This position will sell Hitachi Energy products and solutions at named accounts to achieve order budgets. Specific focus on Utilities, Mining, Transport, Renewables, Power Generation & 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.
How you will make an impact
* You will be reporting to the Hitachi Energy Account Management Lead, 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 creates 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 a structured follow. Lead the development and implementation of the account plan to include designing the executive relationship strategy and coverage plans, prioritizing opportunities, identifying a target for each solution element, and proposing 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 claim, plan, facilitate and conduct customer negotiation, develop customer knowledge, maintain and share detailed knowledge of the customer's business strategy, purchasing behavior, organization, decision-makers, customer business drivers, economic trends, competition, volume and profit. Sell products/solutions/services to customers, focusing on volume, mix, and profitability targets for assigned Business Unit. Monitor competitors' activity with each account and 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.
* You will be responsible to ensure compliance with applicable external and internal regulations, procedures, and guidelines.
* Living 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, preferably in the energy sector.
* Knowledge in HV Energy Sector at a technical Level. Good understanding of Hitachi Energy products is highly regarded; local market knowledge is beneficiary. Natural flair for communication combined with skills in building long lasting relationships.
* Pro‑active 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 utility, transport & mining sectors will be highly regarded. Proven track record in identifying and developing business and promoting value add benefits of technical services.
* Proficiency in English communication.
More about us
At Hitachi Energy Australia, we offer you:
* Our flexible working practices help you optimize personal and business performance while creating an environment where all employees can develop their skills and grow.
* International working environment and empowering working culture.
* On Job Training will help you to grow and enhance your skills.
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.
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Location: Brisbane, Queensland, Australia
Job ID: R
Company Name: HITACHI ENERGY AUSTRALIA PTY LTD
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