Job Description

Hours

• 8:00 am - 5:00 pm (Mon-Fri) Remote, Florida-based

Compensation

At S&C, we are dedicated to providing competitive and equitable compensation for all our team members, and we are committed to transparency in our pay practices. The estimated annual base salary range for this position in the United States is $140,880 - $186,666. Individual pay within this salary range is determined by several compensable factors, including performance, knowledge, job-related skills and experience, and relevant education or training. This role is also eligible for S&C's annual incentive plan (AIP), subject to eligibility criteria.

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.

Key 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

What you'll Need To Succeed:

• 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

Preferred:

• 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)

S&C provides a comprehensive and competitive benefit package that includes the following (eligibility requirements apply):

• Health and Welfare Benefits: Medical & Prescription, Dental, Vision, Health Care and Dependent Care Flexible Spending Accounts, , Health Savings Account (HSA), Group Life Insurance, optional Supplemental Life and AD&D Insurance, Wellbeing Resources including Employee Assistance Program and Family Forming Benefits (i.e., Adoption and Fertility support)
• Leave Benefits: Vacation Time, Sick Time, Paid Holidays and Company Shutdown days, Short-Term Disability, Long-Term Disability, Other Leaves, Paid Parental Time and Military Leave

Retirement Benefits: 401(k) Retirement Savings and Employee Stock Ownership Plan (KSOP) offering traditional and Roth 401(k) options and an Employee Stock Ownership Plan (ESOP) component; KSOP participants can receive annual ESOP company contributions of over 11% of eligible earnings (3% Core, up to 3.5% Match, Variable Periodic).

About the Team

On the Sales team, we work with our customers to help them adopt innovative and ground-breaking technology that revolutionizes the electrical industry. We're recognized as one of the best sales teams in the industry, not only because we go the extra mile for our customers, but because we bring technical savvy, industry experience, and hands-on expertise to the job. We're on the ground with our customers and can see first-hand how we're transforming the grid together.