Account Director, Utility

Hitachi-posted 3 months ago
$167,400 - $251,000/Yr
Full-time • Senior
Baltimore, MD
5,001-10,000 employees
Professional, Scientific, and Technical Services
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The Account Director has overall responsibility for a specific account including growth in orders, share of customer spend, and customer satisfaction. The Director leads an account team including direct reports. The role will be located in greater Philadelphia, Baltimore, Washington DC, or Chicago areas.

  • Represent and grow the Hitachi Energy relationship with their account from a US perspective, engaging regionally or globally when applicable.
  • Become a valued, long-term strategic partner with the customer's senior executives.
  • Execute the strategic account process.
  • Engage with the business units to deliver the strategic account value propositions.
  • 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.
  • 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.
  • Achieve or go beyond order targets for the account.
  • Maximize customer satisfaction and loyalty.
  • Maximize the share of customer's wallet for Hitachi Energy.
  • Serve as a lynchpin within Hitachi Energy for the resolution of major customer issues.
  • 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 customer's 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.
  • Lead the development and implementation of the account plan and coverage plan.
  • Leverage channels 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 customer's strategy, past purchasing behavior, organization including decision makers, influencers, sponsors and anti-sponsors.
  • Develop and maintain detailed knowledge of Hitachi Energy's strategy, current and emerging solution capabilities and strategic direction for solution capabilities.
  • Assume a people leadership role and facilitate team selling within a virtual organization.
  • 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.
  • Mentor, Develop and grow your direct reports.
  • 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.
  • Consistently deliver solutions that are considered high impact, complex, strategic and high-value by both the customer and Hitachi Energy.
  • 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.
  • Create and maintain internal relationships with key business partners at all levels of the organization.
  • Bachelor's degree in a technical (engineering) or business discipline required.
  • MBA preferred.
  • 12+ years of experience preferred, including 5 years of selling to investor owned utilities.
  • Diversity of experience - multiple products, customers, countries, market segments, etc.
  • 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.
  • Salary range, based on experience and location: $167,400.00 - $251,000.00
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