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Client Relationship Manager
2 months ago
This role involves promoting and selling Hitachi Energy 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 be responsible for developing, executing, and overseeing the account strategy with an emphasis on growth, profitability, and customer satisfaction. Additionally, you will coordinate sales initiatives and address specific customer challenges.
Key Responsibilities:
- Manage 7-8 critical Hitachi Energy accounts in targeted markets, creating a comprehensive business/account plan to expand the customer base and ensure the achievement of sales objectives.
- Enhance value for both the customer and Hitachi Energy through a unified sales strategy, including frame agreements.
- Communicate effectively regarding Hitachi Energy's offerings and strategies, consistently meeting or exceeding sales targets for the territory.
- Contribute to the formulation of sales strategies by providing insights into the customer's current and future business plans, setting sales targets, and ensuring follow-up on their achievement.
- Lead the creation and execution of the account plan, which includes establishing executive relationships, prioritizing opportunities, and proposing recovery strategies for potential order shortfalls.
- Build and nurture account relationships based on a strategic approach, serving as the main point of contact for problem resolution, monitoring customer feedback, and conducting negotiations.
- Sell products, solutions, and services, focusing on volume, mix, and profitability targets for the assigned business unit.
- Keep track of competitor activities within each account and develop appropriate response strategies.
- Develop a business plan aimed at expanding the Hitachi Energy customer base while ensuring sales goals are met.
- Utilize the designated pursuit management system as the primary tool for managing sales activities.
- Prepare sales plans using company resources, conduct regular status reviews, and propose recovery plans for potential order shortfalls.
- Coordinate internal and external resources to provide value-added services to accounts, ensuring effective marketing communication and conveying the value proposition to customers.
- Support the identification of new market opportunities within the designated territory, collaborating with other sales professionals focused on the Enterprise software product line.
- Promote products and systems to customers across all local business units, establishing effective relationships and aligning solutions to meet their needs.
- Ensure a positive customer experience throughout the sales process, including post-sale support, and assist in project management activities as needed.
- Oversee the technical and financial aspects of offers, including pricing and trading conditions.
- Adhere to safe working practices, including the use of personal protective equipment and participation in required health and safety training.
Qualifications:
- Degree in Engineering or a related commercial field.
- 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 desirable.
- Familiarity with HV switchgear and/or transformers is preferred.
- Strong understanding of Hitachi Energy products and local market dynamics is advantageous.
- Excellent communication skills with a talent for building lasting relationships.
- Self-motivated, results-driven sales professional with strong negotiation skills.
- High level of commercial awareness.
- Proven success in identifying and developing business opportunities and promoting the value of technical services.
About Hitachi Energy:
Hitachi Energy is a global leader in technology, committed to advancing a sustainable energy future. We serve customers across utility, industry, and infrastructure sectors with innovative solutions and services. Our diverse team of around 45,000 employees in 90 countries works collaboratively to drive technological advancements and facilitate the digital transformation necessary for a carbon-neutral future.
