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Account Director, AEP

4 months ago

Columbus, United States Hitachi Energy Full time

The Account Director has overall responsibility for a specific account including growth in orders, share of customer spend, and customer satisfaction. The manager leads an account team including direct reports.


Your Responsibilities:

  • The Account Director is expected to represent and grow the Hitachi Energy relationship with their account from a US perspective, engaging regionally or globally when applicable. As the leader on the account, the Account Director mobilizes Hitachi Energy resources as an integrated team spanning all of Hitachi Energy’s businesses.
  • 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.
  • Execute the strategic account process, including the delivery of business unit value propositions.
  • Maximize customer satisfaction and loyalty.
  • Maximize the share of customer’s wallet for Hitachi Energy.
  • Assure that all transactions and relationships are carried on with high and unquestionable ethics and integrity.
  • Serve as a lynchpin within Hitachi Energy for the resolution of major customer issues.


Manage the Total Customer Relationship:

  • 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.


Account Planning and Management:

  • Lead the development and implementation of the account plan and coverage plan including: executing an executive relationship strategy, prioritizing the opportunities, identifying a target for each solution element (project) and identifying the key personnel required (account and technical/project).
  • 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’ strategy, current and emerging solution capabilities and strategic direction for solution capabilities.


Leadership and Coaching:

  • 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.
  • Active Projects Participation
  • 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, including the representation of client issues, needs and concerns throughout Hitachi Energy.
  • Consistently deliver solutions that are considered high impact, complex, strategic and high value by both the customer and Hitachi Energy.
  • Teamwork and Communication
  • 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, to promote cross-Hitachi Energy learning and to identify new solution possibilities.
  • Create and maintain internal relationships with key business partners at all levels of the organization.
  • Maintain a proper balance of Customer advocacy and support of Hitachi Energy Business Units in this role; supporting their business objectives, reaching financial goals, and advocating for all business units and internal stakeholders is a must.
  • Living Hitachi Energy’s core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.


Your Background:

  • Bachelor’s degree in a technical (engineering) or business discipline required. MBA preferred.
  • Candidate must already have work authorization that would permit them to work for Hitachi Energy in the United States.
  • 12+ years of experience preferred.
  • 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.