Account Director, Distribution

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Account Director, Distribution (Raleigh, NC or Pittsburg, PA)

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 with support from an executive sponsor.

Responsibilities include but are not limited to:

The Account Director is expected to represent and grow Hitachi Energy’s relationship with their account from a North America, as well as Global basis.  As the Hitachi Energy leader on the account, the Account Director mobilizes Hitachi Energy resources as an integrated team spanning all of Hitachi Energy’s businesses.

Specific responsibilities from the customer’s perspective:

• 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 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.
• Advocate on behalf of the customer
• Assist in managing difficult situations within the business lines.

Specific responsibilities from the internal Hitachi Energy perspective:

• 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.
• Serve as a lynchpin within Hitachi Energy for the resolution of major customer issues.
• Strive to improve Hitachi Energy profitability while ensuring that we meet market level pricing
• Minimum of 60% travel to build knowledge of account and support sales activities.

Primary Tasks are –

Manage the Total Customer Relationship

• Manage the total customer relationship with Hitachi Energy.
• Develop the relationship between Hitachi Energy and the Account at all levels both within Hitachi Energy and the customer.
• 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.

Market analysis and competitive intelligence

• Provide monthly channel to market and competitor updates
• Strong knowledge of market size and articulate needs to expand market penetration
• Interface with Marketing and Sales resources to position Hitachi Energy for success
• Attend industry events and provide feedback on industry trends and competitive actions

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 product element and identifying the key personnel required to be successful.
• Leverage Hitachi Energy business lines to maintain and improve customer satisfaction and to maximize revenue. 
• Plan, facilitate and conduct complex negotiations.
• Drive growth at 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

• Leverage the Manufacturer’s Representative sales force to ensure local execution of business plans and channel strategy
• Manage internal and external 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 key product/project wins.
• 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 products and 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 collaboration opportunities.

COMPLEXITY OF TASKS:

Strong analytical, communication and leadership skills are required to evaluate a wide variety of complex information, develop imaginative sales strategies, and coordinate related sales efforts.  Requires innovative strategic planning skills, in-depth understanding of the Company's technical and commercial strengths and relationships with markets.  Requires ability to negotiate and successfully conclude matters of major importance.  Failure to properly consider the impact of sales and related matters may seriously impact the organization's objectives and customer relations.

MINIMUM QUALIFICATIONS:

• Bachelor’s degree in a technical (engineering) or business discipline required. MBA preferred.  10+ years of experience preferred or a combination of acceptable education and experience. 
• Diversity of experience – multiple products, customers, countries, market segments, etc. Experience must include several years of working in Distribution Sales.
• Proven ability to work in a matrixed team environment. 
• Must be able to motivate and influence others. 
• Strong communication skills and an ability to form relationships quickly. 
• Experience with customers including sales, problem resolution, relationship building.
• Strong business acumen. 
• Willingness and ability to travel 60-70%. 
• Proficient in all MS Office tools and the ability to develop and manage reports utilizing Excel pivot tables and Power Point. 
• Experience with Sales Force or other comparable CRM tool.
• Ability to work independently and manage difficult relationships in a professional manner.

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