Account Manager, Utilities / EPCs

Hitachi Energy; Glasgow; On-site; GBP 90,000 - 130,000; Full time

Job summary

Hitachi Energy is expanding its sales team with a Strategic Account Manager to focus on major utilities and EPC customers. The role emphasizes building lasting relationships, strategic account planning, and delivering end-to-end solutions for a carbon-neutral future.

You will lead executive relationships, shape account strategies, and drive growth across Hitachi Energy’s service portfolio, working with cross-functional teams to meet customer needs and industry opportunities.

Qualifications

• Senior sales experience in a utilities, EPC, or similar environment.
• Proven ability to manage strategic customer relationships and drive growth.
• Experience developing accounts to increase lifetime value in energy sectors.
• Track record of driving business development strategies and complex solutions.
• Excellent oral and written communication; able to engage at board level.
• Strong listener, presenter and people-person with cross-functional collaboration skills.

Responsibilities

• Identify key business drivers for the customer's business and Hitachi Energy.
• Lead development of sales strategies for the account and long-term plans.
• Design and implement the account plan with executive relationship strategy and coverage plans.
• Own the strategic account relationship and understand market channels and opportunities.
• Develop and share knowledge of the customer's strategy, buying behavior, and market trends.
• Lead conversations at board level and represent Hitachi Energy at industry events.

Skills

Senior sales experience

Strategic account management

Customer relationships

Business development

Solution-based opportunities

Stakeholder management

Board-level communication

Job description

At Hitachi Energy we are looking to grow our sales team and have an opportunity for a Strategic Account Manager, focusing on our largest utilities / EPC customers. Whilst senior sales experience is a must, it’s the passion, attitude, and fresh way of thinking that will help the right candidate standout. We're really looking for people who can build strong, lasting relationships with our key customers, who have the creativity and an overriding desire to find solutions to our customers’ needs with creative thinking, and fresh approach to a carbon-neutral future.

Our sales and marketing team at Hitachi Energy listen to customer voices when developing product and solution strategies. As the Strategic Account Manager for our key customers, you'll support and help grow the business of Hitachi Energy becoming a customer’s point of contact, leading initiatives for improving communication with customers while working to build long term strategic relationships between key stakeholders, both internally and externally, to deliver frameworks and construction of critical infrastructure to support the energy transition.

This is an excellent opportunity for anyone that is looking for a new exciting challenge and wants to build on their business development experience already gained in either the energy sector or a similar industry delivering large scale end to end solutions. We will encourage you to be the best version of yourself to grow and share your ideas with customers and the wider business to get the best results.

How You’ll Make An Impact

• Ability to identify the key business drivers of the customer's business and business environment and interprets the impact and opportunity for Hitachi Energy.
• Leads the development of sales strategies for the account by providing the customer's current business and long-term plans.
• Leads the development and implementation of the account plan to include designing the executive relationship strategy and coverage plans, prioritizing the opportunities, identifying a target for each business unit/product group, revenue, and growth for the account.
• Owns the relationship with a strategic account and has a good understanding of market channels, establishes and develops account relationships based on a defined strategy.
• Develops, maintains and shares detailed knowledge of the customer's business strategy, purchasing behaviour, organization, decision-makers, customer business drivers, economic trends, competition, global opportunities and presence.
• Confident to lead conversations and influence at board level, in both internal and external forums
• Represent Hitachi Energy at industry and customer specific events, including leading round table and panel discussions.
• Develop a clear and concise pipeline of opportunities and forecast management.
• Achieves service sales volume by ensuring the team sells entire service portfolio.
• Participates in negotiations of major contracts to secure sales volume

Background

• Proven senior sales experience in a similar environment to Hitachi Energy
• Demonstrable experience of managing strategic customer relationships.
• Extensive track record of developing accounts to increase lifetime value within our industry.
• Proven record of driving business development strategies to achieve business growth.
• Extensive experience in leading and/or delivering complex solution-based opportunities.
• Proven customer and stakeholder management skills, well-developed problem-solving and analytical abilities.
• Excellent verbal and written communication skills; must be a listener, a presenter and a people-person.

More About Us

Hitachi Energy is dedicated to fostering an inclusive workplace where every team member can thrive and contribute their unique perspectives and skills. We provide competitive salaries, flexible working hours, professional development opportunities, and a supportive work environment that encourages growth and innovation through career development programs and Employee Resource Groups (ERGs). Specific benefits depend on the location and will be communicated during the interview process.