Position Overview
The Key Account Manager (KAM) is responsible for developing, managing, and expanding strategic customer relationships within the electrical industry. This role focuses on driving revenue growth, increasing market share, and ensuring high levels of customer satisfaction across assigned major accounts, including utilities, OEMs, EPC firms, distributors, and data center customers. The KAM serves as the primary commercial interface for key accounts and is accountable for overall account strategy, long-term planning, and execution. The position will report directly to the VP of Sales.
A. Responsibilities and Duties
- Account Ownership: Serve as the primary point of contact for all commercial matters related to assigned strategic accounts, ensuring consistent communication and alignment with customer stakeholders.
- Strategic Planning: Develop and execute comprehensive account plans including revenue targets, growth strategies, competitive positioning, and risk mitigation.
- Opportunity Development: Identify and qualify new business opportunities within existing accounts, including retrofit, replacement, and new-build projects.
- Technical Coordination: Collaborate with engineering, product management, and application teams to deliver accurate technical solutions, proposals, and bid packages aligned with customer requirements.
- Forecasting & Pipeline Management: Maintain accurate sales forecasts, opportunity pipelines, and account activity reports within CRM platforms (e.g., Salesforce).
- Contract & Pricing Management: Negotiate commercial terms, pricing strategies, and contractual agreements to ensure profitable growth and adherence to company policies.
- Project Oversight: Monitor project progress, order status, delivery schedules, and customer expectations to ensure successful execution from quotation through shipment.
- Customer Advocacy: Represent the voice of the customer internally, ensuring continuous improvement in product offerings, service levels, and overall customer experience.
- Market Intelligence: Track competitor activities, market trends, utility specifications, and regulatory changes that may impact key accounts or sales strategy.
- Relationship Development: Build strong, long-term relationships with decision-makers, specifiers, procurement teams, and senior leadership within key accounts.
B. Qualifications and Skills
- 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 30–50% depending on customer footprint.
- Key Competencies:
- Strategic Account Planning
- Technical Sales Acumen
- Contract Negotiation
- Relationship & Stakeholder Management
- Cross-Functional Collaboration
- Results-Driven Mindset
C. Education and Experience
- 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: VP of Sales
- Full-time / Immediate Hire: Full Time
Job Department: Sales
Job Type: Full Time
Job Location: Remote
