Description
General Information:
The 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.
Your Responsibilities:
- 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.
- 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.
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 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 within a virtual organization.
- 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.
- Maintain a proper balance of Customer advocacy and support of Hitachi Energy Business Units in this role; supporting their business objectives, reaching financial goals, and advocating for all business units and internal stakeholders is a must.
- Living Hitachi Energy's core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.
Your Background:
- Bachelor's degree in a technical (engineering) or business discipline required. MBA preferred.
- Candidate must already have work authorization that would permit them to work for Hitachi Energy in the United States.
- 12+ years of experience preferred.
- Diversity of experience - multiple products, customers, countries, market segments, etc.
- 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.
Equal Opportunity Employer (EOE)-Females/Minorities/Protected Veterans/Individuals with Disabilities
Protected veterans and qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access Hitachi Energy career site as a result of your disability. You may request reasonable accommodations by calling a Hitachi Energy HR Representative at 1- or by sending an email to: . Resumes and applications will not be accepted in this manner.