Last Mile Delivery Sales Leader

Hitachi, Ltd

Last Mile Delivery Sales Leader

Salary Not Specified

Hitachi, Ltd, City of Westminster

  • Full time
  • Permanent
  • Onsite working

Posted 2 weeks ago, 15 May | Get your application in now before you miss out!

Closing date: Closing date not specified

job Ref: 866a8468431c49d6b204100bd2346395

Full Job Description

Reporting to our Chief Revenue Officer, you will drive global customer acquisition for Hitachi's ZeroCarbon Fleet propositions in the postal and last mile delivery market. You will build a sales strategy and approach for our low carbon technology solutions aligned with the wider business strategy. The goal is to build a $1bn+ business over the next 3-5 years, building on the significant platform, opportunities and pipeline already being developed and delivered against within the Hitachi ZeroCarbon Fleet business.

Working collaboratively with other Hitachi Business Units, clients and prospects, you will work to identify business needs / opportunities and take leadership in orchestrating client discussions, identifying client value levers, building value propositions and articulating our value add-approach to secure solid pilot deals. You will maintain and have ownership of the global last mile delivery and postal sales pipeline and provide support to our clients either directly or through local sales teams during the bidding and sales process to ensure the successful acquisition of deliverable solutions.

Responsibilities include, but are not limited to:

  • Help manage and support a global professional sales team in delivering our global targets

  • Build strategic sales and marketing plans for our propositions into the last mile delivery and postal markets and drive sales into these areas

  • Build and own account plans for clearly identified target clients and track, manage and maintain performance against sales target KPIs for the business

  • Leverage your existing proven contact network in the region for LCV and HGV last mile delivery and postal clients to rapidly identify, target and build a pipeline of high potential and high probability sales opportunities

  • Own, drive, update and manage the sales propositions in our key proposition areas of ZeroCarbon charge and ZeroCarbon Battery within the last mile delivery and postal markets

  • Manage and deliver complex commercial deals including service delivery, capital (vehicle and depot) finance and enabling software

  • Working with the product team, refine and support the development of new capabilities and deploy new solutions based upon direct customer interactions and feedback through the sales process

  • Working with the operations team, take responsibility for the project delivery strategy and developing regional / local supply chain.

  • In a player/manager capacity, ensure the monthly, quarterly and annual goals of your sales area are achieved and provide effective governance, communication and qualification approaches to ensure your pipeline is effectively and efficiently managed across our proposition areas and into our partner Hitachi organisations

  • Agree and deliver sales and revenue goals for your area of focus

  • Rigorous management and accurate forecasting for monthly, quarterly and annual goals with robust qualification methodology and accurate projections


  • Articulate how our propositions can be used to drive business value for our customers

  • Understand key business value levers in different target segments

  • Understand customers & Hitachi business structure and how they vary across geographies

  • Understand competitive pressures & unique/complimentary strategies for each of the applicable geographies to address these

  • Manage own sales opportunities and support the ongoing sales pursuits of the sales team

  • Maintain and expand our relevance to each customer through account development.

    We're looking for a team player, who is motivated by delivering great work and the Hitachi vision. The role will be a mixture of remote-hybrid work with 2 days/week working at Hitachi Office (Broadgate Tower, 20 Primrose Street, EC2A 2EW)


  • The ideal candidate will possess the following skills and background:
  • Significant work experience in sales and business development in the mobility or energy industry at a professional services / consultancy, software or technology company

  • Successful, proven track record of selling into last mile, postal or similar delivery fleets with extensive, trusted relationships amongst key decision makers across the industry in multiple geographies

  • Demonstrable track record within sales/business development for digital solutions and services

  • Successful track record of working within and leading lines within large sales teams

  • Strategic thinker who can devise and communicate elegant and simple solutions to complex issues

  • Significant experience in product and solution Engineering selling methodology and approach

  • Strong communicator who takes the lead with a structured approach

  • Ability to understand the client strategy, political/competitive landscape, transition to net zero challenges and budget priorities

