Position Description: Account Director, UtilityThe Account Director has overall responsibility for a specific account including growth in orders, share of customer spend, and customer satisfaction. The manager leads an account team including direct reports.
The role will be located in the Richmond, VA, Columbia, SC, or Raleigh NC area.Responsibilities include but are not limited to:The Account Director is expected to represent and grow the Hitachi Energy relationship with their account from a US perspective, engaging regionally or globally when applicable. As the leader on the account, the Account Director mobilizes Hitachi Energy resources as an integrated team spanning all of Hitachi Energy's businesses.
Specific responsibilities from the customer's perspective:
• Become a valued, long-term strategic partner with the customer's senior executives.
• Execute the strategic account process.
• Engage with the business units to deliver the strategic account value propositions.
• Leverage Hitachi Energy's rich technology to help solve the customer's business issues in order to achieve competitive advantage and grow their bottom line.
• Be the window into Hitachi Energy for the customer and mobilize Hitachi Energy through access to both senior Hitachi Energy management and worldwide resources.
• Assure that all transactions and relationships are carried on with high and unquestionable ethics and integrity.
• Make it easier to do business with Hitachi Energy.
Specific responsibilities from the internal Hitachi Energy perspective:
• Achieve or go beyond order targets for the account.
• Execute the strategic account process, including the delivery of business unit value propositions.
• Maximize customer satisfaction and loyalty.
• Maximize the share of customer's wallet for Hitachi Energy.
• Assure that all transactions and relationships are carried on with high and unquestionable ethics and integrity.
• Serve as a lynchpin within Hitachi Energy for the resolution of major customer issues.
Primary Tasks are -Manage the Total Customer Relationship
• Manage the total customer relationship with Hitachi Energy.
• Develop the relationship between Hitachi Energy and the Strategic Account at all levels both within Hitachi Energy and within the customer. Initiate and maintain C-Level relationships.
• Apply a high level of business acumen, including an understanding of the customer's business drivers, industry, economic trends, issues and competition.
• Act as focal point for problem resolution and monitor the Customer Complaint Resolution Process
• Maximize the consistency of customer experience throughout all contacts with Hitachi Energy.
Account Planning and Management
• Lead the development and implementation of the account plan and coverage plan including: executing an executive relationship strategy, prioritizing the opportunities, identifying a target for each solution element (project) and identifying the key personnel required (account and technical/project).
• Leverage channels and partners to maintain and improve customer satisfaction and to maximize revenue.
• Plan, facilitate and conduct complex negotiations.
• Drive growth in assigned account.
• Develop and maintain detailed knowledge of the customer's strategy, past purchasing behavior, organization including decision makers, influencers, sponsors and anti-sponsors.
• Develop and maintain detailed knowledge of Hitachi Energy' strategy, current and emerging solution capabilities and strategic direction for solution capabilities.
Leadership and Coaching
• Assume a people leadership role and facilitate team selling of a remotely based account team.
• Identify local/specialist sales resources and ensure they are properly trained on the strategy and status of the account.
• Manage resources to ensure successful enactment of the strategy and operational plan.
• Execute and coach using expert understanding of sales processes.
Active Projects Participation
• Lead the formation of capture teams and the development of Sales X-Ray
• Direct account solution projects and keep current via project communications / steering committee participation.
• Monitor and maintain an awareness of all key Hitachi Energy/client activities, including the representation of client issues, needs and concerns throughout Hitachi Energy.
• Consistently deliver solutions that are considered high impact, complex, strategic and high-value by both the customer and Hitachi Energy.
Teamwork and Communication
• Provide regular reports, briefings and reviews as required using the agreed processes.
• Actively participate in the Account Director community to share ideas, expertise and lessons learned with other Account Directors and teams, to promote cross-Hitachi Energy learning and to identify new solution possibilities.
• Create and maintain internal relationships with key business partners at all levels of the organization.
• Hitachi Energy is also your customer is this role; supporting our business objectives, reaching financial goals, and advocating for all business units and internal stakeholders is a must.
COMPLEXITY OF TASKS:Strong analytical, communication and leadership skills are required to evaluate a wide variety of complex information, develop imaginative sales strategies, and coordinate related sales efforts. Requires innovative strategic planning skills, in-depth understanding of the Company's technical and commercial strengths and relationships with markets. Requires ability to negotiate and successfully conclude matters of major importance. Failure to properly consider the impact of sales and related matters may seriously impact the organization's objectives and customer relations.
TYPICAL QUALIFICATIONS:- Bachelor's degree in a technical (engineering) or business discipline required. MBA preferred.
- 8 years of sales experience required, 10 years preferred. A combination of experience in sales, marketing, business development or related field will be considered.
- Diversity of experience - multiple products, customers, countries, market segments including transmission, distribution, and generation
- Expert knowledge of selling to enterprise accounts
- Proven ability to work in a matrixed team environment.
- Must be able to motivate and influence others.
- Experience with customers including sales, problem resolution, relationship building.
- Strong business acumen.
- Travel Required
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