Account Director, Utility | South Boston

Position

Description:

Account Director, Utility

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 team including direct reports.
The role will be located in the Richmond, VA, Columbia, SC, or Raleigh NC area.

Responsibilities include but are not limited to:

The Account Director is expected to represent and grow the Hitachi Energy relationship with their account from a US perspective, engaging regionally or globally when applicable. As the 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 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.

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.
• 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.

• Manage the total customer relationship with Hitachi Energy.
• Develop the relationship between Hitachi Energy and the Strategic Account at all levels both within Hitachi Energy and within the customer. Initiate and maintain C-Level relationships.
• 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.

• 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 solution element (project) and identifying the key personnel required (account and technical/project).
• Leverage channels and partners 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’ strategy, current and emerging solution capabilities and strategic direction for solution capabilities.

• Assume a people leadership role and facilitate team selling of a remotely based account team.
• 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…