Position Overview
Job Summary:
The Key Account Manager is responsible for developing, managing, and expanding strategic customer relationships within the utility industry while driving new business growth across the Eastern United States. This role combines strategic account management with proactive business development, focusing on revenue growth, market expansion, utility approvals, and increased specification activity.
The KAM will serve as the primary commercial interface for a select group of key utility accounts while actively identifying and pursuing new opportunities through utilities, consulting engineers, EPC firms, rep agencies, and industry organizations. This individual will play a critical role in strengthening JST’s market presence by supporting regional trade shows, industry events, and utility engagement initiatives throughout the East. The position reports directly to the Utility Sales Segment Manager
A. Responsibilities and Duties
- Strategic Account Management: Serve as the primary commercial contact for assigned utility accounts, developing and executing account growth strategies that strengthen customer relationships and increase market share.
- Business Development: Identify, qualify, and pursue new opportunities within investor-owned utilities, municipalities, cooperatives, consultants, and EPC firms to expand JST’s presence and drive revenue growth throughout the Eastern region.
- Opportunity Development: Generate and advance opportunities for new construction, system upgrades, replacement programs, grid modernization initiatives, and infrastructure investments.
- Utility Engagement & Specifications: Build relationships with utility engineering, standards, procurement, and leadership teams to support specification acceptance, approved vendor status, and long-term strategic positioning.
- Sales & Technical Coordination: Collaborate with engineering, product management, operations, and application teams to develop customer-focused solutions, proposals, and bid strategies.
- Pipeline & Forecast Management: Maintain accurate sales forecasts, opportunity pipelines, and account activity within CRM platforms while providing regular updates on key pursuits and growth initiatives.
- Industry Representation: Represent JST at regional utility conferences, trade shows, industry association meetings, and customer events to strengthen brand awareness and identify new business opportunities.
- Market Intelligence: Monitor industry trends, utility spending plans, competitive activity, regulatory developments, and emerging market opportunities to support business strategy and growth initiatives.
- Customer Advocacy: Serve as the voice of the customer internally, ensuring customer needs are communicated effectively and supporting continuous improvement in products, services, and customer experience.
- Cross-Functional Collaboration: Partner with sales, engineering, operations, marketing, customer service, and field service teams to support customer needs and ensure successful project execution.
B. Qualifications and Skills
- Bachelor’s degree in electrical engineering, Business, or related field (Electrical Engineering or technical background strongly preferred).
- 5+ years of sales, account management, or business development experience within the electrical power or industrial equipment sector (transformers, switchgear, controls, automation, power distribution, or similar).
- Strong understanding of electrical equipment specifications, utility standards, and project-driven sales cycles.
- Demonstrated success managing large, complex accounts and multi-year sales strategies.
- Proficiency with CRM systems, sales analytics, and Microsoft Office suite.
- Excellent communication, negotiation, and presentation skills.
- Ability to travel up to 30–40% depending on customer footprint.
- Key Competencies:
- Strategic Account Planning
- Technical Sales Acumen
- Contract Negotiation
- Relationship & Stakeholder Management
- Cross-Functional Collaboration
- Problem Solving & Commercial Judgment
- Results-Driven Mindset
C. Work Environment & Special Considerations
- Bachelor’s degree in electrical engineering, Business, or related field (Electrical Engineering or technical background strongly preferred).
- 5+ years of sales, account management, or business development experience within the electrical power or industrial equipment sector (transformers, switchgear, controls, automation, power distribution, or similar).
D. Terms of Employment
- Reports to Utility Sales Segment Manager
- Pay is commensurate with experience and background
Job Department: Sales
Job Location: Remote
