; Remote

Selling Hitachi's mining products and solutions (equipment, services, parts, maintenance, digital solutions, etc.) direct to mining customers.

Directly sell the Company's mining products and solutions (equipment, aftermarket services, parts, maintenance contracts, digital solutions, etc.) to end users within the assigned territory/accounts, maximizing revenue, profit, and market penetration. Build relationships with customer decision‑makers (executives, procurement, site management, maintenance, etc.) and continuously develop mid‑to‑long‑term opportunities by building and maintaining a strong sales pipeline. Lead the end‑to‑end sales process, including quotations/tenders, contract negotiations, credit and collection terms, delivery/specification alignment, delivery and commissioning/start‑up, and post‑award customer satisfaction.

Report to the Mining Sales General Manager. Monitor changes in regulations (federal/state, etc.), MSHA requirements, tender rules, and other factors that may impact the business, and share relevant information internally.

• Define target accounts within the territory/industry and create new opportunities through customer visits, proposals, and participation in tenders.
• Identify customer challenges (availability, operating cost, safety, environment, maintenance organization, etc.) and translate them into optimal product and operational proposals (equipment + services + contract structure).
• Increase market awareness and generate leads by leveraging marketing initiatives, trade shows, and on‑site demonstrations.

• Understand existing customers' organizational structure and decision‑making processes; build and maintain relationships across multiple departments.
• Systematically drive upsell/cross‑sell (additional equipment, parts, maintenance contracts, renewals, retrofits, etc.).
• Develop customer‑specific account plans and execute them with internal stakeholders.

• Lead quotation preparation, RFQ/RFP responses, pricing strategy, discount guideline governance, and alignment of contract terms and conditions.
• Collaborate with customers and internal functions (Legal, Finance, Product, Service, Supply Chain, etc.) to align and agree on delivery schedules, specifications, payment terms, warranty, SLA, etc.
• Manage key milestones from order intake to delivery after contract award, and elevate risks early.

• Coordinate internal resources for commissioning/start‑up support, operator training, and initial issue resolution to stabilize operations quickly.
• Take ownership of the first response for customer satisfaction topics, complaints, and critical incidents; drive corrective actions and support recurrence prevention.
• Capture competitor information and customers' equipment and capital investment plans to connect to future opportunities.

• Record daily activities, opportunity status, deal probability, quotations, and competitive intelligence in the CRM.
• Report weekly/monthly on pipeline, forecast, activity performance, market trends, and key risks.
• Comply with company processes, code of ethics, and compliance requirements including export controls and anti‑bribery rules.
• Prioritize safety (MSHA) at all times and comply with customer site rules.

• Increasing revenue, gross profit, orders on hand, and overall pipeline health within the assigned territory/accounts.
• Building high‑probability opportunities (customer needs → proposal → commercial terms → approval/award).
• Price realization and margin protection.
• Forecast accuracy, opportunity stage management, and CRM quality.
• Customer satisfaction (delivery quality and responsiveness) and repeat/renewal/add‑on orders.
• Gathering and sharing market/competitor/regulatory intelligence internally.
• Manage pricing, contracts, and expenses within the Company's approval matrix and assigned budget.
• For strategic/critical opportunities, drive requests and approvals for special discounts/special terms subject to GM approval.
• Revenue, gross profit, orders on hand,…