Account Director

2 weeks ago

Auckland, Auckland, New Zealand Landis Gyr Full time
Landis+Gyr is a leading global provider of integrated energy management solutions.

We measure and analyze energy utilization to generate empowering analytics for smart grid and infrastructure management, enabling utilities and consumers to reduce energy consumption.

Our innovative and proven portfolio of software, services and intelligent sensor technology is a key driver to decarbonize the grid.

Having avoided more than 9 million tons of CO2 in FY 2021 and committed to achieve carbon neutrality by 2030, Landis+Gyr manages energy better - since 1896.

With sales of USD 1.5 billion in FY 2021, Landis+Gyr employs around 6,500 talented people across five continents.

Account Director and New Zealand Leader

Key Purpose of Role:

The key purpose of the role is to lead and manage the sales, service, marketing, and promotion activities of Landis+Gyr's (L+G) products and services for New Zealand (NZ) and regional pacific island nations principally in the utilities sector but may also include other industry segments as required.

The Account Director and New Zealand Leader will ensure the creation of high-quality relationships across a portfolio of key utility (and related industries) customers in the NZ market and to leverage those relationships to maximise sales revenue and profitability and ensure short to medium term financial objectives are met.

A key requirement for the role will be to grow the sale of new products and services into established electricity and gas product markets as well as building new markets in the water meter industry and for Electric Vehicle charging systems and software.

The position will require providing leadership to the NZ team (direct and indirect reports) with the ability to work within a matrix team environment.

It will also have oversight for the day-to-day administration of the NZ office/warehouse and operations functions.

The role will interact to the highest level with customers, internal and external business partners, and other external industry stakeholders.

Sales/Business Development Functions
  • Develop sales & marketing strategies and pursuit plans to target strategic customers for the adoption of Landis+Gyr's products, solutions and services to meet the agreed business objectives. This includes direct selling or working via resellers/partners and liaising with key industry bodies.
  • Develop new sales strategies as required for the adoption of new products and services in the target market and create a vision and plan to gain buyin and support from all key stakeholders across L+G, partners and other industry stakeholders.
  • Develop new revenue growth opportunities that complement our existing products, services and solutions.
  • Coordinate and participate in the compilation of budgets and forecasts for sales in the Australian market as required by the business.
  • Manage the sales pipeline for NZ and provide regular monthly revenue and sales forecast.
  • Create and manage portfolio, account and opportunity pursuit plans to help drive sales and maximise sales success.
  • Coordinate and participate in the preparation of tender responses, including internal bid approvals.
Account Management
  • Ensure the daytoday needs of L+G existing accounts are being met and requirements are addressed.
  • Perform regular account planning activities to exploit areas for new growth opportunities.
  • Manage direct reports and related matrix staff to ensure that sales targets are being achieved.
  • Act as the face of company to the customer and coordinate internal staff as required in order to address customer requests or complaints.
Relationship Building
  • Represents Landis+Gyr with industry stakeholders across NZ, including government bodiesand industry associations and at industry conferences and exhibitions;
  • Drives customer relationship management and taking responsibility for creating excellent executive level customer relationships;
  • Leads major strategic sales opportunities in NZ utilising Target Account Selling (TAS)/Pursuit plans, conducting relevant bid reviews with L+G's senior management team and obtaining the approvals prior to offer;
  • Develops relevant partner and supplier relations to ensure successful business execution, coordinating activities with L+G's senior management team as appropriate;
  • Leads the NZ negotiation team during sales engagement procedures and processes; and
  • Performs the role of coach, mentor and confidante to the customer focus teams with the aim of building strong and enduring customer relationships sthat are aligned to the goals of the company and focused on delivering customer success
Strategic Planning & Marketing
  • Drives management of the annual sales planning process for the NZ business and works with the Marketing team to promote L+G's products & services.;
  • Leverage Marketing for critical organisational requirements, including comprehensive data on market share, market volume, price levels, order intake and Outlook

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