Service Sales Account Manager

General Information:

We are currently seeking a seasoned Service Sales professional to serve Hitachi Energy as a Service Sales Account Manager (SSAM). This person will be expected to present our service solutions to new and existing clients.  This position will primarily focus on the Midwest Region – exact base location is targeted for the Kansas City, MO, St. Louis, MO, Minneapolis, MN, Denver, CO,  Milwaukee, WI, Des Moines, IA or Chicago, IL area.

Our successful 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 SSAM, you 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 with the designated region.  The SSAM role will focus on installed equipment and sell the entire Service product portfolio of Hitachi Energy in collaboration with the business line technical expertise. Developing Service sales account plans to ensure growth, building long-term customer relationships, driving high levels of customer satisfaction and ensuring immediate response to specific customer needs and issues are addressed are key success factors for this position. 

Your Responsibilities:

• Service Sales Delivery
• Contribute to and implement the service sales strategy.  Develop and implement service sales account plans to ensure growth.  Penetrate installed base (IB), promote various upgrade, retrofit and value add solutions to the benefit of the customers and Hitachi Energy.  Understands the channel strategy and the establishment of related prices and prepares sales plans, reviews them and proposes recovery plans when needed.  Regularly updates IB in ServIS (the approved Service database) with the changes made at customer sites. 
• Volume and Profit
• Utilizes ServIS IB database to understand the existing IB and identifies and develops sales opportunities for Service products and solutions to penetrate the existing IB/new IB’s in the market.  Focuses on the entire Hitachi Energy Service portfolio. 
• New Opportunities
• Conducts sales calls with customer to promote service offerings and performs customer facility walk-through sessions to identify services opportunities.  Generates service sales leads and develops new market opportunities by utilizing market trend information, identifying and exploring potential new service portfolios.  Takes a One Hitachi Energy approach to leverage Hitachi Energy product and service portfolios.
• 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).  Registers customer feedback and ensures customer satisfaction throughout the sales process.
• Sales Process
• Sells entire service product portfolio to expand Hitachi Energy footprint in the designated region.  Charts out and monitors sales proposals, tenders and follows up.  Prepares Hitachi Energy’s service offerings based on customer need and in coordination with sales account managers, business units, third party companies and local management.  Communicates contract details in accordance with Hitachi Energy offering and strategy.  Manages administrative sales process.
• 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
• Contributes to risk assessments related to price and quality.  Registers required information into SFDC.  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.

DIMENSIONS / CHALLENGES:

• Learn all of the substation service offerings to be able to promote with customers.
• Understand and apply value propositions for selling substation services.
• Convince customers that have traditionally done service themselves to outsource.
• Identify decision makers within clients & prospective customers. 
• Work with a diverse set of Hitachi Energy personnel and local non-Hitachi Energy companies to develop successful project teams. 
• 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:

A combination of Education and experience will be considered for this role:

• Dependent on education level, 3-9 years of experience in sales, sales support, and/or service of power systems/solutions (Example: Master’s Degree in relevant field with 3 years of sales, sales support, and/or service of power systems/solutions. Additional experience in lieu of education will be considered)
• Familiarity with multiple Hitachi Energy power products and services.
• Willingness to travel 60%.

PREFERRED QUALIFICATIONS:

• Bachelor’s degree in an Engineering or technical discipline is highly preferred
• Previous experience working with electric substation equipment (i.e. Transformers, Switchgear, Circuit Breakers, etc.); recent technical sales and/or client-facing experience presenting electric substation equipment solutions is highly preferred.
• Familiarity with Operations & Maintenance practices of electric substation equipment and substation construction.
• Experience with Substation construction.
• Experience negotiating long term substation service contracts.
• Candidate must already have work authorization that would permit them to work for Hitachi Energy in the United States.