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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 crafting, executing, and overseeing the account strategy with an emphasis on growth, profitability, and ensuring customer satisfaction.
Key Responsibilities:
- Manage 7-8 critical Hitachi Energy accounts within target markets, developing a comprehensive business/account plan to expand the customer base and strategize for market success, ensuring alignment with company sales objectives.
- Enhance value for both the customer and Hitachi Energy through a coordinated sales approach, including the establishment of frame agreements.
- Communicate effectively regarding Hitachi Energy’s offerings and strategies, consistently achieving or surpassing sales targets set for the region.
- Contribute to the formulation of sales strategies for accounts by analyzing the customer's current business landscape and long-term objectives, proposing sales targets and growth margins, and ensuring their achievement through structured follow-ups.
- Lead the creation and execution of the account plan, which includes developing executive relationship strategies, prioritizing opportunities, and proposing recovery plans for potential order shortfalls.
- Establish and nurture account relationships based on a defined strategy, acting as the primary contact for problem resolution, monitoring customer claims, and facilitating negotiations while maintaining a thorough understanding of the customer's business strategy and market dynamics.
- Promote products, solutions, and services to customers, focusing on achieving volume, mix, and profitability targets for the assigned Business Unit.
- Keep track of competitors' activities within each account and ensure that appropriate response strategies are developed and executed.
- Formulate a business plan aimed at expanding the Hitachi Energy customer base and ensuring alignment with company sales goals.
- Utilize the designated pursuit management system as the main tool for managing sales activities.
- Prepare sales plans using company resources, conduct regular status reviews, and propose recovery strategies in cases of potential order shortfalls.
- Coordinate the use of internal or external resources, such as technical and marketing support, to deliver value-added services to accounts and ensure effective communication of the value proposition to both current and prospective customers.
- Assist in identifying new market opportunities within the designated territory, supporting other sales professionals, particularly in the Enterprise software product line.
- Sell products and systems to customers across all Local PGs or Local Business Units, fostering effective customer relationships, understanding their needs, and promoting a comprehensive product offering to provide complete solutions.
- Ensure a positive customer experience throughout the sales process, including post-sale support, managing administrative tasks, and assisting in project management activities as needed.
- Oversee the technical and financial aspects of offers, including pricing and trading conditions.
- Adhere to safe working practices at all times, including the proper use of Personal Protective Equipment and participation in required health, safety, and environmental training.
Embody Hitachi's core values of safety and integrity, taking responsibility for your actions in all aspects of the role.
Qualifications:
- Degree in Engineering or a related commercial field, or equivalent qualifications.
- 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 is advantageous; local market knowledge is a plus.
- Excellent communication skills with a talent for building long-term relationships.
- Self-motivated, results-driven sales professional with strong negotiation skills.
- High level of commercial acumen.
- Proven success in identifying and developing business opportunities and promoting the value of technical services.
