Key Account Manager – Industrial

Janitza•Ashburn, VA

17d•Remote

About The Position

Janitza LP, the North American arm of a German manufacturer of electrical power monitoring hardware and software, is seeking a Key Account Manager. This role focuses on expanding sales in the Mission Critical Industrial Manufacturing market, optimizing sales strategies, and pursuing partnership opportunities. The Key Account Manager will develop relationships, craft business models, and manage the sales lifecycle, including proposals and negotiations. This position reports to the Director of Sales. The ideal candidate will have proven experience selling technical electronic equipment and solutions related to low-voltage power distribution, metering, power quality, OT networking, PLC/HMI integration, and industrial communication protocols. Strong communication and relationship-building skills are essential for needs assessments, opportunity identification, and collaborating with internal teams to develop tailored solutions. Responsibilities also include preparing proposals, conducting market research, and working with inside sales and marketing teams. Travel across the U.S. and Canada is required.

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.

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.