Key Account Director

Description

• Conduct regular executive-level meetings, presentations, and product demonstrations showcasing S&C's value proposition, products, and services
• Strategically optimize and nurture deep engagement, facilitating executive, technical, and sales engagements to achieve sales growth and strategic objectives
• Travel regularly (up to 80%), primarily domestically with some international travel) to engage with key customers, attend tradeshows and other conferences, deliver sales presentations and progress opportunities to conversion
• Attend high-stakes customer meetings to facilitate the closure of significant opportunities, maintain oversight of the account, monitor deliverables, and determine next steps
• Serve as the primary point of contact for senior customer stakeholders, streamlining high-level communications and activities in alignment with the strategic plan
• Collaborate with senior cross-functional teams to ensure seamless coordination and alignment between sales leaders, executives, product development, sales enablement, marketing, and sales operations
• Understand and comply with all applicable Company policies and rules
• Represent S&C at major industry events, including trade shows, conferences, and executive meetings, showcasing leadership and expertise
• Analyze complex data and sales statistics to refine business and marketing strategies, sharing insights with senior leadership and appropriate teams within S&C
• Drive the development and oversee the execution of the customer’s complex strategic plan, ensuring alignment with high-level business objectives and long-term vision.
• Entertain customers, as appropriate, in the evenings and on weekends to build and strengthen strategic relationships, demonstrating leadership and commitment
• Develop compelling proposals and deliver impactful sales presentations to promote and build momentum for sales opportunities
• Leverage Salesforce to record and analyze sales activities, providing comprehensive updates on key opportunities and strategic initiatives
• Mentor and coach junior sales professionals and other S&C stakeholders across the full sales cycle to share learnings and knowledge
• Lead the collaborative creation of sales forecasts and budgets, partnering with sales leadership, territory sales professionals, and manufacturer representatives to develop a unified future pipeline of opportunities
• Cultivate and maintain a deep understanding of key account priorities, challenges, and future needs, identifying innovative strategies for S&C to deliver optimal value
• Oversee and enhance customer account management processes to ensure consistency, streamline operations, and guarantee a positive customer experience
• Foster strong, strategic engagement with customers across all relevant departments and executive levels to ensure thorough coverage and mitigate risks or gaps in key account management
• Proactively monitor industry trends, competitor activities, regulatory changes, and emerging technologies and markets to develop and update strategic account plans, inform product development initiatives and safeguard S&C's interests
• Track and report key account performance against strategic objectives, budgets, and KPIs to senior leadership, ensuring alignment with overall business goals

Requirements

• Mastery knowledge of electrical power systems and demonstrated success in sales within the electric power systems industry
• Advanced knowledge of sales, market trends and competitive landscape, with an ability to assess and consider these factors when developing sales strategies
• Expert communication skills, (written, verbal, listening and presentation) able to liaise with internal and external stakeholders at all levels from senior executives to support staff
• The ability to travel as required
• Excellent organizational, planning and project management skills, coordinating internal and external resources and juggling key account demands
• Demonstrated experience in CRM systems (Salesforce desirable) maintaining and leveraging data for reporting purposes
• Advanced business acumen, entrepreneurial approach, and analytical skills with the ability to use and analyze data to drive informed decisions, problem-solve complex issues and leverage data and learnings to drive continuous improvement
• Exceptional interpersonal skills to establish meaningful relationships built on mutual trust and respect and foster collaborative working relationships amongst a diverse audience
• 8:00 am – 5:00 pm (Mon-Fri) Remote
• Creative and persuasive in communicating how solutions meet the needs of each unique customer, and able to successfully present to a variety of audiences, both small face-to-face interactions through large conferences and formal presentations
• Proven track record of success in sales and strategic account management with strong skills in orchestrating the day-to-day activities of an account team
• Experience in Key Account Management, preferably in the electric power industry with investor-owned utilities
• Progress, negotiate, and close high-value sales opportunities using insight selling techniques and advanced knowledge of S&C's technology, products, and industry expertise
• Proven experience developing sales accounts and generating new business opportunities with an ability to synthesize customer needs with a product portfolio
• Typically ten (10) years of experience within the electric power industry and/or working with electric utilities
• Demonstrated skills in influencing customers to quickly adopt new technology/solutions
• Valid driver's license in good standing and clean driving record
• Proficient computer skills including experience using Oracle and Microsoft Office suite (Excel, Word, Outlook)
• Excellent negotiation skills to influence and close complex, high-value deals
• Bachelor's degree in Engineering, Business Administration, Sales, Marketing, or related field (or equivalent experience)
• Advanced financial acumen and numerical ability to manage budgets, forecasting, and margins in a sales environment

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance