Key Account Director

Job not on LinkedIn

🕒 June 4

🌽 Illinois – Remote

🌽 Illinois – Remote

💵 $137.4k - $182.1k / year

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

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S&C Electric Company

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1911

⚡ Energy

🔧 Hardware

🏭 Manufacturing

Energy • Hardware • Manufacturing

S&C Electric Company is a manufacturer and solutions provider of electrical power distribution and protection equipment. The company designs, produces and supports switchgear, reclosers, fuses, pad-mounted gear, controllers and microgrid control systems, plus automated restoration and communication/control software for utilities and commercial/industrial customers. S&C also offers engineering, consulting, cybersecurity, laboratory and field services and serves sectors such as airports, data centers, government/military, healthcare, mining, universities and wastewater treatment. Its offerings focus on grid reliability, resiliency, automation and fault interruption for underground and overhead distribution systems.

📋 Description

• 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. • Serve as the primary point of contact for senior customer stakeholders, streamlining high-level communications and activities in alignment with the strategic plan • Cultivate and maintain a deep understanding of key account priorities, challenges, and future needs, identifying innovative strategies for S&C to deliver optimal value • Analyze complex data and sales statistics to refine business and marketing strategies, sharing insights with senior leadership and appropriate teams within S&C • 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 • 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 • Attend high-stakes customer meetings to facilitate the closure of significant opportunities, maintain oversight of the account, monitor deliverables, and determine next steps • Strategically optimize and nurture deep engagement, facilitating executive, technical, and sales engagements to achieve sales growth and strategic objectives • Conduct regular executive-level meetings, presentations, and product demonstrations showcasing S&C's value proposition, products, and services • Progress, negotiate, and close high-value sales opportunities using insight selling techniques and advanced knowledge of S&C's technology, products, and industry expertise • Develop compelling proposals and deliver impactful sales presentations to promote and build momentum for sales opportunities • Collaborate with senior 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 develop and update strategic account plans, inform product development initiatives and safeguard S&C's interests • Represent S&C at major industry events, including trade shows, conferences, and executive meetings, showcasing leadership and expertise • Mentor and coach junior sales professionals and other S&C stakeholders across the full sales cycle to share learnings and knowledge • Leverage Salesforce to record 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, in the evenings and on weekends to build and strengthen strategic relationships, demonstrating leadership and commitment • 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

🎯 Requirements

• Valid driver's license in good standing and clean driving record • Typically ten (10) years of experience within the electric power industry and/or working with electric utilities • Experience in Key Account Management, preferably in the electric power industry with investor-owned utilities • 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 • Mastery knowledge of electrical power systems and demonstrated success in sales within the electric power systems industry • Proven experience developing sales accounts and generating new business opportunities with an ability to synthesize customer needs with a product portfolio • Advanced knowledge of sales, market trends and competitive landscape, with an ability to assess and consider these factors when developing sales strategies • Demonstrated skills in influencing customers to quickly adopt new technology/solutions • 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 • Advanced financial acumen and numerical ability to manage budgets, forecasting, and margins in a sales environment • Excellent negotiation skills to influence and close complex, high-value deals • 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 • 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 • Exceptional interpersonal skills to establish meaningful relationships built on mutual trust and respect and foster collaborative working relationships amongst a diverse audience • Excellent organizational, planning and project management skills, coordinating internal and external resources and juggling key account demands • The ability 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).