Strategic Account Manager

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The Company

We build machines that power industry. We are Hitachi Global Air Power, a leading global industrial compressed air manufacturer driving the innovations that keep the world moving.

From our headquarters in Michigan City, Indiana, our compressed air solutions power manufacturing operations all around the globe; from food and beverage to life-saving pharmaceuticals and cutting-edge semiconductor chips. Our portable compressors provide the air power to build roads and bridges, lay pipelines and aid in oil and gas mining and production.

We are a team of innovators, engineers, and quality experts with a shared vision to create the next generation of efficient, environment-forward compressed air solutions that meet the demands of today, while boldly contributing to a sustainable, circular economy. With more than 58 years of legacy and trusted performance through our brands - Hitachi, Sullair, and Champion (Australia), we are proud of our reputation for reliability, durability, and performance and groundbreaking engineering.

Join us in building a future where your work has an impact. At Hitachi Global Air Power, you’ll be part of a global network that’s shaping the future of industrial power.

Summary of the position:

The Strategic Account Manager (SAM) discovers, develops, delivers and builds relationships with Hitachi Global Air Power, largest, most valuable customers.  The SAM is responsible for developing up to five Strategic Accounts and is responsible for achieving sales growth and assigned Strategic Account objectives. The SAM represents and cross sells the entire enterprise of Hitachi Global Air Power product portfolio and services to assign and develop Strategic Accounts. As a SAM you will lead the Strategic Account planning cycle and ensure assigned Strategic Accounts needs and expectations are met internally and externally.  The SAM reports to the Strategic Accounts Sales Leader.

Duties and responsibilities:

• Utilizes Hitachi Global Air Power processes and resources to discover, develop and deliver long term relationships and value to identify Strategic Accounts.
• Establishes a proactive, productive and professional relationships within all levels of an assigned Strategic Account.
• Coordinates the involvement of Hitachi Global Air Power senior leadership and distribution channel partners, including support, service, and management resources, in order to meet and exceed the Strategic Account performance objectives and customers’ expectations.
• Meets assigned targets for sales growth, sales volume and strategic objectives in assigned accounts.
• Proactively leads a Large Account Management Process (LAMP) that develops mutual performance objectives, financial targets, and critical milestones for a one, three and five-year period.
• Proactively assesses, clarifies, and validates end customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary Hitachi Global Air Power and distribution sales channel as required.
• Acquires assigned Strategic Account targets, sales growth, and sales volume in potential and designated Strategic Accounts.
• Achieves within a Strategic Account, objectives defined by company management.
• Completes Strategic Account plans that meet company standards.
• Completes required training and development objectives within the assigned time frame.
• Utilizes Hitachi Global Air Power CRM programs and account tracking mythology.
• Enlists the support of sales specialists (ASM’, RSM’s, CSR’s, Aftermarket) implementation resources, service resources, and other sales, financial, and management resources as needed.
• Closely coordinates company executive involvement with end customer management.
• Works closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.

Qualifications:

Education:

• Four-year college degree from an accredited institution

Professional experience:

• Minimum five years of Strategic Account, National Account, or OEM sales experience in a business to business sales environment.
• PC and CRM proficiency.

Key behaviors:

Direct reports:

This position may have direct report staff assigned to support responsibilities in specific customers.

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

 This job 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 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.