Key Accounts Manager - Southcentral Region

As an S&C Electric team member, you'll work on projects that have real-world impact. You'll help transform the grid for resilient and reliable power worldwide. S&C has more than a 100-year history of innovation and has been 100% employee-owned since 2012. We continue this legacy as a trusted, forward-thinking leader in the electrical industry. You will advance a safer, more reliable, and more resilient electrical grid. Our products help the grid adapt to severe weather and transition to clean energy. We're big enough to be a respected industry leader but small enough for you to impact our company directly. Our commitment gives you opportunities to impact on and off the job positively.

Join S&C to make an impact on tomorrow's energy challenges and become an employee-owner!

Hours

8:00 am - 5:00 pm (Mon-Fri) Remote, Southcentral Region

Compensation

At S&C, we are dedicated to providing competitive and equitable compensation for all our team members, and we are committed to transparency in our pay practices. The estimated annual base salary range for this position in the United States is $103,400 - $136,952. Individual pay within this salary range is determined by several compensable factors, including performance, knowledge, job-related skills and experience, and relevant education or training. This role is also eligible for S&C's annual incentive plan (AIP), subject to eligibility criteria.

Join Our Team as a Key Accounts Manager!

The Sales Organization is responsible for selling S&C products, services and solutions across a broad customer base from customer-owned and investor-owned electric utilities, commercial & industrial (C&I) customers, government agencies, distributors, contractors, consultants, and original-equipment manufacturers (OEMs). The sales organization's objectives include generating revenue, expanding market share and driving business growth.

The Key Account Manager (KAM) is responsible for the oversight of S&C's most critical customers, nurturing deep engagement and coordinating internal resources across various departments and levels to achieve sales growth and strategic objectives. The role involves maintaining an overview of the customer's strategic plan and serving as the primary liaison between the customer and internal teams, ensuring clear and consistent communication, streamlining account activities, and ultimately aligning outcomes with company goals.

The KAM will facilitate the smooth coordination of resources to develop strategic account plans, create and present high-value offers, develop KPIs and lead the end-to-end activities of the account.

Key Responsibilities

• Contribute to the development and oversee the implementation of the customer's strategic plan, maintaining high-level oversight of the account, directing priorities, activities and resources to deliver on strategic objectives
• Act as the main point of contact for customers, streamlining communications and activities in line with the strategic plan
• Develop and maintain a deep understanding of key account priorities, challenges and future needs (KPIs, major programs, rate cases, etc.) and identify ways for S&C to deliver optimal value to the customer
• Analyze data and sales statistics to improve business and marketing strategies and share with appropriate teams within S&C to refine strategy
• Facilitate the collaborative creation of sales forecasts and budgets for the key account, partnering with sales leadership, territory sales professionals and, where relevant, manufacturers representatives, to develop a unified future pipeline of opportunities
• Oversee customer account management activities to ensure consistency and streamline processes, guaranteeing a positive customer experience
• Foster strong engagement with customers throughout all relevant departments and levels to guarantee thorough coverage and reduce risks or gaps in key account management
• Attend customer meetings to facilitate the closure of opportunities, maintain oversight of the account, monitor deliverables and determine next steps
• Strategically optimize and nurture deep engagement and facilitate executive, technical and sales engagements to achieve sales growth and strategic objectives
• Conduct regular key account meetings, presentations, and product demonstrations showcasing S&C's value proposition, product and service offerings
• Progress, negotiate, and close sales opportunities by utilizing insight selling techniques and advanced knowledge of S&C's technology, products, and processes, alongside industry expertise
• Develop proposals and deliver sales presentations to promote and build momentum for sales opportunities
• Collaborate with cross-functional teams to ensure seamless coordination and alignment between sales leaders, executives, product development, sales enablement, marketing and sales operations
• Proactively monitor industry trends, competitor activities, regulatory changes, and emerging technologies and markets to update strategic account plans, inform product development initiatives and safeguard S&C's interests
• Represent S&C at industry events including trade shows, conferences, presentations, meetings and other related events
• Conduct factory tours and participate in Factory Acceptance Testing (FAT) to guarantee total customer satisfaction
• Utilize Salesforce to record updates on sales activities, campaigns and provide comprehensive updates on opportunities in progress
• Track and report to leadership on key account performance against budget and KPIs
• Entertain customers during and outside of business hours, as appropriate, to establish customer relationships necessary to sell S&C's products and services effectively
• 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
• Understand and comply with all applicable Company policies and rules

What you'll Need To Succeed

• Valid driver's license in good standing and clean driving record
• Typically five (5) years of experience within the electric power industry, selling to electric utilities or equivalent experience
• Experience in Key Account Management, preferably in the electric power industry with investor-owned utilities
• Advanced knowledge of electrical power systems and MV distribution networks
• Strong knowledge of sales, market trends and competitive landscape, with an ability to assess and consider these factors when developing sales strategies
• Strong customer orientation and focus to develop and maintain deep customer engagement and relationships
• 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
• Proven experience generating new business opportunities with an ability to synthesize customer needs with a product portfolio
• Financial acumen and numerical ability to create and manage budgets, forecasting, tenders and margins in a sales environment
• Solid communication skills, (written, verbal, listening and presentation), able to articulate complex technical concepts clearly and concisely and use creative and persuasive communication to influence a diverse range of stakeholders
• Excellent presentation skills, comfortable presenting to a variety of audiences, both small face-to-face interactions through large conferences and formal presentations
• Excellent interpersonal skills to establish meaningful relationships and foster collaborative working relationships amongst diverse audiences
• Solid 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
• Demonstrated skills in influencing customers to quickly adopt new technology/solutions
• Proven experience in negotiating and closing complex, high-value deals
• Strong organizational, planning and project management skills, coordinating internal and external resources and juggling key account demands
• The ability to travel as required

Preferred

• Bachelor's degree in Engineering, Business Administration, Sales, Marketing, or related field (or equivalent experience)
• Demonstrated experience in CRM systems (Salesforce desirable) maintaining and leveraging data for reporting purposes
• Proficient computer skills including experience using Oracle and Microsoft Office suite (Excel, Word, Outlook)

S&C Electric is committed to equal-opportunity employment. All employees and applicants will be considered without regard to age, color, disability, gender, national origin, race, religion, sexual orientation, gender identity, protected veteran status, or any other classification protected by federal, state, or local law. If you are an individual with a disability and need an accommodation to complete the application, please email us at TAsupport@sandc.com.

No fixed deadline

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