Johnson Service Group (JSG), a professional recruiting firm is currently seeking an Account Manager for our global client in the power gen industry to support their utility sales team. This position will be remote however the incumbent must sit in Salt Lake City and relocation support is available. Â
The Account Manager (AM) maintains and expands relationships with strategically important customers. Assigned to one or more accounts, the AM is responsible for achieving sales targets, pipeline management, relationship management and strategic account planning while maintaining customer satisfaction as measured by the Net Promoter Score. The AM represents either the entire range of products, systems and services to an account or a defined subset where multiple Account Managers may work on the account. The Account Manager will lead the account planning cycle and ensure their needs and expectations are met by the company. The Account Manager will report to the Strategic Account Manager for the customer account. Â
Key Skills & Attributes:
Ability to develop sales strategies with businesses, provide insight to customers by navigating options & alternatives, and coordinate activities involving multiple functions across a variety of businesses.
Strong analytical/communication skills required to determine, evaluate, and report reasons for success, as well as obstacles of sales efforts, anticipate market change, and forecast/communicate customers' buying patterns & product requirements.
Ability to manage multiple projects while remaining organized & strategic to carry out the sales account plans.
Successful candidate must have an understanding of customer and company’s organizational structure, as well as strong business acumen / sense to determine when escalation is required.
Anticipates roadblocks, and alerts internal & external stakeholders appropriately.
Fosters teamwork that drives collaboration and teamwork.
Preferred Qualifications:
Experience working with large investor-owned utility clients is a plus.
Recent experience working with the sales & marketing of Power Transmission and Distribution products (e.g. transformer systems, switchgear, high voltage breakers, etc.).
Required Qualifications:
Bachelor’s degree with minimum of 3 years’ account management/sales experience, OR 4 additional years of direct experience in lieu of degree
Experience above should be in some combination of Engineering, Project Management, Sales, and/or Marketing
Sales/Business Development experience working with clients in the utilities and/or energy markets
Willingness to travel up to 20% of the time.
Strong customer relationship skills; Exceptional analytical skills and leadership abilities.
Main Accountabilities:
Account Strategies – Participates in the development of sales strategies for accounts by providing the customer’s current business and long-term plans within an account team environment.
Sales Targets – Proposes sales targets and inputs to grow margins for the account and ensures their achievement with a structured follow-up process
Account plan – Leads the development and implementation of the account plan to include designing the executive relationship strategy and coverage plans, prioritizing the opportunities, identifying a target for each solution element. Proposes recovery plans in case of potential order shortfalls
Customer Relations – Establishes and develops account relationships based on a defined strategy. Acts as focal point for problem resolution and monitors customer claims. Plans, facilities and conducts customer negotiations.
Customer Knowledge- Develops, maintains and shares detailed knowledge of the customer’s business strategy, purchasing behavior, organization, decision-makers, customer business drivers, economic trends, and competition.
Volume and Profit – Sells products/solutions/services to customers, focusing on volume, mix and profitability targets.
Market Activity – Monitors competitors’ activity with each account and ensures that appropriate response strategies are formulated and implemented.
Sales – Creates added value for the customer by ensuring a deep understanding of the customers applications. Communicates details in accordance with supply, offering and strategy. Instills customer confidence based upon strong technical understanding of products/systems and communication of that knowledge into customer solutions. Challenges internal and external to explore new options and solutions.
Marketing – Coordinates the use of internal or external resources (e.g. – technical, advertising and marketing) in order to provide value added service to accounts.Â
** Johnson Service Group (JSG) is an Equal Opportunity Employer. JSG provides equal employment opportunities to all applicants and employees without regard to race, color, religion, sex, age, sexual orientation, gender identity, national origin, disability, marital status, protected veteran status, or any other characteristic protected by law.
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