Account Director, Power

ERM•Walnut Creek, CA

10d•Hybrid

About The Position

ERM is seeking a Key Client Account Director (Electric Utility) to manage one of its most important utility relationships in the western United States. This account generates over $20M in annual revenue with significant growth potential. The role is a high-impact leadership position for a commercially driven, client-centric leader responsible for shaping strategy, driving growth, and deepening executive relationships. The Account Director will own the account end-to-end, with accountability for commercial performance, growth, and delivery outcomes. This involves shaping and executing a growth strategy aligned with market opportunities and client priorities, while proactively managing delivery and resource constraints. The role requires a strong commercial mindset, balancing competitiveness and innovation with client strategy. As a senior market-facing leader, they will represent ERM externally with credibility and demonstrate strong commercial acumen, leadership, and the ability to navigate complex environments internally.

Requirements

Significant account management experience.
Demonstrated sales management skills.
Ability to handle global client relationships and account teams expertly.
BSc/MSc degree or equivalent technical expertise.
10+ years of commercial and key account management experience, including managing large, complex client relationships.
Deep understanding of U.S. utility clients and power sector dynamics, including competitors and market drivers.
Proven ability to expand relationships across multiple buying centers and functions.
Action-oriented, assertive, and solutions-focused approach.
Strong use of CRM and networking tools (e.g., Salesforce, LinkedIn, IntroHive) to build and activate client networks.
Demonstrated ability to connect ERM capabilities to client needs, orchestrating cross-service teams to deliver integrated solutions.

Responsibilities

Develop and maintain a three-year account strategy covering client priorities, growth opportunities, relationship mapping, and target portfolio mix.
Translate strategy into an annual delivery plan with clear revenue pathways (recurring, follow-on, and new opportunities).
Define priority buying centers and maintain accurate stakeholder maps aligned to key market drivers.
Build a strong personal presence with senior client stakeholders as a trusted advisor.
Deliver against annual sales and revenue targets and drive sustained account growth.
Maintain a strong understanding of the competitive landscape and ERM differentiators to inform winning strategies.
Expand ERM’s footprint by growing relationships, increasing service line penetration, and accessing new buyers.
Lead cross-selling and integrated service delivery across existing and new client stakeholders.
Identify and pursue new opportunities, personally engaging in key pursuits and conversions.
Monitor account performance, track progress against plan, and intervene proactively where needed.
Align regional, industry, and service line teams to support account priorities and growth initiatives.
Build and lead an engaged account team with clear ownership of goals and relationships.
Foster a community of practitioners across ERM who are invested in the account’s success.
Support senior-level project delivery as needed, particularly in stakeholder management and client engagement.
Develop and activate strategic partnerships that enhance account outcomes.