Key Account Director

This is a fully remote position, open to applicants in Florida.

📋 Description

• Drive the formulation and oversee the implementation of the customer’s intricate strategic plan, ensuring it aligns with overarching business goals and long-term vision.

• Act as the main contact for senior customer stakeholders, facilitating high-level communications and activities in accordance with the strategic plan.

• Develop and sustain a thorough understanding of key account priorities, challenges, and future requirements, identifying innovative strategies for S&C to provide maximum value.

• Analyze complex data and sales metrics to enhance business and marketing strategies, sharing insights with senior leadership and relevant teams within S&C.

• Lead the cooperative development of sales forecasts and budgets, collaborating with sales leadership, territory sales professionals, and manufacturer representatives to create a cohesive future pipeline of opportunities.

• Oversee and improve customer account management processes to ensure consistency, optimize operations, and guarantee a positive customer experience.

• Cultivate robust, strategic relationships with customers across all pertinent departments and executive levels to ensure comprehensive coverage and mitigate risks or gaps in key account management.

• Participate in high-stakes customer meetings to facilitate the closure of significant opportunities, maintain oversight of the account, monitor deliverables, and establish next steps.

• Strategically enhance and promote deep engagement, facilitating executive, technical, and sales interactions to achieve sales growth and strategic objectives.

• Conduct regular executive-level meetings, presentations, and product demonstrations to showcase S&C's value proposition, products, and services.

• Progress, negotiate, and finalize high-value sales opportunities utilizing insight selling techniques and advanced knowledge of S&C's technology, products, and industry expertise.

• Create compelling proposals and deliver impactful sales presentations to advocate for and build momentum for sales opportunities.

• Collaborate with senior cross-functional teams to ensure smooth coordination and alignment among sales leaders, executives, product development, sales enablement, marketing, and sales operations.

• Actively monitor industry trends, competitor activities, regulatory shifts, and emerging technologies and markets to develop and update strategic account plans, inform product development initiatives, and protect S&C's interests.

• Represent S&C at major industry events, such as trade shows, conferences, and executive meetings, demonstrating leadership and expertise.

• Mentor and coach junior sales professionals and other S&C stakeholders throughout the complete sales cycle to share insights and knowledge.

• Utilize Salesforce to document and analyze sales activities, providing comprehensive updates on key opportunities and strategic initiatives.

• Track and report key account performance against strategic objectives, budgets, and KPIs to senior leadership, ensuring alignment with overall business goals.

• Entertain customers, as appropriate, during evenings and weekends to strengthen strategic relationships, demonstrating leadership and commitment.

• Travel frequently (up to 80%), primarily domestically with some international travel to engage with key customers, attend tradeshows and other conferences, deliver sales presentations, and advance opportunities to conversion.

• Understand and adhere to all relevant Company policies and regulations.

⛳️ Requirements

• Valid driver's license in good standing and a clean driving record.

• Typically ten (10) years of experience within the electric power sector and/or working with electric utilities.

• Experience in Key Account Management, ideally within the electric power industry with investor-owned utilities.

• Proven success in sales and strategic account management with strong skills in orchestrating the daily operations of an account team.

• Mastery knowledge of electrical power systems and demonstrated success in sales within the electric power systems domain.

• Proven experience in developing sales accounts and creating new business opportunities with the ability to integrate customer needs with a product portfolio.

• Advanced understanding of sales, market trends, and competitive landscape, with the ability to evaluate these factors while formulating sales strategies.

• Demonstrated capability to influence customers to swiftly adopt new technologies/solutions.

• Advanced business acumen, entrepreneurial mindset, and analytical skills with the ability to utilize and analyze data to make informed decisions, address complex issues, and leverage insights for continuous improvement.

• Strong financial acumen and numerical skills for managing budgets, forecasting, and margins in a sales context.

• Excellent negotiation abilities to influence and close complex, high-value deals.

• Exceptional communication skills (written, verbal, listening, and presentation) capable of liaising with internal and external stakeholders at all levels from senior executives to support staff.

• Creative and persuasive in articulating how solutions meet the specific needs of each unique customer, and adept at presenting to diverse audiences, from small face-to-face interactions to large conferences and formal presentations.

• Outstanding interpersonal skills to foster meaningful relationships built on mutual trust and respect, and to promote collaborative working relationships among a diverse audience.

• Excellent organizational, planning, and project management skills, coordinating internal and external resources while balancing key account demands.

• Willingness to travel as required.

🏝️ Benefits

• Health and Welfare Benefits: Medical & Prescription, Dental, Vision, Health Care and Dependent Care Flexible Spending Accounts, Health Savings Account (HSA), Group Life Insurance, optional Supplemental Life and AD&D Insurance, Wellbeing Resources including Employee Assistance Program and Family Forming Benefits (i.e., Adoption and Fertility support).

• Leave Benefits: Vacation Time, Sick Time, Paid Holidays and Company Shutdown days, Short-Term Disability, Long-Term Disability, Other Leaves, Paid Parental Time, and Military Leave.

• Retirement Benefits: 401(k) Retirement Savings and Employee Stock Ownership Plan (KSOP) offering traditional and Roth 401(k) options and an Employee Stock Ownership Plan (ESOP) component; KSOP participants can receive annual ESOP company contributions of over 11% of eligible earnings (3% Core, up to 3.5% Match, Variable Periodic).