Public Power Utility Sales Specialist - Grid Automation

Description

General Information:

We are currently seeking a seasoned sales professional in our US Hitachi Energy Sales organization, focused on our Grid Automation portfolio. This position will be based in the East – Raleigh, NC, Atlanta, GA, Cleveland, OH, or Detroit, MI.

This position will be responsible for building and expanding relationships with strategically important Grid Automation utility customers. Supporting the growth in the Public Power Market, this role will be responsible for driving and achieving Grid Automation sales targets, defining account strategy, pipeline development and management, relationship management and strategic account planning while maintaining customer satisfaction as measured by the Net Promoter Score. This position’s scope is the entire range of products, systems and services within Grid Automation that Hitachi Energy offers.

Your Responsibilities:

• Account Strategies – Drives and monitors the development of Grid Automation sales by calling directly on utility accounts in conjunction with grid automation business development managers and other account managers to expand our sphere of influence on their digital portfolio purchases.
• Sales Targets - Manages / achieves Grid Automation specific sales targets, account coverage, & customer satisfaction targets for the specific accounts; takes accountability for the Grid Automation monthly, quarterly, & annual results on the Public Power budget and targets.
• Account Plan/Account management – Accountable for driving / supporting the development and implementation of the account plans to include building the executive relationships, prioritizing the opportunities, and identifying targets for each solution element. Develops recovery plans with the Business Development Manager in case of potential Budget variances.
• Customer Relations - Establishes and develops account relationships in concert with the Business Development Managers based on a defined strategy. Manages meaningful customer engagements with support from lines of business; acts as focal point for problem resolution while monitoring the successful close out of issues & actions; and demonstrates ability to build lasting, trusting, & widespread relationships across the customer’s organization. Defining key decision makers and building relationships with them is a must.
• Industry & Market Knowledge – Maintains a strong grasp of overall industry and market conditions and can adapt strategies as needed by communicating market changes in a timely manner. Monitors competitors’ activity with each account and ensures that appropriate response strategies are formulated and implemented. Create and present Competitive Market Analysis during the account planning process.
• Portfolio Master - Promotes frame agreements with customers to simplify the business process; represents / promotes products, systems, & services across Grid Automation business unit; and demonstrate ability to combine discrete products & services into a comprehensive solution. In depth knowledge of all products, systems and services for Grid Automation.
• Customer Insight - Develops / maintains detailed understanding of the customers’ business strategy, purchasing behavior, & organizational structure (including customer needs, regulatory drivers, threats, economic trends, & competition); and provides insight to customers by providing knowledge to guide customers as they navigate alternatives.
• Go to Market Strategy – Understand customer buying preferences to ensure that Hitachi Energy is well positioned to serve each customer the way they want to be served, while also reducing risk to Hitachi Energy associated with difficult terms and conditions. Consider third party solutions as one avenue to satisfy customer needs and strengthen our market coverage.
• Customer & Strategy Teamwork - Participates with sales management, co-workers, & business unit leadership to develop & drive the execution of established account plans; delivers new insights and connects experts to the customers while respectfully challenging the status quo; actively engages in critical project touch points, anticipate the need for intervention & escalation, and take action to initiate such communication.
• Marketing - Coordinates the use of internal and/or external resources to introduce meaningful concepts & solutions to the customers; this may include trade show / exposition attendance, Customer entertainment activities, executive round tables, and/or organizing more technology-specific events for your customers.
• Administration: Enters & maintains relevant sales data into appropriate databases & systems, including pipeline management, expenses, reports, and ad-hoc requests for marketing input. Project Management, both internal and external, will be mandatory for a successful sale cycle.
• Additional duties may be assigned, as required.
• 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.
• Ability to drive, influence, and support the Accounts directly as required in collaboration with the Account Manager.
• This position requires the ability to develop sales strategies with businesses, provide insight to customers by navigating options & alternatives, and coordinate activities involving multiple functions across a variety of businesses.
• Strong analytical and communication skills are required to determine, evaluate, and report reasons for success or failure of sales efforts, anticipate market changes, and forecast / communicate changes in customers' buying patterns & product requirements. Both at a Specific Account level and as an aggregate for the entire assigned Account Group.
• Ability to manage multiple projects while remaining organized & strategic to carry out the sales account plans.
• Successful candidate must have an understanding of customer and company’s organizational structure, as well as strong business acumen / sense to determine when escalation is required.
• Anticipates roadblocks and alerts internal & external stakeholders appropriately.

Your Background:

• Hitachi Energy is seeking to create a diverse team of account management professionals focused on the Grid Automation market.
• Bachelor’s degree with minimum 5 years of directly related experience to the role. Additionally, candidates with an Associate’s degree or High School Diploma (GED) may be considered based upon the level of experience
• High percentage of travel will be required
• Experience working in Utility markets, preferably Municipalities and Electric cooperatives.
• Experience in sales or business development working with clients in the Grid Automation market.
• Must be located in the identified Public Power sales region (East)
• Degrees in Engineering, Project Management, Sales and/or Marketing are preferred. However, other disciplines will be considered with proven technical selling aptitude.
• Candidate must already have work authorization that would permit them to work for Hitachi Energy in the United States.
• Recent experience working with power products and solutions.
• Recent experience working with the sales & marketing of Grid Automation products (e.g. Protection & Control, Network Control, Grid Edge Solutions, Software, etc.).
• Experience with SalesForce.Com
• Excellent communication skills (written & verbal).
• Strong customer relationship skills.
• Exceptional analytical skills, relationship management qualities, and leadership abilities.

Equal Opportunity Employer (EOE)-Females/Minorities/Protected Veterans/Individuals with Disabilities

Protected veterans and qualified individuals with a disability may request a reasonable accommodation if you are unable or limited in your ability to use or access Hitachi Energy career site as a result of your disability. You may request reasonable accommodations by calling a Hitachi Energy HR Representative at 1-888-504-2007 or by sending an email to: us-pg-askhr@abb.com. Resumes and applications will not be accepted in this manner.