Strategic Accounts Sales Leader

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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 Sales Leader leads the Strategic Account team’s sales process to end customers. The sales leader develops and maintains specific programs, processes, and provides leadership. The Strategic Account Director focuses on larger end customer relationships with emphasis on discovering, driving and converting new businesses, maintaining current, and expanding all relationships with the end customers.  The position, working with managing Strategic Accounts Managers, develops 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 the product portfolio and services to all Strategic Account end customers, and coordinates with Sullair Distributors and Distributor Counsels as required. This is an account-based strategy and not a geographically based position.

Duties and responsibilities:

• Responsible for managing strategic accounts as well as managing the Strategic Account team.
• Establishes a target list of new and potentially direct strategic accounts for closure each fiscal year.
• Must have a hunter mentality for driving and closing new strategic accounts. 
• Establishes productive, professional relationships within all levels of an assigned Strategic Account(s).
• Coordinate the involvement of Company personnel and Distributor channel partners, including sales support, service, and management resources, in order to meet and exceed the Strategic Account performance objectives and customers’ expectations.
• Meet assigned targets for sales growth, sales volume and strategic objectives in identified vertical markets and accounts.
• Proactively lead Sullair’s Strategic Account Process that develops mutual performance objectives, financial targets, and critical milestones with the end customers.
• Proactively assesses, clarifies, and validates end customer needs on an ongoing basis.
• Leads solution development that best address customer needs, while coordinating the involvement of all necessary Company and Distributor’s as required.
• Recruit, coach, and develop Strategic Account Managers in established sales processes and business acumen with an end customer focused approach.

Additional duties and responsibilities:

• Once fully developed metrics and tracking systems are in place; Review sales metrics and program status with internal and end customer stake holders.
• Utilize Sullair’s CRM programs and account tracking mythology.
• Enlists the support of Company/Distribution sales specialists (ASM’, RSM’s, CSR’s, Aftermarket) implementation resources, service resources, and other sales, financial, and management resources as needed.
• Closely coordinate company executive involvement with end customer management.
• Work closely with Customer Service Representatives to ensure customer satisfaction and problem resolution.
• Complete required training and development objectives within the assigned time frame.

Qualifications:

Education:

• Four-year degree in business or related preferred
• Relevant industry experience will be considered.

Professional experience:

• 5-7 years of Strategic Account, National Account, or OEM sales and sales management experience in an industrial business to business sales environment. 
• Minimum of 3 years’ sales leadership experience is preferred.
• Relevant sales experience in the compressor industry preferred.
• Should be well versed

Key behaviors:

• Up to 60% overnight travel
• Hunter mentality
• Channel conflict management skills

Direct reports:

• Strategic Account Managers

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.