Key Account Director

Key Account Director - Join Our Team!

The sales organization is responsible for selling products, services, and solutions across a wide customer base, including customer‑owned and investor‑owned electric utilities, commercial and industrial customers, government agencies, distributors, contractors, consultants, and original‑equipment manufacturers. Core objectives include generating revenue, expanding market share, and driving business growth.

The Key Account Director oversees the company's most strategic customer relationships, fostering deep engagement and coordinating internal resources across multiple departments and levels to support long‑term sales growth and strategic objectives. This role requires strong leadership, the ability to manage complexity, and a comprehensive understanding of customer strategies. The Director serves as the primary liaison between key customers and internal teams, ensuring clear communication, streamlined account activities, and alignment with organizational goals.

The Director will lead the development of strategic account plans, create and present high‑value offers, establish KPIs, and manage end‑to‑end account activities. This position requires a visionary, strategic approach to drive growth, optimize resources, and deliver exceptional value to key accounts.

Key Responsibilities

• Drive development and execution of complex customer strategic plans aligned with long‑term business goals.
• Serve as the primary point of contact for senior customer stakeholders, guiding communication and aligning activities with agreed strategies.
• Maintain a deep understanding of key account priorities, challenges, and emerging needs to identify innovative value‑add opportunities.
• Analyze data and sales metrics to refine sales and marketing strategies and share insights with senior leadership.
• Lead the collaborative development of sales forecasts and budgets in partnership with sales leadership, territory teams, and representatives.
• Enhance and oversee account management processes to improve consistency, streamline operations, and elevate the customer experience.
• Cultivate strong engagement across executive, technical, and operational levels to ensure comprehensive account coverage and risk mitigation.
• Attend high‑stakes customer meetings to advance major opportunities, monitor deliverables, and determine next steps.
• Conduct executive‑level presentations and product demonstrations highlighting the company's solutions and value proposition.
• Negotiate and close high‑value sales opportunities using insight‑selling techniques and deep industry knowledge.
• Develop persuasive proposals and deliver compelling sales presentations to accelerate opportunity momentum.
• Collaborate with cross‑functional teams across product development, sales enablement, marketing, and operations to ensure alignment.
• Monitor industry trends, competitive activity, regulatory shifts, and emerging technologies to update strategic account plans and inform internal initiatives.
• Represent the company at major industry events, conferences, and executive forums.
• Mentor and coach junior sales professionals and internal stakeholders across the full sales cycle.
• Utilize CRM tools (e.g., Salesforce) to record, track, and analyze sales activities and strategic opportunities.
• Track and report on key account performance, KPIs, and budget alignment to senior leadership.
• Engage in customer entertainment activities, when appropriate, to strengthen strategic relationships.
• Travel regularly (up to 80%, primarily domestic with some international) to meet with key customers, attend events, and support sales initiatives.
• Adhere to all applicable company policies and procedures.

What You'll Need to Succeed

• Valid driver's license and clean driving record.
• Typically 10+ years of experience in the electric power industry and/or working with electric utilities.
• Experience in key account management, ideally within the electric power sector and with investor‑owned utilities.
• Proven success in strategic account management and leading account teams.
• Strong mastery of electrical power systems and experience selling within the power systems industry.
• Experience generating new business and aligning customer needs with product offerings.
• Advanced knowledge of sales, market conditions, and the competitive landscape.
• Ability to influence customer decision‑makers and drive adoption of new technologies or solutions.
• Strong business, financial, and analytical acumen.
• Excellent negotiation, communication, and presentation skills.
• Ability to present effectively to diverse audiences, from one‑on‑one interactions to large formal settings.
• Exceptional relationship‑building, interpersonal, organizational, and project management skills.
• Willingness and ability to travel as needed.

Preferred Qualifications

• Bachelor's degree in Engineering, Business, Sales, Marketing, or related field (or equivalent experience).
• Experience with CRM systems (Salesforce preferred).
• Proficiency in Microsoft Office and enterprise platforms such as Oracle.