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Director of Customer Engagement, Enterprise Solutions

2 months ago

Columbus, Ohio, United States HITACHI ENERGY USA INC Full time

About the Role:

The Account Director, Strategic Growth Leader will be responsible for leading a specific account, driving growth in orders, share of customer spend, and customer satisfaction. This role will lead an account team, including direct reports, and will be responsible for mobilizing Hitachi Energy resources as an integrated team spanning all of Hitachi Energy's businesses.

Key Responsibilities:

  • Represent and grow the Hitachi Energy relationship with the 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, including the delivery of business unit value propositions.
  • 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.
  • 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.

Account Planning and Management:

  • Lead the development and implementation of the account plan and coverage plan, including executing an executive relationship strategy, prioritizing opportunities, identifying targets for each solution element, and identifying key personnel required.
  • 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.

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.