Service Sales Account Manager - Southeast

Regional Service Sales Account Manager Southeast - PGSV US Service -

Hitachi Energy is seeking a Service Sales Account Manager (RSSAM) for the Service BU sales team in the US Southeast region.

This is a high visibility, high impact role in the US Service BU sales organization, requiring 5-7 years' experience in US power utility industry, strong sales skills and customer centricity. The Regional Service Sales Account Manager (RSSAM) is responsible for meeting and exceeding the region's growth targets for selected customers and territories, reporting to the Regional Service Sales Manager (RSSM). The RSSAM will lead the development and conversion of opportunities pipeline, and actively engage cross-functionally with Sales, Tendering, Operations and PM teams, to support resources scheduling and project execution.

This position will focus on both investor-owned power utility and public power utility segments and be based anywhere in the Southeast. US locations: NC, TN, GA, AL, FL, MS, SC are preferred, however other locations within a reasonable vicinity to our key customer base will be considered.

Our successful RSSAM candidate will be a highly motivated, collaborative, and fast-paced sales hunter with a history of meeting or exceeding sales targets and a strong drive to succeed. As RSSAM, he/she will have primary responsibility to drive service sales of electrical power equipment substation services and service projects, generating service sales opportunities and securing profitable sales within the designated region and customers. The position will focus on engaging, selected accounts, capturing their O&M service business models and translating their operational pain-points into value driven Service programs and SLAs. In his/her role, the RSSAM will be responsible for the development and execution of sales account plans.

MAIN ACCOUNTABILITIES:

Service Sales Delivery

Meet and exceed Sales Orders targets for the region. Lead and execute Sales capture strategies to grow Service existing customer base , while driving incremental growth through SLAs with new accounts. Develop and implement service sales account plans to ensure growth in HMAX Energy based contract business. Drive installed-base drive campaigns, promote suitable mix of on-site and remote service programs, to benefit customers and Hitachi Energy. Understands channel strategy and the establishment of related prices, prepares sales plans, reviews them and proposes recovery plans when needed. Regularly working with the IB Managers to update our IB database to reflect changes made at customer sites.

Leadership

Lead customer engagement and internal cross-functional resources to support strategic opportunities and win business with new and existing accounts. Operate as his/her accounts trusted advisor for Hitachi Energy portfolio, innovation and solutions, to deliver lifecycle extension of their assets and energy infrastructure.

Volume and Profit

Leverage 1IB database to identify, support and execute ad-hoc service campaigns, to grow new and existing customers base and market coverage.

New Opportunities

Identifies and leads new service business opportunities, performs customer facility walk-through sessions to identify and deliver suitable mix of services programs and/or SLAs. Generates Service sales leads and develops new market opportunities by utilizing market trend information, identifying, and exploring potential new service portfolios. Takes a holistic approach to leverage Hitachi Energy cross-BUs products offering to drive and attach install & commissioning and other services.

Customer approach

Establishes long-term customer relationships by understanding customer requirements and applicable regulations and demonstrating in-depth technical service product/solutions knowledge to promote Life Cycle Management (LCM). Register customer feedback and ensure customer satisfaction throughout the sales process.

Sales Process

Sells entire service product portfolio to expand Hitachi Energy footprint in the designated region, while supporting commercial synergies with Shermco's services offering maximum value delivery and market coverage. Articulate value-based messaging to customers, around HMAX Energy based SLAs to optimize their O&M planning and strategy

Marketing

Acts as a marketer/salesperson of Hitachi Energy's service products and solutions during marketing activities (trade fairs, exhibitions, conferences, customer meetings). Translates the needs of customer into relevant Hitachi Energy service offerings and solutions.

Health, Safety and Integrity

Embodies Safety as his/her license to operate across the organization and customers. Contributes to risk assessments. Registers required information into Salesforce. Ensures technical reliability, safety and cost-effective solutions to satisfy customer's needs. Complies with health and safety directives.

Additional Responsibilities

Provide technical direction for service sales training to less-experienced staff. Support management with key data and insights on markets, opportunity tracking, and effective service selling tactics.

BASIC QUALIFICATIONS:

Bachelor's Degree with minimum 8+ years of experience in sales, sales support, and/or service of power systems / solutions; OR

Master's Degree with 6+ years of experience in sales, sales support, and/or service of power systems / solutions; OR

Associate' degree with 10+ years of experience in sales, sales support, and/or service of power systems / solutions

PREFERRED QUALIFICATIONS:

Bachelor's degree in an Engineering or technical discipline is preferred.

Previous experience working in power utility industry, with strong understanding of electric substation equipment (i.e., Transformers, Switchgear, Circuit Breakers, etc.).

Familiarity with Operations & Maintenance practices of electric substation equipment and substation construction.

Experience negotiating long-term substation service contracts.

Willingness to travel up to 40%.