Territory Manager

The HORIBA Group of worldwide companies manufactures and sells automotive emission measurement systems, environmental measuring instruments, wide range of scientific analyzers, and medical diagnostic analyzers, and measuring equipment used in the semi-conductor industry. HORIBA also manufactures and markets peripheral measuring and analysis devices. Moreover, the company equips such facilities as laboratories with measuring and analytical equipment for R&D, production, and other applications. Proven quality and trustworthy performance have established widespread confidence in the HORIBA Brand. 

Inspired by our unique motto, “JOY and FUN,” we focus on social responsibilities by building state-of-the-art products for scientific advancement; especially for protecting health, safety, and the environment. “HORIBARIANs,” the HORIBA employees all over the world, look forward to working with additional creative and entrepreneurial self-starters. 

HORIBA Energy and Environment, a business field within the HORIBA Group, has developed global leadership in the fields of battery, fuel cell and electrolyzer test stands, data management solutions, driveline test systems, engine test systems, brake test systems, wind tunnel balances, emissions test systems and test facility automation. In addition to its product-based applications, it offers a comprehensive suite of vehicle engineering, validation and certification services. HORIBA is able to offer its customers complete solutions, with full turnkey capability, for all industries using electric motors, internal combustion engines, electrochemical energy conversion devices, and turbines. These include the automotive, heavy-duty, off-road, consumer goods, marine, defense, aerospace, rail and alternative energy sectors.

HORIBA group is recruiting for an experienced Territory Manager for our Alternative Energy Solutions based out of our Ann Arbor, MI office to drive our expansion of energy-related test systems, including battery, fuel cells, electrolyzers, hydrogen systems, alternative fuels, and carbon capture technologies. This position will promote the sale of company products and services, through direct interaction with customers, to achieve corporate revenue and profitability targets, in support of the HORIBA’s strategy.

Key Responsibilities:

• Engages in and manages the sales process by visiting customers, analyzing customer needs, recommending solutions, developing and promoting technical and pricing proposals, and negotiating sales agreements with customers.
• Meeting all annual sales measurables, including revenue, profitability, new business, customer satisfaction, and budget targets.
• Serves as primary contact for technical and business inquiries from customers. Coordinates with product and service groups within HORIBA to ensure customer needs and questions are addressed.
• Develops effective account sales strategies that define products and services HORIBA can provide in order to achieve a profitable, long-term relationship with the customer.
• Prepares price quotations and cost estimates, terms of sales, and delivery dates in compliance with HORIBA’s process requirements and global pricing guidelines.
• Provides support for sales and marketing management activities with subject matter & expertise to further business growth, including: Monitoring and reporting market trends, providing competitor information, maintaining accurate quote log and forecast data, keeping up-to-date customer contact and equipment information, issuing timely lost order reports.

Required Qualifications:

• Requires working knowledge of sales, marketing, distribution and product line management as may be typically acquired through a bachelor’s degree or equivalent experience.
• Minimum of seven to ten years of sales experience and five years alternative energy industry experience.
• Demonstrated success to develop new business opportunities and work effectively with internal departments to provide the highest level of customer service possible.
• Possesses an existing network within alternative energy sector
• Ability to communicate in a clear and professional manner in both written and verbal forms at a wide range level both technical and executive levels.
• Possesses an entrepreneurial spirit, knows how to deliver, and is deeply technical and highly innovative.
• Willingness to travel.

Knowledge Of:

• Engineering principles and a demonstrated technical understanding of HORIBA’s solutions. 
• Alternative energy industry and a strong understanding of at least one of the following:

• Battery systems and energy storage 
• Hydrogen / fuel cells / electrolyzers
• Solid Oxide fuel cell and electrolyzers 
• Carbon Capture/Utilization processes and technologies
• Consultative and solution-based selling

HORIBA Instruments offers a competitive compensation package that includes a 401(k) plan with match; employee group dental, vision, life, and disability (short and long-term) paid for by the company; medical insurance, family dental and vision insurance, and supplemental life insurance available with reasonable employee contributions; employee assistance program; paid holidays, vacation, and sick time; flexible spending accounts; and educational reimbursement and commuter benefit programs.