Job Title: Key Account Manager
Job Description:
This position will be responsible for selling Hitachi Energy products and solutions to key accounts. The primary focus will be on Utilities, Mining, Transport, Renewables, Power Generation & transport customers in the allocated geography.
The successful candidate will develop, implement, and manage the account strategy focused on growth, profitability, and customer satisfaction. They will coordinate sales activities and manage resolution of specific customer problems.
The role requires the ability to sell and promote Hitachi Energy products and solutions in the allocated geography, targeting clients and projects in accordance with market strategies.
The Key Account Manager will develop and maintain new sales opportunities, customer relationships, and manage resolution to specific customer problems.
They will partner with local business unit team members (also FES sales functions) for assigned customers to maximize top-line orders.
Key Responsibilities:
* Manage 7-8 key Hitachi Energy accounts in target markets representing the entire Hitachi Energy portfolio.
* Develop a business plan/account plan to grow the Hitachi Energy customer base and strategies for the market that ensure attainment of company sales goals.
* Create added value for the customer and Hitachi Energy by ensuring a coordinated sales approach.
* Communicate details in accordance with Hitachi Energy supply, offering, and strategy.
* Achieve/exceed sales targets set for the territory/state and country targets.
* Account Strategies 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-up process.
* Lead the development and implementation of the account plan to include designing the executive relationship strategy and coverage plans.
* Prioritize opportunities, identify a target for each solution element, propose recovery plans in case of potential order shortfalls.
* Establish and develop account relationships based on a defined strategy.
* Act as a 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, market activity.
* Monitor competitors' activity with each account and ensure that appropriate response strategies are formulated and implemented.
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Requirements:
* Hold tertiary or degree qualifications in Engineering/commercial qualification or recognized equivalent.
* Minimum 5+ years of experience in Sales/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 beneficial.
* 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 commercial acumen.
* 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-added benefits of technical services.
* Proficiency in English communication.
Why Choose Us?
Hitachi Energy offers a flexible working environment that helps you optimize personal and business performance while creating an environment where all employees can develop their skills and grow.
We welcome diversity, inclusivity, and collaboration across our global network.
On-the-job training will help you to grow and enhance your skills.
Hitachi Energy is a global technology leader in electrification, powering a sustainable energy future through innovative power grid technologies with digital at the core.