Account Manager - Electric Utility

Hitachi Energy (Thailand) Limited (Bangkok)

Bangkok

Bangkok, Thailand

At Hitachi Energy our purpose is advancing a sustainable energy future for all. We bring power to our homes, schools, hospitals and factories. Join us and work with fantastic people, while learning and developing yourself on projects that have a real impact to our communities and society.

About this position

This role is based in Thailand and will report to Head of Utility Account Management.

Responsibilities

• Strategy: Understands the key business drivers of the relevant customer’s business and business environment and interprets the impact and opportunity for Hitachi Energy. Participates in the development of sales strategies for the account by providing the customer’s current business and long-term plans. Leads the development and implementation of the account plan and SoW growth actions to include designing the executive relationship strategy and coverage plans, prioritizing the opportunities, identifying a target for each solution element. Proposes recovery plans in case of potential order shortfalls.
• Targets: Defines and proposes sales targets for the account and ensures their achievement with a structured follow up process across Business Units and Countries. Sells products/solutions/services to customers, focusing on volume, mix and profitability targets representing all Hitachi Energy.
• Marketing: Creates added value for the customer and Hitachi Energy by ensuring a coordinated sales approach (e.g., frame agreements, AVL related actions). Communicates details in accordance with Hitachi Energy supply, offering and strategy. Coordinates the use of internal or external resources (e.g. technical, advertising, and marketing) in order to provide value added services to accounts.
• Customer knowledge: Develops, maintains and shares detailed knowledge of the customer’s business strategy, purchasing behavior, organization, decision-makers, customer business drivers, economic trends, and competition.
• Customer relations: Establishes and develops account relationships based on a defined strategy. Acts as focal point for problem resolution and monitors customer claims. Plans, facilitates and conducts customer negotiations.
• Market Knowledge: Monitors competitors’ activity with the account and ensures that appropriate response strategies are formulated and implemented. Gives input on market price developments.
• Processes and tools: Drives application of standardized Marketing & Sales processes and tools (Salesforce, account plans, AVLs etc.) for the account.

Requirements

• Obtained relevant education qualification, i.e. Degree in Electrical Engineering.
• Proven work experience as a Sales Account Specialist with at least 5 years relevant work experience.
• Hands on experience in sales and an ability to deliver excellent customer experience.
• Knowledge and exposure in Sales Force.Com and MS Office.
• Understand of sales performance metrics.
• Business acumen with problem-solving attitude.
• Excellent communication & interpersonal skills both verbal and written, negotiation skill, influencing skills.
• Having working experiences with/in Electric Utility sector is specially considered.