Strategic Account Manager

Hitachi

18h•Remote

About The Position

The Strategic Account Manager (SAM) develops and manages relationships with Hitachi Global Air Power’s largest and most valuable customers. The role is responsible for developing up to five strategic accounts, achieving sales growth and assigned account objectives, and representing and cross-selling the company’s full product portfolio and services. The SAM leads the strategic account planning cycle and ensures account needs and expectations are met internally and externally. The position reports to the Strategic Accounts Sales Leader. The SAM uses company processes and resources to build long-term customer relationships and value; coordinates company leadership, distribution partners, and support resources; and develops customer solutions and account plans. The role also works with sales specialists, implementation and service teams, customer service representatives, and company executives to achieve account performance objectives and customer satisfaction. The position may have direct-report staff assigned to support responsibilities for specific customers. The successful candidate must comply with the company’s Code of Ethics and related policies, follow safety requirements, and support efforts to maintain a safe workplace. This job description may evolve with business needs and may be updated at the company’s discretion.

Requirements

Four-year college degree from an accredited institution.
At least five years of Strategic Account, National Account, or OEM sales experience in a business-to-business sales environment.
PC and CRM proficiency.

Responsibilities

Develop long-term relationships and value with identified strategic accounts using company processes and resources.
Establish proactive, productive, and professional relationships at all levels within assigned accounts.
Coordinate the involvement of company senior leadership, distribution partners, support, service, and management resources to meet or exceed account objectives and customer expectations.
Meet assigned sales growth, sales volume, and strategic objectives for assigned accounts.
Lead a Large Account Management Process (LAMP), developing mutual performance objectives, financial targets, and milestones for one-, three-, and five-year periods.
Proactively assess, clarify, and validate end-customer needs on an ongoing basis.
Lead solution development to address customer needs, coordinating the required company and distribution-channel resources.
Acquire assigned strategic account targets, sales growth, and sales volume in potential and designated accounts.
Achieve objectives defined by company management within strategic accounts.
Complete strategic account plans that meet company standards.
Complete required training and development objectives within the assigned time frame.
Use company CRM programs and account-tracking methodology.
Enlist sales specialists, implementation resources, service resources, and other sales, financial, and management resources as needed.
Coordinate company executive involvement with end-customer management.
Work with Customer Service Representatives to support customer satisfaction and problem resolution.
Comply with the company Code of Ethics, related policies, and safety requirements, and support a safe workplace.