Key Account Manager – Industrial

Janitza•Ashburn, VA

4d•Remote

About The Position

Key Account Manager – Industrial LOCATION: Remote Who We Are Janitza LP is the North American arm of Janitza electronics GmbH, a leading German manufacturer of electrical power monitoring hardware and software. A family-owned business, we make hardware and software to measure and analyze power quality measures for our Mission Critical and industrial manufacturing customers. With our tools, companies can take action to reduce energy costs, improve uptime, and decrease their carbon footprint. Our North American branch was established in 2018, and our team is growing quickly. Who Are We Looking For We are seeking a highly motivated and experienced Key Account Manager to join our team, focusing on expanding sales in the Mission Critical Industrial Manufacturing market and optimizing sales strategies to meet company goals. The Key Account Manager will also pursue specific partnership opportunities, develop relationships, craft business models, and participate in detailed proposals, negotiations, and sales life cycle management. This position reports to the Director of Sales. The ideal candidate will have proven experience in selling technical electronic equipment and solutions related to low-voltage power distribution, metering concepts, power quality, OT networking, PLC/HMI integration, and industrial communication protocols. This role requires excellent communication skills and the ability to build strong relationships with customers while performing needs assessments, identifying opportunities, and collaborating with internal teams to develop and present tailored solutions in a timely manner. Additional responsibilities include preparing accurate proposals, conducting market research to identify potential customers, and working closely with inside sales and marketing teams to capture new business. The candidate must be willing to travel across the U.S. and Canada for events, meetings, and customer engagements.

Requirements

8–10 years of business development experience with a strong focus on hunting, closing, and solution selling of technical products.
Technical expertise in electrical power monitoring systems and electrical project engineering, preferably with an electrical engineering background.
Basic to intermediate understanding of power generation, distribution, and monitoring.
Established relationships in key market segments such as pharmaceutical, automotive manufacturing, and healthcare.
Demonstrated leadership skills and experience collaborating with diverse teams, including remote coordination.
Strong interpersonal and networking skills to build and maintain relationships internally and externally.
Excellent communication skills, including writing technical proposals, processing tenders, and delivering presentations (in-person and video).
Experience reviewing legal agreements, terms, and conditions.
Growth mindset with willingness to learn and apply new tools, software, and AI.
Comfortable presenting to audiences and creating video-recorded presentations.
Reside in a major U.S. metro area within one hour of an international airport.
Willing to travel across the U.S. and Canada for events, meetings, and customer engagements.

Nice To Haves

Business Degree or equivalent experience.
Experience working with sophisticated Mission Critical Industrial owners/operators.
Knowledge of industry trends and best practices in Industrial operations and industrial settings.
Ability to communicate technical information to non-technical stakeholders.

Responsibilities

Build a portfolio of Industrial business that will align with Janitza's strategic growth and retention goals.
Focus on getting Janitza products specified in Industrial facility build projects.
Evaluate needs, behaviors, and pain points of target customer personas (End Users) and key market segments including actions of competitors.
Develop, own and evangelize the value proposition to targets by creating an implementation strategy.
Perform competitive analysis: review, gather, and analyze competitor information and provide insights accordingly.
Develop market activation enablement tools through messaging, marketing, and content internally and externally including sales and customers to meet offering objectives.
Collaborate with marketing to create effective promotions that increase revenue through channel partners.
Collaborate with inside sales to assist with new customer outreach.
Attend annual events and trade shows that specialize in the Mission Critical Industrial market to collect additional leads and push brand awareness.
Continuously measure and improve the effectiveness of your sales strategy, value prop, and messaging in the go-to-market ecosystem.
Create resolution and get-well plans as needed to address execution conflict in the market and underperforming offering.