Account Director, Data Center

General Information:

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.

Your Responsibilities:

• 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.
• 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:

• 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.

Account Planning and Management:

• 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 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.

Leadership and Coaching:

• Assume a people leadership role and facilitate team selling within a virtual organization.
• 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 the strategy and operational plan.
• Execute and coach using expert understanding of sales processes.
• Active Projects Participation
• Lead the formation of capture teams and the development of Sales X-Ray.
• Direct account solution projects and keep current via project communications / steering committee participation.
• Monitor and maintain an awareness of all key Hitachi Energy/client activities, including the representation of client issues, needs and concerns throughout Hitachi Energy.
• Consistently deliver solutions that are considered high impact, complex, strategic and high value by both the customer and Hitachi Energy.

Teamwork and Communication:

• Provide regular reports, briefings and reviews as required using the agreed processes.
• Actively participate in the Account Director community to share ideas, expertise and lessons learned with other Account Directors and teams, to promote cross-Hitachi Energy learning and to identify new solution possibilities.
• Create and maintain internal relationships with key business partners at all levels of the organization.
• Maintain a proper balance of Customer advocacy and support of Hitachi Energy Business Units in this role; supporting their business objectives, reaching financial goals, and advocating for all business units and internal stakeholders is a must.
• Living Hitachi Energy’s core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.

Your Background:

• Bachelor’s degree in a technical (engineering) or business discipline required. MBA preferred. 
• Candidate must already have work authorization that would permit them to work for Hitachi Energy in the United States.
• 12+ years of experience preferred. 
• Diversity of experience – multiple products, customers, countries, market segments, etc.
• Proven ability to work in a matrixed team environment. 
• Must be able to motivate and influence others. 
• Experience with customers including sales, problem resolution, relationship building.
• Strong business acumen.