[Remote] Strategic Account Manager - Energy and Infrastructure

Note: The job is a remote job and is open to candidates in USA. Border States is a leader in the electrical supply distribution industry, and they are seeking a Strategic Account Manager to drive profitable sales growth with customers across multiple regions. This role involves establishing relationships, overseeing customer proposals, and working with a multifunctional team to meet revenue growth targets within the Energy and Infrastructure segment.

Responsibilities

• Maintains a strategic plan for key and target customers in addition to strategic regional projects
• Supports a top EPC customer headquartered in Minnesota
• Focuses on opportunities within the Energy and Infrastructure segment, including Renewables, Emerging Markets, and Substation/Transmission
• Responsibilities include: Call higher – presentation to customer management, selling the value of Border States, clarifying the Border States value by using tools like video, presentations, capability brochures, and marketing collateral that clarifies the value proposition for the company
• Defines the customer engagement strategy, aligns stakeholders, and mobilizes an aligned team to drive the process
• Develops a clear and concise view of the customer organization which includes physical locations, divisions, and operations
• Defines customer stakeholders and develops internal champions
• Develops a multiple year revenue plan to include goals and resources
• Customer discovery to confirm value “fit” insights and prioritized opportunities
• Blueprints the value proposition and monetizes it to co-create value
• Actively works with a cross-functional team to develop an enterprise customer strategy to meet and exceed revenue growth targets by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company objectives
• Provides visibility to internal stakeholders for all efforts and action items
• Manages goals and expectations of a “virtual” team
• Acts as the commercial leader of the team providing vision and defining roles and expectations to accomplish revenue goals
• Provides innovative solutions to obstacles and challenges
• Finalizes the value proposition with the customer which includes working with compliance on any specialized terms and conditions and master supply agreements
• Targets TCCM opportunities to quantify the value add delivered
• Executes value and delivers to customer commitments and orders – maintains quality metrics
• Expands value through overall relationship and outcome management
• Measures and strengthens the relationship
• Expands share of wallet and becomes the trusted advisor
• Coordinates with the SCS Administrators for customer presentations, agreements, and extended services
• Contributes to Marketing Managers requests for supplier feedback and alignment that lead to an increase in customer share of wallet
• Participates in conferences and educational opportunities for continuing personal development of relevant knowledge, techniques, and skills
• Performs other duties as assigned by supervisor or designate

Skills

• Minimum of a four-year engineering degree or the equivalent in substantial technical work experience preferred
• Minimum 5 years of experience with outsides sales and/or business development as well as experience in inside sales or technical sales role
• Experience initiating and negotiating agreements highly preferred
• Must be able to read, write, and speak in English
• Prefer strong working knowledge of PC for Windows, Microsoft Office (Excel, Word, Access and PowerPoint), internet, email, and SAP software as needed
• Must possess strong leadership skills
• Excellent customer service skills include being courteous, responsive, accurate, and competent
• Excellent interpersonal, written, and verbal communication, reading, and customer service skills
• Ability to articulate the value Border States provides to our existing and future customers
• Ability to effectively plan and organize
• Ability to understand customer negotiation points and the role of competition
• Ability to work under pressure
• Ability to get things done using sound judgement and effective communication
• Creativity to develop innovative solutions and differentiate us from the competition
• Curiosity to fully understand our customers business

Benefits

• Health, Dental and Vision Benefits
• Accident, Critical Illness, Hospital Indemnity
• FSA & HSA
• Employee Stock Ownership Plan (ESOP)
• Disability Benefits
• 401(k) Retirement Plan
• Life Insurance
• Employee Assistance Program
• Paid Holidays
• Paid Volunteer Time
• Personal Leave time and more!
• Border States provides bonuses to their employee-owners upon the achievement of branch and company goals.

Company Overview