Description Mission statement: This position will sell Hitachi Energy products and solutions at named accounts to achieve order budgets. Specific focus on mining, transport and power generation 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.
Your responsibilities: You will 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 ensures attainment of company sales goals. Create 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, achieving/exceeding sales targets set for the territory/state and country targets. You will participate in the development of sales strategies for accounts by providing the customer's current business and long-term plans, defining and proposing sales targets and growth margin for the account and ensuring their achievement with a structured follow-up. Lead 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 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, monitor customer claims, plan, facilitate and conduct customer negotiations and develop, maintain and share detailed knowledge of the customer's business strategy, purchasing behavior, organization, decision-makers, customer business drivers, economic trends, competition, and sell products/solutions/services to customers, focusing on volume, mix and profitability targets for assigned Business Unit. You will monitor competitors' activity with each account and ensure that appropriate response strategies are formulated and implemented. Develop a business plan to grow the Hitachi Energy customer base and strategies for the market that ensure attainment of company sales goals and ensure that the nominated pursuit management system continues to be used as the primary tool for sales management. Prepare sales plans using company tools and perform regular status reviews and propose recovery plan(s) 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 contribute to the development of new market opportunities in the designated territory supporting other sales professionals focusing on the Enterprise software product line. You will sell products and systems to our customers for all Local PGs or Local Bus, establish and maintain effective customer relationships, understand their needs, promote full product offering, and align to provide complete solutions. Ensure a positive customer experience throughout the sales process, including post-sale, manage administrative procedures in the sales process, support collection and project management activities when needed and assist in project kick-off meetings and project tracking and management when required. Ensure appropriate technical and financial aspects of offers, including prices and trading conditions. You will ensure safe working procedures and practices are followed at all times including the wearing and maintenance of assigned Personal Protective Equipment; attendance at required health, safety and environment training; report injury, incidents, hazards and near miss events, model safe work behaviors in all aspects of work and actively identify hazards and risk controls. Live Hitachi's core values of safety and integrity, which means taking responsibility for your own project actions on site. Your background: Tertiary or degree qualifications in Engineering/commercial qualification or recognized equivalent. Minimum 5+ years of experience in Sales or Business Development in software sales. Significant sales/business development experience within the electrical industry. Specific experience in the power generation and mining sectors will be highly regarded. Knowledge in HV switchgear and/or transformers preferred. 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 of commercial acumen. Proven track record in identifying and developing business and promoting value-added benefits of technical services. Strong communication skills.
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