Account Director, Utility

Location:

South Boston Virginia United States of America

Job ID:

R0149654

Date Posted:

Company Name:

HITACHI ENERGY USA INC

Profession (Job Category):

Sales Marketing & Product Management

Job Schedule:

Full time

Remote:

Yes

Job Description:

Position Description: Account Director Utility

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. 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 Energys businesses.

Specific responsibilities from the customers perspective:

Become a valued long-term strategic partner with the customers senior executives.

Execute the strategic account process.

Engage with the business units to deliver the strategic account value propositions.

Leverage Hitachi Energys rich technology to help solve the customers 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 customers 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 customers 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 customers 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 Companys 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 organizations objectives and customer relations.

TYPICAL QUALIFICATIONS:

• Bachelors 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

Equal Employment Opportunity (EEO)-Females/Minorities/Protected Veterans/Individuals with Disabilities

Equal Employment Opportunity

Hitachi is an Equal Employment Opportunity (EEO) employer. We welcome applications from all qualified individuals including females minorities protected veterans and individuals

with disabilities.

Accessibility and reasonable accommodation

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 the Hitachi Energy career site as a result of your disability. You may request reasonable accommodations by completing a general inquiry form on our website. Please include your contact information and specific details about your required accommodation to support you during the job application process.

This accommodation channel is solely for job seekers with disabilities requiring accessibility assistance or an accommodation in the job application process. Messages left for other purposes will not receive a response.

Use of Al and automated tools in recruitment

As part of our recruitment process Hitachi Energy uses digital and automated tools including Al-supported solutions to assist with activities such as application screening job matching and interview scheduling. These tools are designed to support our recruiters and do not replace human decision-making. Candidate data is processed in accordance with applicable data protection and employment laws as well as Hitachis Global Data Privacy Notice.

Required Experience:

Director