  • Maintains good rapport and demonstrates leadership and collaborative teamwork in cross-functional teams

  • Ability to work seamlessly in a direct and virtual matrixed managed environment

  • Entrepreneurial mind set

  • Customer and relationship focused

  • Excellent academic qualifications with a BSc Degree and/or MSc, or equivalent level of experience

  • Embraces a culture of trust, free thought and complete transparency

  • Ability to impact and effect change without being confrontational

  • Analytical and inquisitive

  • Big picture thinking

  • Works well under pressure

  • Critical thinking

  • Strong relationship building skills

    Hitachi drives Social Innovation Business, creating a sustainable society through the use of data and technology. We solve customers' and society's challenges with Lumada solutions leveraging IT, OT (Operational Technology) and products. Hitachi operates under the business structure of "Digital Systems & Services" - supporting our customers' digital transformation; "Green Energy & Mobility" - contributing to a decarbonized society through energy and railway systems, and "Connective Industries" - connecting products through digital technology to provide solutions in various industries. Driven by Digital, Green, and Innovation, we aim for growth through co-creation with our customers. The company's consolidated revenues for fiscal year 2022 (ended March 31, 2023) totaled 10,881.1 billion yen, with 696 consolidated subsidiaries and approximately 320,000 employees worldwide. For more information on Hitachi, please visit the company's website at https://www.hitachi.com.


  • Hitachi Social Innovation addresses the world's most challenging social and environmental challenges. By focusing on more efficient usage of assets and systems, we extract value to reach outcomes that matter for business and society - what we call the double bottom line. Combining 100+ years of experience in operational technology (OT) and 60+ years in IT, we harness Hitachi's broad capabilities in R&D to deliver cutting edge AI and IOT solutions in the core areas of transport, manufacturing and energy.

    About Hitachi's Business Group

    Hitachi ZeroCarbon is a technology company on a mission to accelerate the global transition to zero carbon today, in order to pioneer the world of tomorrow. We simplify the whole decarbonisation process so you can focus on delivering for your customers. Through a long-term partnership, we develop your EV transition strategy, charge your fleet, finance and extend the life of your batteries and decarbonise your entire depot. This allows you to generate and take advantage of new revenue opportunities. Born from over 100 years of innovation, we're using our technical expertise and digital technology to help businesses transition their fleets to zero carbon. Through optimizing your operations, ongoing support, reporting and daily management, our people take the day-to-day running off your hands, so you can get the most out of our technology whilst freeing up your time to focus on what you do best. With our clients, we're building a world powered by zero carbon technologies to make tomorrow
    possible.

    Hitachi ZeroCarbon's mission is to build billion-dollar potential businesses in the green economy to claim Hitachi's potential as a climate change innovator, and to deliver on our mission to contribute to society. We incubate and build high-tech growth ventures at the intersection of mobility, energy and digital, enabling Hitachi to play a pivotal role in leading the net-zero transition.

    What you'll be doing

    In the last mile delivery and postal sector, Hitachi ZeroCarbon has established itself as a leader. We deploy cutting edge solutions and integrate disparate legacy EV hardware and software into a single platform and provide a high-quality managed service to assure the delivery of charge to vehicles so they are ready for each day's operations. HZC has achieved great success through key clients such as Royal Mail and Posten Bring and wants build upon this success to take this solution suite to a wider market across Europe, APAC and the US over the next 3 years.

    Along with a market competitive salary and discretionary bonus scheme, employees have the option to work flexibly in line with our hybrid working model and we would be happy to discuss this with you during the hiring process.

    Company Funded Benefits
  • Generous holiday entitlement - with the option to buy up to an additional 5 days per year

  • A Holiday Banking scheme allowing you to bank untaken holiday to use another year

  • Group Personal Pension

  • Private Medical Insurance with self-funded option to cover family members

  • Employee Assistance Programme available to all employees

  • Personal Accident Insurance


  • Voluntary Benefits (funded by employee) including;
  • Cycle To Work scheme

  • Gym Membership

  • Dental Insurance with option to include dependent children

  • Health screening

  • Dining card