Strategic Accounts Director – Utilities

Hitachi, Ltd.; Raleigh (NC); Sur place; USD 120 000 - 180 000; Plein temps

Avantages offerts par ce poste

Travel allowance

Résumé du poste

Hitachi Energy in Raleigh, NC is seeking an Account Director, Utility to lead a strategic account with responsibility for growth, share of wallet, and customer satisfaction. You will manage an account team, cultivate C‑level relationships, and coordinate across Hitachi Energy’s global resources to deliver high‑impact value.

Responsibilities include driving the account strategy, expanding revenue, and ensuring ethical business practices while partnering with customer executives.

Qualifications

• Bachelor’s degree in engineering or business required; MBA preferred.
• 8 years of sales experience required; 10 years preferred.
• Experience across multiple products, customers, countries and market segments.
• Expert knowledge of selling to enterprise accounts.
• Proven ability to work in a matrixed team environment.
• Must be able to motivate and influence others.
• Travel required.

Responsabilités

• 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.
• Serve as a lynchpin within Hitachi Energy for the resolution of major customer issues.
• 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.
• 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.
• 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.
• 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.

Connaissances

Sales experience

Enterprise accounts selling

Leadership in matrixed teams

Strategic influencing

Formation

Bachelor’s degree in engineering or business

MBA preferred

Description du poste

Hitachi Energy in Raleigh, NC is seeking an Account Director, Utility to lead a strategic account with responsibility for growth, share of wallet, and customer satisfaction. You will manage an account team, cultivate C‑level relationships, and coordinate across Hitachi Energy’s global resources to deliver high‑impact value.

Responsibilities include driving the account strategy, expanding revenue, and ensuring ethical business practices while partnering with customer executives.