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Strategic Sales Operations - Account Planning & Pursuits Manager

Location: Raleigh, North Carolina, United States
Job ID: R0039984
Date Posted: Jan 4, 2024
Segment: Green Energy & Mobility
Business Unit: Hitachi Energy
Company Name: HITACHI ENERGY USA INC
Profession (Job Category): Sales, Marketing & Product Management
Job Type (Experience Level): Experienced
Job Schedule: Full time
Remote: Yes

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Description

General Information:

This position operates under the direction of the Vice President of US Sales Operations and may collaborate with the SVP of US Sales. The primary accountability of this role is to devise and implement internal sales account planning strategies, opportunity pursuit reviews, and Capture Team Selling (CTS) best practices through the United States. The primary focus is on providing value through internal account planning programs and conducting quarterly and monthly reviews. This role is targeted towards new hire orientation engagements, existing sales managers, and account managers. The incumbent will lead comprehensive review meetings with internal US sales and Business Unit (BU) leadership to identify, capture, and manage potential new business opportunities. The sales team’s efforts will be coordinated to unearth new business prospects and expand existing customer footprint as a result of these detailed account planning reviews conducted with internal sales and BU leadership.

Your Responsibilities:

  • Partner with senior Sales leaders to manage, coordinate and assess regular account planning activities.
  • Provide detailed training and facilitate inquiries for new Sales hires and the US Sales account managers on Account Planning and Opportunity Review processes and Capture Team Selling, including best practices.
  • Facilitate completion of account plans for strategic accounts assisting with reporting and data gathering as well as ensuring information is uploaded and complete in our Salesforce.com system.
  • Collaborate with Regional Sales Vice Presidents to develop and distribute best practices as they relate to sales strategies, CTS, and processes.
  • Work with VP US Sales Operations and SVP US Sales to define and implement a regular Account Plan cadence.
  • Establish and explain SMART goals and how these criteria are used for defining and measuring success to align account plans to customer’s expectations, needs, and challenges.
  • 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:

  • Bachelor’s degree in business administration or marketing field / advanced degree desirable; Equitable experience in lieu of degree will be considered. 
  • Minimum 5 – 7 years of related experience in Sales account planning and development and team selling are required.
  • Exceptional communication and presentation skills with ability to collaborate as part of a team both virtually and in-person.
  • Possess strong business analytics skills with ability to be strategic in both critical thinking and practice to solve complex problems and address challenges to plan for the future.
  • Experience in the administration of SMART goals
  • Proficient in Salesforce.com, MS Word, Excel, and PPT; PowerBI knowledge and use is a plus.

Equal Opportunity Employer (EOE)-Females/Minorities/Protected Veterans/Individuals with Disabilities

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 Energy career site as a result of your disability. You may request reasonable accommodations by calling a Hitachi Energy HR Representative at 1-888-504-2007 or by sending an email to: [email protected]. Resumes and applications will not be accepted in this manner.

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