Hitachi - Excavator Sales Representative; Remote

Position: Hitachi - Excavator Sales Representative (Remote)
Location: Indianapolis

17th February, 2026

SUMMARY
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.

OVERVIEW
New Business Development / Sales Activities

• 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.

Expansion of Existing Accounts

• 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 Quotations, Contracts, and Commercial Terms

• 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 escalate risks early.

Post-Delivery Follow-up / Customer Satisfaction

• 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.

Reporting / Compliance

• 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

RESPONSIBILITIES

• 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, units, and share (if applicable).
• Pipeline (number/value, stage aging, probability).
• Forecast accuracy.
• Price realization, discount…