Commercial Manager
hace 4 días
The Commercial Manager is a critical part of Hitachi Energy's strategy.
This position will be responsible for building and expanding relationships with strategically important customers.
Assigned to one geographical region, the Commercial Manager is responsible for achieving sales targets, pipeline management, relationship management, and strategic account planning while maintaining customer satisfaction as measured by the Net Promoter Score.
The Commercial Manager represents the entire range of solutions, products, systems, and services Hitachi Energy offers to the market.
How You'll Make an Impact: Account Strategies - Participates in the development of sales strategies for accounts by providing the customer's current business and long-term plans.Sales Targets - Defines and proposes sales targets and growth margins for the account and ensures their achievement with a structured follow-up process.
Manages / achieves both overall & business unit specific sales targets, account coverage, & customer satisfaction targets for the account; takes accountability for the monthly, quarterly, & annual results on the overall account or the specifically assigned product lines.Account Plan/Account Management - Leads the development and implementation of the account plan 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.Customer Relations - Establishes and develops account relationships 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.Market Activity – Monitors competitors' activity with each account and ensures that appropriate response strategies are formulated and implemented.Portfolio Management - Promotes frame agreements with customers to simplify the business process; represents / promotes products, systems, & services across all divisions, business units, & factories represented by the Account Manager; and demonstrates ability to combine discrete products & services into a comprehensive solution.Customer Insight - Develops / maintains detailed understanding of the customer's 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.Industry & Market Knowledge - Understand market dynamics & macroeconomic influencers; maintain awareness of competitors' activity with each potential & existing account and ensure that appropriate response strategies are formulated & implemented (including, but not limited to, technical & commercial feedback in accordance with Hitachi Energy's ethics & compliance guidelines).Customer & Strategy Teamwork - Participates with sales management, co-workers, & business unit leadership to develop & execute account plans; delivers new insights and connects experts to the customer 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 for the customer; this may include trade show / exposition attendance, Commercial Manager-initiated 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.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.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.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 Hitachi Energy is seeking a candidate to join a diverse team.Various levels of education and experience will be considered for this role.Bachelor's degree and PM Certification, a minimum of 5 years experience in Sales & Marketing.Degrees in Engineering, Project Management, Sales and/or Marketing are preferred.
However, other disciplines will be considered with proven technical selling aptitude.Travel 50% of the time.Strong interpersonal skills.Able to communicate technical details clearly.Solid organizational skills.Working knowledge of SFDC, Microsoft Excel, and PowerPoint.Negotiation.Assertive communication.Leadership & Ownership.
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