Account Manager - Melbourne - Hitachi ABB Power Grids

    Hitachi ABB Power Grids
    Hitachi ABB Power Grids Melbourne

    1 week ago

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    Description

    This role involves selling Hitachi Energy products and solutions at key accounts to achieve sales targets. Focus is on renewables, power generation, and transport customers in allocated regions.

    Key Responsibilities:

    • You will report to the Hitachi Energy Account Management Lead and be responsible for managing 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 ensure attainment of company sales goals.
    • Create added value for the customer and Hitachi Energy by ensuring a coordinated sales approach.
    • Communicate details in accordance with Hitachi Energy supply, offering, and strategy, achieving/exceeding sales targets set for the territory/state and country targets.
    • Participate in the development of sales strategies for accounts by providing the customer's current business and long-term plans.
    • Define and propose sales targets and growth margins for the account and ensure their achievement with structured follow-up.
    • Lead the development and implementation of the account plan, including designing the executive relationship strategy and coverage plans, prioritizing opportunities, and identifying targets for each solution element.
    • Propose recovery plans in case of potential order shortfalls.
    • Establish and develop account relationships based on a defined strategy, acting as a focal point for problem resolution and monitoring customer claims.
    • Plan, facilitate, and conduct customer negotiations, developing and sharing detailed knowledge of the customer's business strategy, purchasing behavior, organization, decision-makers, economic trends, and competition.
    • Sell products/solutions/services to customers, focusing on volume, mix, and profitability targets for assigned Business Unit.
    • Monitor competitors' activity with each account and ensure that appropriate response strategies are formulated and implemented.
    • Coordinate the use of internal or external resources 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.

    About You:

    • You hold tertiary or degree qualifications in Engineering/commercial qualification or recognized equivalent.
    • Minimum 5+ years of experience in Sales or Business Development in software sales.
    • Software knowledge: 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 a high level of commercial acumen.
    • Hold significant sales/business development experience within the electrical industry.
    • Specific experience in the PowerGen and mining sectors will be highly regarded.
    • Proven track record in identifying and developing business and promoting value-added benefits of technical services.

    Location: Sydney, New South Wales, Australia; Melbourne, Victoria, Australia

    Job type: Full time

    Experience: Experienced

    Job function: Sales, Marketing & Product Management

    Contract: Regular

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