Group Account Manager - Automotive

Overview

The Opportunity
: JR Automation, a Hitachi Group Company, is driven to deliver customer success worldwide. We provide intelligent automated manufacturing and distribution technology solutions that transform how the world's leading manufacturers make and distribute products. Our strength is our people and we’re always looking to strengthen our team across the globe. Join us as a Global Key Account Manager – Automotive in Detroit, Michigan.

Location Type
:
The position is remote but requires the person who fills the role to be based in the Metro Detroit region of Michigan or willing to relocate for proximity to the customer site and manufacturing centers.

To ensure sustainable growth and profitability in digital and green through the Social Innovation Business, Hitachi is undergoing a major transformation to establish a customer centric business model (incl. alignment of global processes and common digital tools).

The Global Key Account Manager - Automotive defines and ensures sales targets for the account and will support the implementation of the necessary processes and frameworks (e.g., account plan development, share of wallet & customer satisfaction increase, capture team selling, etc.) for an automotive customer account under application of Global Marketing & Sales (GM&S) frameworks and standards. They collaborate closely with the GM&S as well as businesses to ensure customer needs can be translated into competitive value propositions that deliver profitable orders.

The Global Key Account Management focuses on medium to long-term planning and face-to-face selling of a variety of products, services and/or solutions across multiple lines of business for established customers.

• Developing medium to long-term account & sales plans and preparing strategies to protect, grow, and diversify the relationship with a defined group of customers.
• Developing and identifying solution-, cross/up and repeat sales opportunities.
• Resolving problems and ensuring customers receive high quality customer service.
• Developing client retention and profitable growth plans and strategies.

This role will be comprised of two main functions. First, the overall business development and cross-BU strategic plan and execution across the Hitachi enterprise as it relates to the key account customer.

Second, to serve the individual business unit JR Automation and its achievement of sales and growth with this key account.

• Lead all commercial aspects of JR Automation BU and relationship with our key automotive vertical customer, including but not limited to commercial pricing negotiations, develop funnel for new opportunities, secure pipeline of new business and manage the relationship across entities.
• Development of Hitachi cross-BU customer account plan and share of wallet growth actions
• Setting up and driving solution selling approach across all Hitachi businesses
• Manage key stakeholder relationships at the customer with presence and capability to interact and penetrate C-suite decision makers at customer organization
• Coordination of sales activities within CRM, monitoring of current projects and managing resolution of specific customer problems
• Understanding the key business drivers and business environment and interpret the impact and opportunity for Hitachi
• Creating value add for the customer and Hitachi by ensuring a coordinated sales approach
• Profitable order & sales pipeline responsibility for the account
• Summarizing appropriate feedback on market developments (customers & competitors) and requirements
• Adhering to our core values of safety and integrity, ensuring solutions meet our objectives of social innovation, and contributing positively to an inclusive and sustainable society.

Note
:
This list of responsibilities is inclusive; however, it is intended to be a guideline for activities.

• Bachelor’s degree in engineering, business or IT. An MBA is not required but will be an added advantage.
• 10+ years of sales and/or marketing experience with demonstrated success growing large accounts through cross functional and divisional synergies.
• Cultural sensitivity and openness to work in an…