Account Director, Utility

Description

• Direct account solution projects and keep current via project communications / steering committee participation.
• 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.
• Act as focal point for problem resolution and monitor the Customer Complaint Resolution Process
• Consistently deliver solutions that are considered high impact, complex, strategic and high-value by both the customer and Hitachi Energy.
• Manage resources to ensure successful enactment of the strategy and operational plan.
• Lead the formation of capture teams and the development of Sales X-Ray
• Plan, facilitate and conduct complex negotiations.
• Execute and coach using expert understanding of sales processes.
• Engage with the business units to deliver the strategic account value propositions.
• Execute the strategic account process.
• Maximize the consistency of customer experience throughout all contacts with Hitachi Energy.
• Leverage channels to maintain and improve customer satisfaction and to maximize revenue.
• Develop and maintain detailed knowledge of the customer’s strategy, past purchasing behavior, organization including decision makers, influencers, sponsors and anti-sponsors.
• Assume a people leadership role and facilitate team selling within a virtual organization.
• 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.
• 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.
• 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.
• Mentor, Develop and grow your direct reports
• Identify local/specialist sales resources and ensure they are properly trained on the strategy and status of the account.
• Monitor and maintain an awareness of all key Hitachi Energy/client activities, including the representation of client issues, needs and concerns throughout Hitachi Energy.
• Maximize the share of customer’s wallet for Hitachi Energy.
• Provide regular reports, briefings and reviews as required using the agreed processes.
• 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).
• Be the window into Hitachi Energy for the customer and mobilize Hitachi Energy through access to both senior Hitachi Energy management and worldwide resources.
• Serve as a lynchpin within Hitachi Energy for the resolution of major customer issues.
• Become a valued, long-term strategic partner with the customer’s senior executives.
• Achieve or go beyond order targets for the account.
• Create and maintain internal relationships with key business partners at all levels of the organization.
• Drive growth in assigned account.
• Manage the total customer relationship with Hitachi Energy.
• Execute the strategic account process, including the delivery of business unit value propositions.
• Develop and maintain detailed knowledge of Hitachi Energy’ strategy, current and emerging solution capabilities and strategic direction for solution capabilities.

Requirements

• Strong business acumen.
• Proven ability to work in a matrixed team environment.
• 12+ years of experience preferred, including 5 years of selling to investor owned utilities.
• Must be able to motivate and influence others.
• Experience with customers including sales, problem resolution, relationship building.
• Apply a high level of business acumen, including an understanding of the customer’s business drivers, industry, economic trends, issues and competition.
• Bachelor’s degree in a technical (engineering) or business discipline required. MBA preferred.

Benefits

• Salary range, based on experience and location: $167,400.00 - $251,000.00

Training + Development

Interview process

Visa Sponsorship

Security clearance