Hitachi ABB Power Grids

Hitachi ABB Power Grids is a pioneering technology leader that is helping to increase access to affordable, reliable, sustainable and modern energy for all. We help to power your home, keep the factories running, and our hospitals and schools open. Come as you are and prepare to get better as you learn from others. Bring your passion, bring your energy, and plug into a team that appreciates a simple truth: Diversity + Collaboration = Great Innovation

Hitachi ABB Power Grids is seeking a Key Account Manager. This role is responsible for serving as an Account Manager and contribute to our Utility Sales team. The Key Account Manager (KAM) is a key part of Power Grids’ strategy and maintains and expands relationships with strategically important customers. Assigned to one or more accounts, the KAM 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 KAM represents either the entire range of HAPG (Hitachi ABB Power Grids products), systems and services to an account or a defined subset where multiple Account Managers are assigned. The Key Account Manager will lead the account planning cycle and ensure their needs and expectations are met by the company. The Key Account Manager will report to the Lead Account Manager of the named account

Your responsibilities

• Account Strategies: Participates in the development of sales strategies for accounts by providing the customer’s current business and long-term plans within an account team environment.
• Sales Targets: Proposes sales targets and inputs to grow margins for the account and ensures their achievement with a structured follow-up process
• Account plan: 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. Acts as focal point for problem resolution and monitors customer claims. Plans, facilities and conducts customer negotiations.
• 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.
• Volume and Profit: Sells products/solutions/services to customers, focusing on volume, mix and profitability targets.
• Market Activity: Monitors competitors’ activity with each account and ensures that appropriate response strategies are formulated and implemented.
• Sales: Creates added value for the customer and HAPG by ensuring a deep understanding of the customers applications. Communicates details in accordance with HAPG supply, offering and strategy. Instills customer confidence based upon strong technical understanding of products/systems and communication of that knowledge into customer solutions. Challenges internal and external to explore new options and solutions.
• Marketing: Coordinates the use of internal or external resources (e.g. – technical, advertising and marketing) in order to provide value added service to accounts.

Your background

• Bachelor’s degree and a minimum 5 years’ of experience of technical Sales, Engineering, Project Management, and/or Marketing.
• Master’s degree and a minimum 3 years’ of experience of technical Sales, Engineering, Project Management, and/or Marketing.
• Candidate must already have a work authorization that would permit them to work for Hitachi ABB Power Grids in the United States.
• Sales/Business Development experience working with clients in the utilities and/or energy markets
• Willingness to travel extensively
• Strong customer relationship skills; Exceptional analytical skills and leadership abilities.
• Bachelor’s degree in an Engineering-related field; Sales skills are the differentiator
• 3 Years of experience working with large investor-owned utility clients is a plus.
• Recent experience working with the sales & marketing of Power Distribution products (e.g. transformer systems, switchgear, circuit breakers, software, etc.).
• Ability to speak Spanish is a plus but not required.

More about us

Hitachi ABB Power Grids is a global technology leader with a combined heritage of almost 250 years, employing around 36,000 people in 90 countries. Headquartered in Switzerland, the business serves utility, industry and infrastructure customers across the value chain, and emerging areas like sustainable mobility, smart cities, energy storage and data centres. With a proven track record, global footprint and unparalleled installed base, Hitachi ABB Power Grids balances social, environmental and economic values, and is committed to powering good for a sustainable energy future, with pioneering and digital technologies, as the partner of choice for enabling a stronger, smarter and greener grid. www.hitachiabb-powergrids.com Hitachi ABB Power Grids is an Equal Employment Opportunity (EEO) and Affirmative Action Employer encouraging diversity in the workplace. We welcome you to apply and want you to know that all qualified applicants will receive consideration for employment without regard to race, creed, color, ancestry, religion, sex, national origin, citizen status, age, sexual orientation, gender identity, disability, marital status, family medical leave status, protected veterans status or any other legally protected characteristic. For more information regarding your EEO rights as an applicant, please visit the following websites: https://www.dol.go v/sites/dolgov/files/ofccp/regs/compliance/posters/pdf/eeopost.pdf and https://www.dol.gov/sites/dolgov/files/ofccp/regs/compliance/ posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf. 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 ABB Power Grids career site as a result of your disability. You may request reasonable accommodations by calling a Hitachi ABB Power Grids 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. #LI-NAM1

Publication date

2022-01-19

Reference Number

US52118468_E10