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Strategic Accounts Team Lead

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Location: Chicago, Illinois, United States
Job ID: R0037271
Date Posted: Feb 21, 2024
Segment: Connective Industries
Business Unit: Hitachi Industrial Equipment Systems
Company Name: HITACHI GLOBAL AIR POWER US, LLC
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Management
Job Schedule: Full time
Remote: No

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Description

Summary of the position:

The Strategic Accounts Team Lead must be a dynamic, results-driven motivator from the compressed air industry.  As the Lead, this position plays a crucial role in driving revenue growth by identifying, developing and managing key strategic accounts within our organization.  The Lead is then responsible for executing comprehensive sales strategies, nurturing client relationships and providing innovative solutions to meet our customers’ compressed air needs.  Working with the Strategic Account Manager, the Team Lead will develop short-term tactical and long-range strategic actions for achieving sales growth and specific account objectives.   The Strategic Account Team represents the entire range of Hitachi Global Air Power’s product portfolio and services.

This position may be located in Chicago, Illinois; Michigan City, Indiana; or remote near a major airport.

Duties and responsibilities:

  • Strategic Account Management: 
    • Identify, prioritize and build strong relationships with key strategic accounts in the compressed air industry.
    • Develop and implement account-specific strategies to achieve revenue targets and growth objectives.
  • Sales Strategy Development:
    • Collaborate with cross-functional teams to create and execute a comprehensive sales strategy that aligns with the company’s goals.
    • Analyze market trends, customer needs and competitor activities to identify new business opportunities.
  • Customer Engagement and Relationship Management:
    • Serve as the primary point of contact for strategic accounts:  addressing their needs, concerns and inquiries.
    • Cultivate and maintain long-term mutually beneficial relationships with customers to drive loyalty.
  • Solution Selling:
    • Understand the unique requirements of each strategic account and tailor solutions to meet their compressed air needs.
    • Provide technical expertise and educate customers about the benefits of our products and services.
  • Contract Negotiation and Closing:
    • Lead contract negotiations and close deals with strategic accounts, ensuring favorable terms for both the customer and the company. 
  • Sales Team Leadership:
    • Mentor and coach the sales team to ensure they are aligned with the Strategic Account sales goals.
    • Collaborate with the sales team to support their efforts in managing other accounts and achieving overall sales targets.
  • Market Analysis and Reporting:
    • Monitor market trends and competitor activities to make data-driven decisions.
    • Provide reports and updates on the performance of Strategic Accounts to the Executive Committee.

Qualifications:

Education:

  • Bachelor’s degree in Business, Sales or a related field (Master’s degree preferred)

Professional experience:

  • Minimum of 5 years’ experience with Strategic Accounts, National Accounts or OEM sales and sales management in an industrial business-to-business sales environment
  • Proven experience in Strategic Account management and sales leadership in the compressed air industry
  • In-depth knowledge of compressed air systems and related products
  • Excellent negotiation, communication and presentation skills
  • Proficient with MRP system(s) (SAP), CRM and Microsoft Office applications
  • Strong analytical and problem-solving skills to develop innovative sales strategies
  • Build and coach teams

Key behaviors:

  • Excellent communication skills in working across customer base, distribution partners and internal HGAP stakeholders
  • Strong interpersonal and active listening skills in a professional demeanor
  • Ability to lead and motivate a team to achieve sales targets
  • Demonstrated ability to build and maintain strong customer relationships
  • Ability to manage multiple tasks efficiently on a daily basis
  • Self-motivated and Assertive
  • Must be results-oriented, high energy, and a representative of the HGAP Values

Direct reports:

  • Strategic Account Managers

The successful candidate is responsible for complying with Hitachi Global Air Power US Code of Ethics and related policies. In performing the job, the incumbent shall take all steps necessary to comply with our safety rules and requirements and must actively support the organization's efforts to meet and exceed its goals of creating and maintaining a safe workplace.

This description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company's discretion.

Hitachi Global Air Power US is an equal opportunity employer and will not discriminate based on race, religion, color, age, gender, sexual orientation, national origin, genetic information, veteran status, physical or mental disability, or other protected categories under applicable law, whether in recruitment, employment, promotion, transfer, compensation, or other conditions of employment.

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