Account Director, Distribution

Location:

Remote - North Carolina, United States

Job ID:

R0087520

Date Posted:

2025-04-10

Company Name:

HITACHI ENERGY USA INC

Profession (Job Category):

Sales, Marketing & Product Management

Job Schedule: 

Full time

Remote:

Yes

Job Description:

Account Director, Distribution (Raleigh, NC or Pittsburg, PA)

The Account Director has overall responsibility for a specific account including growth in orders, share of customer spend, and customer satisfaction. The manager leads an account with support from an executive sponsor.

Responsibilities include but are not limited to:

The Account Director is expected to represent and grow Hitachi Energy’s relationship with their account from a North America, as well as Global basis.  As the Hitachi Energy leader on the account, the Account Director mobilizes Hitachi Energy resources as an integrated team spanning all of Hitachi Energy’s businesses.

Specific responsibilities from the customer’s perspective:

• Become a valued, long-term strategic partner with the customer’s senior executives. 
• Execute the strategic account process.
• Engage with the business units to deliver the strategic account value propositions.
• Leverage Hitachi Energy’s rich technology to help solve the customer’s business issues to achieve competitive advantage and grow their bottom line.
• Be the window into Hitachi Energy for the customer and mobilize Hitachi Energy through access to both senior Hitachi Energy management and worldwide resources.
• Assure that all transactions and relationships are carried on with high and unquestionable ethics and integrity. 
• Make it easier to do business with Hitachi Energy.
• Advocate on behalf of the customer
• Assist in managing difficult situations within the business lines.

Specific responsibilities from the internal Hitachi Energy perspective:

• Achieve or go beyond order targets for the account.
• Execute the strategic account process, including the delivery of business unit value propositions.
• Maximize customer satisfaction and loyalty.
• Maximize the share of customer’s wallet for Hitachi Energy.
• Serve as a lynchpin within Hitachi Energy for the resolution of major customer issues.
• Strive to improve Hitachi Energy profitability while ensuring that we meet market level pricing
• Minimum of 60% travel to build knowledge of account and support sales activities.

Primary Tasks are –

Manage the Total Customer Relationship

• Manage the total customer relationship with Hitachi Energy.
• Develop the relationship between Hitachi Energy and the Account at all levels both within Hitachi Energy and the customer.
• Apply a high level of business acumen, including an understanding of the customer’s business drivers, industry, economic trends, issues, and competition.
• Act as focal point for problem resolution and monitor the Customer Complaint Resolution Process
• Maximize the consistency of customer experience throughout all contacts with Hitachi Energy.

Market analysis and competitive intelligence

• Provide monthly channel to market and competitor updates
• Strong knowledge of market size and articulate needs to expand market penetration
• Interface with Marketing and Sales resources to position Hitachi Energy for success
• Attend industry events and provide feedback on industry trends and competitive actions

Account Planning and Management

• Lead the development and implementation of the account plan and coverage plan including executing an executive relationship strategy, prioritizing the opportunities, identifying a target for each product element and identifying the key personnel required to be successful.
• Leverage Hitachi Energy business lines to maintain and improve customer satisfaction and to maximize revenue. 
• Plan, facilitate and conduct complex negotiations.
• Drive growth at assigned account.
• Develop and maintain detailed knowledge of the customer’s strategy, past purchasing behavior, organization including decision makers, influencers, sponsors and anti-sponsors.
• Develop and maintain detailed knowledge of Hitachi Energy’ strategy, current and emerging solution capabilities, and strategic direction for solution capabilities.

Leadership and Coaching

• Leverage the Manufacturer’s Representative sales force to ensure local execution of business plans and channel strategy
• Manage internal and external resources to ensure successful enactment of the strategy and operational plan.