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Position Summary
We are seeking an Account Manager to join our team at Toshiba America Energy Systems Corporation. The Account Manager will be responsible for managing all sales opportunities within an assigned base of select power generation related customers (utilities, cooperatives, municipalities, and independent power producers) and will serve as the single point TAES Sales contact with these customers. This position will interface regularly with TAES supporting technical and commercial teams from the business unit to identify high sales potential opportunities and will develop appropriate strategies and capture plans to secure new bookings for TAES to meet financial objectives.
Essential Duties
- Promote special Toshiba retrofit opportunities for Other-OEM turbines, valves, and generators.
- Research each product line to understand Toshiba's offering and evaluate the market for customer requirements, opportunity timing, and strategy.
- Secure associated bookings to enhance TAES's market share, revenue, and margin.
- Promote Steam Turbine/Generator outage services to an assigned customer base.
- Meet annual individual booking targets set each fiscal year for TAES products and services.
- Gather competitor and customer feedback and provide it to the respective business unit to enhance TAES's competitive position in North America.
- Act as the single point sales contact for customers, focusing on Toshiba Retrofit products and Other-OEM Steam Turbine/Generator outage services.
- Ensure the voice of the customer (VOC) is effectively communicated within the TAES organization.
- Segment and prioritize a regional territory and national customer base effectively.
- Understand and manage customer requirements to position TAES to secure new orders.
- Work with the OEM Service Manager and Toshiba Japan to tailor retrofit opportunities to best fit Toshiba's offerings.
- Create account plans and targeted capture plans to identify key information for the Business Units to win new business.
- Utilize and maintain the accuracy of the TAES Customer Relationship Manager (CRM) system to track opportunities, sales forecasts, and Mid Range Plan (MRP).
- Build relationships with customers to influence buying decisions at various levels within their organizations.
- Gain competitive feedback on all opportunities for the Business Units.
- Understand the TAES product line and service capabilities and provide presentations to various levels of customer organizations.
- Actively participate in the TAES internal proposal process to meet customer expectations for quality, completeness, and schedule.
- Ensure customer issues and timelines are effectively communicated to the appropriate TAES support organizations.
- Ensure timely completion and delivery of required reports such as activity reports, trip reports, and reports to sales management.
Education and Required Experience
- Bachelor's Degree in a technical or business-related field. Preference in engineering.
- 5+ years OEM or third-party provider of power generation related sales experience
- Technical knowledge of Gas Turbines, Steam Turbines, Generators, and Auxiliary Equipment.
- Familiar with failure mechanisms and repair techniques a plus.
- Existing knowledge and Sales experience with Utility/IPP clients in a given territory a plus.
- Strong communication, Presentation, Commercial and Negotiating skills.
- Familiarity with CRM utilization and pipeline management.
- Ability to drive an automobile and have a valid passport for travel in the US, Canada and Japan.
Travel
- 30 - 50% travel required, both driving and flying to customer offices and operating power plants.
Physical Requirements (The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.)
The employee must be able to lift up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include Close vision, Distance vision and Ability to adjust focus. While performing the duties of this Job, the employee is regularly required to sit and talk and hear. The employee is frequently required to walk. The employee is occasionally required to stand; use hands to finger, handle, or feel and reach with hands and arms.
Work Environment
The majority of this work takes place in an office and the work environment is that of a typical office environment in a manufacturing setting where noise levels are usually moderate. Frequently the employee will interact with personnel in the plant where he/she may be exposed to higher noise levels.
Additional Info
Toshiba employees enjoy a comprehensive compensation and benefit package including an annual bonus, a generous 401k match, health and wellness programs as well as generous time off.
Toshiba is an Equal Opportunity Employer