Industrial Account Manager
7 days ago
**At Hitachi Energy our purpose is advancing a sustainable energy future for all. We bring power to our homes, schools, hospitals and factories. Join us and work with fantastic people, while learning and developing yourself on projects that have a real impact to our communities and society. Bring your passion, bring your energy, and be part of a global team that appreciates a simple truth: Diversity + Collaboration = Great Innovation**
Hitachi Energy is seeking an Industrial Account Manager - specialized in Transportation. This role is responsible for building and expanding relationships with strategically important customers in the Transportation sector. Assigned to five Transport Authority accounts, the Industrial Account Manager is also responsible for achieving sales targets, pipeline management, relationship management and strategic account planning while maintaining customer satisfaction as measured by the Net Promoter Score. In addition, the Industrial Account Manager is also expected to perform Business Development activities among the broader Transportation sector in the Province of Quebec. The Industrial Account Manager represents the entire range of products, systems and services Hitachi Energy offers. The Industrial Account Manager will lead the account planning cycle and ensure their needs and expectations are met by the company.
**Responsibilities**:
- Participates in the development of sales strategies for 5 target account by providing the customer’s current business and long-term plans.
- Defines and proposes sales targets for these accounts and ensures their achievement with a structured follow-up process. Manages / achieves both overall & business unit specific sales targets, account coverage, & customer satisfaction targets for the account; takes accountability for the monthly, quarterly, & annual results on the overall account or the specifically assigned product lines (per the direction of the Sales Manager).
- Leads 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. Proposes recovery plans in case of potential order shortfalls.
- Establishes and develops account relationships based on a defined strategy. Manages meaningful customer engagements with support from lines of business; acts as focal point for problem resolution while monitoring the successful close out of issues & actions; and demonstrates ability to build lasting, trusting, & widespread relationships across the customer’s organization.
- Perform Business Development activities in the broader Transportation sector, in the province of Quebec (including, but not limited to Rail, Port, Airport, large private trucking/bus fleets operators)
- Monitors competitors’ activity with each account and ensures that appropriate response strategies are formulated and implemented.
- Promotes frame agreements with customers to simplify the business process; represents / promotes products, systems, & services across all divisions, business units, & factories represented by the Industrial Account Manager; and demonstrate ability to combine discrete products & services into a comprehensive solution.
- Develops / maintains detailed understanding of the customer’s business strategy, purchasing behavior, & organizational structure (including customer needs, regulatory drivers, threats, economic trends, & competition); and provides insight to customers by providing knowledge to guide customers as they navigate alternatives.
- Understand market dynamics & macroeconomic influencers; maintain awareness of competitors’ activity with each potential & existing account and ensure that appropriate response strategies are formulated & implemented (including, but not limited to, technical & commercial feedback in accordance with Hitachi Energy’s ethics & compliance guidelines).
- Participates with sales management, co-workers, & business unit leadership to develop & execute account plans; delivers new insights and connects experts to the customer while respectfully challenging the status quo; actively engages in critical project touch points, anticipate the need for intervention & escalation, and take action to initiate such communication.
- Coordinates the use of internal and/or external resources in order to introduce meaningful concepts & solutions for the customer; this may include trade show / exposition attendance, Account Manager-initiated customer entertainment activities, executive round tables, and/or organizing more technology-specific events for your customers.
- Enters & maintains relevant sales data into appropriate databases & systems, including pipeline management, expenses, reports, and ad-hoc requests for marketing input.
- Additional duties may be assigned, as required.
Your background
- Bachelor’s degree with a minimum 5+ years of experience. Greater or fewer yea
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