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 position will sell Hitachi Energy products and solutions at named accounts to achieve order budgets.

    Specific focus on renewables, power generation, and transport 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, targeting 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:

    1. Manage 7-8 key Hitachi Energy accounts in target markets representing the entire Hitachi Energy portfolio.
    2. 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.
    3. Create added value for the customer and Hitachi Energy by ensuring a coordinated sales approach (e.g. frame agreements).
    4. Communicate details in accordance with Hitachi Energy supply, offering, and strategy.
    5. Achieve/exceed sales targets set for the territory/state and country targets.
    6. Participate in the development of sales strategies for accounts by providing the customer's current business and long-term plans.
    7. Define and propose sales targets and growth margins for the account and ensure their achievement with a structured follow-up.
    8. Lead the development and implementation of the account plan to include designing the executive relationship strategy and coverage plans.
    9. Prioritize opportunities, identifying a target for each solution element, and propose recovery plans in case of potential order shortfalls.
    10. Establish and develop account relationships based on a defined strategy, acting as a focal point for problem resolution.
    11. Plan, facilitate, and conduct customer negotiations.
    12. Develop, maintain, and share detailed knowledge of the customer's business strategy, purchasing behavior, organization, decision-makers, customer business drivers, economic trends, and competition.
    13. Sell products/solutions/services to customers, focusing on volume, mix, and profitability targets for assigned Business Unit.
    14. Monitor competitors' activity with each account and ensure that appropriate response strategies are formulated and implemented.
    15. Coordinate the use of internal or external resources (e.g. technical, advertising, and marketing) to provide value-added services to accounts.
    16. Ensure efficient marketing communication to external customers (both current and prospects) and communicate the value proposition of the offer to the end customers.

    Our Expectations:

    • 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 (essential).
    • 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.

    About Us:

    Hitachi Energy is a global technology leader that is advancing a sustainable energy future for all.

    We serve customers in the utility, industry, and infrastructure sectors with innovative solutions and services across the value chain.

    Together with customers and partners, we pioneer technologies and enable the digital transformation required to accelerate the energy transition towards a carbon-neutral future.

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