Key Account Director

S&C Electric Company•West Palm Beach, FL

17d•Remote

About The Position

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! Join Our Team as a Key Account Director! 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 Director 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 long-term sales growth and strategic objectives. This role demands a high level of complexity and leadership, as the Director maintains a comprehensive overview of the customer’s strategic plan and serves as the primary liaison between the customer and internal teams. The Director ensures clear and consistent communication, streamlines account activities, and aligns outcomes with company goals. The Key Account Director will facilitate the smooth coordination of resources to develop comprehensive strategic account plans, create and present high-value offers, establish KPIs, and lead the end-to-end activities of the account. This position requires a visionary approach to drive strategic initiatives, optimize resources, and deliver exceptional value to key accounts, ensuring sustainable growth and long-term success.

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

Nice To Haves

Valid Passport
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)

Responsibilities

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