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Client Relationship Manager
2 months ago
This role involves promoting and selling Hitachi Energy's products and solutions to designated accounts, aiming to meet order targets. The primary focus will be on sectors such as mining, transportation, and power generation within the assigned region. You will develop, execute, and oversee the account strategy to enhance growth, profitability, and customer satisfaction. Additionally, you will coordinate sales initiatives and address specific customer challenges. Your efforts will include selling and advocating for Hitachi Energy's offerings in the designated area, targeting clients and projects aligned with market strategies. Building and nurturing new sales opportunities and customer relationships will be essential, as well as resolving customer issues effectively.
Key Responsibilities:
- Manage 7-8 pivotal Hitachi Energy accounts in targeted markets, crafting a business/account plan to expand the customer base and devise market strategies that ensure the achievement of sales objectives.
- Deliver added value to both the customer and Hitachi Energy through a coordinated sales approach, such as establishing frame agreements.
- Communicate essential details in line with Hitachi Energy's supply, offerings, and strategy, striving to meet or exceed sales targets for the territory and country.
- Contribute to the formulation of sales strategies for accounts by providing insights into the customer's current business and future plans, defining sales targets and growth margins, and ensuring their accomplishment through structured follow-ups.
- Lead the creation and execution of the account plan, which includes designing executive relationship strategies, prioritizing opportunities, identifying targets for each solution element, and proposing recovery plans for potential order shortfalls.
- Establish and cultivate account relationships based on a defined strategy, serving as the primary contact for problem resolution, monitoring customer claims, facilitating negotiations, and maintaining comprehensive knowledge of the customer's business strategy, purchasing behavior, organization, decision-makers, economic trends, and competition.
- Promote products, solutions, and services to customers, concentrating on volume, mix, and profitability targets for the assigned Business Unit.
- Keep track of competitors' activities with each account and ensure that appropriate response strategies are developed and implemented.
- Develop a comprehensive business plan to expand the Hitachi Energy customer base and strategies for the market that guarantee the achievement of sales goals.
- Utilize the designated pursuit management system as the primary tool for sales management.
- Prepare sales plans using company tools, conduct regular status reviews, and propose recovery plans in case of potential order shortfalls.
- Coordinate the use of internal or external resources (e.g., technical, advertising, and marketing) to provide value-added services to accounts, ensuring effective marketing communication to external customers and conveying the value proposition of the offerings.
- Support the identification of new market opportunities in the designated territory, collaborating with other sales professionals focused on the Enterprise software product line.
- Sell products and systems to customers across all Local PGs or Local Business Units, establishing and maintaining effective customer relationships, understanding their needs, promoting the full product offering, and aligning to provide comprehensive solutions.
- Ensure a positive customer experience throughout the sales process, including post-sale support, managing administrative procedures, assisting in project kickoff meetings, and overseeing project tracking and management as needed.
- Verify that all technical and financial aspects of offers, including pricing and trading conditions, are appropriate.
- Adhere to safe working procedures and practices at all times, including the use and maintenance of assigned Personal Protective Equipment; attend required health, safety, and environment training; report injuries, incidents, hazards, and near-miss events; model safe work behaviors in all aspects of work and actively identify hazards and risk controls.
Embody Hitachi's core values of safety and integrity, taking responsibility for your actions on site.
Qualifications:
- Degree qualifications in Engineering or a commercial field, or a recognized equivalent.
- At least 5 years of experience in Sales or Business Development, particularly in software sales.
- Significant experience in sales/business development within the electrical industry.
- Experience in the power generation and mining sectors is highly regarded.
- Preferred knowledge in HV switchgear and/or Transformers.
- Familiarity with Hitachi Energy products is advantageous; local market knowledge is beneficial.
- Strong communication skills with a talent for building lasting relationships.
- Proactive self-starter, excellent negotiator, results-oriented, and driven sales professional.
- High level of commercial acumen.
- Proven track record in identifying and developing business opportunities and promoting the value-added benefits of technical services.
Location: Various locations in Australia.
Job Type: Full-time
Experience Level: Experienced
Job Function: Sales, Marketing & Product Management
Contract Type: Regular
About Hitachi EnergyHitachi Energy is a global technology leader dedicated to 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 necessary to accelerate the energy transition towards a carbon-neutral future.
We employ around 45,000 people in 90 countries who work with purpose and leverage their diverse backgrounds to challenge the status quo. We invite you to be part of a global team that values the principle: Diversity + Collaboration = Great Innovation.
