DescriptionMission statement:This position will sell Hitachi Energy products and solutions at named accounts to achieve order budgets. Specific focus on renewables, power generation, and transport customers in the allocated geography. Develop, implement, and manage the account(s) strategy focused on growth, profitability, and customer satisfaction. Coordinate the sales activities and manage resolution of specific customer problems. Sell and promote Hitachi Energy products and solutions in the allocated geography, target clients and projects in accordance with market strategies. Develop and maintain new sales opportunities, customer relationships, and manage resolution to specific customer problems. Partner with Local BU team members (also FES sales functions) for assigned customers to maximize top line orders.Your responsibilities:You will report to the Hitachi Energy Account Management Lead, and you will be responsible for managing 7-8 key Hitachi Energy accounts in target markets representing the entire Hitachi Energy portfolio, developing a business plan/account plan to grow the Hitachi Energy customer base and strategies for the market that ensures attainment of company sales goals and create added value for the customer and Hitachi Energy by ensuring a coordinated sales approach (e.g., frame agreements).You will communicate details in accordance with Hitachi Energy supply, offering, and strategy, achieve/exceed sales targets set for the territory/state and country targets. Participate in the development of sales strategies for accounts by providing the customer’s current business and long-term plans. Define and propose sales targets and growth margins for the account and ensure their achievement with structured follow-up, lead 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 solution element, and propose recovery plans in case of potential order shortfalls.You will establish and develop account relationships based on a defined strategy, act as focal point for problem resolution and monitor customer claims, plan, facilitate, and conduct customer negotiations. Develop, maintain, and share detailed knowledge of the customer’s business strategy, purchasing behavior, organization, decision-makers, customer business drivers, economic trends, and competition. Sell products/solutions/services to customers, focusing on volume, mix, and profitability targets for assigned Business Unit, and monitor competitors’ activity with each account to ensure that appropriate response strategies are formulated and implemented.You will be developing a business plan to grow the Hitachi Energy customer base and strategies for the market that ensure attainment of company sales goals, ensure that the nominated pursuit management system continues to be used as the primary tool for sales management, prepare sales plans using company tools, perform regular status reviews, and propose recovery plans in cases of potential order shortfalls.You will coordinate the use of internal or external resources (e.g., technical, advertising, and marketing) in order to provide value-added services to accounts, ensure efficient marketing communication to external customers (both current and prospects), and communicate the value proposition of the offer to the end customers.Live Hitachi Energy's core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.Your background:You hold tertiary or degree qualifications in Engineering/commercial qualification or recognized equivalent.Minimum 5+ years of experience in Sales or Business Development in software sales.Software knowledge – Knowledge in HV switchgear and/or Transformers preferred.Good understanding of Hitachi Energy products is highly regarded. Local market knowledge is beneficial.Proactive self-starter, excellent negotiator, results-oriented, and driven sales professional.Possess high level of commercial acumen (essential). Hold significant sales/business development experience within the electrical industry.Specific experience in the PowerGen and mining sectors will be highly regarded.Proven track record in identifying and developing business and promoting value-added benefits of technical services.Proficiency in English communication.
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