Key Account Director (Exelon)

S&C Electric Company; Chicago (IL); On-site; USD 137,000 - 182,000; Full time

Benefits offered by this job

Health benefits

ESOP

401(k) plan

Paid time off

Job summary

S&C Electric Company is seeking a Key Account Director to lead strategic accounts and drive revenue growth across a broad customer base globally. You will partner with senior stakeholders to align on long-term plans and deliver high-value solutions.

The role emphasizes executive-level presentations, cross-functional collaboration, and rigorous pipeline management. Travel up to 80% and a competitive compensation package accompany this leadership position.

Qualifications

• Bachelor's degree preferred in Engineering, Business, Sales, Marketing or related field.
• Demonstrated experience in CRM systems; Salesforce desirable.
• Proven track record in selling to utilities and large accounts.

Responsibilities

• Drive development and oversee execution of the customer’s complex strategic plan.
• Serve as primary contact for senior customer stakeholders.
• Lead forecasting, budgeting and pipeline development with leadership teams.
• Negotiate and close high-value opportunities with executive stakeholders.
• Travel up to 80% domestically to engage key accounts and events.

Skills

Key Account Management

Strategic selling

Executive engagement

Negotiation

Analytical thinking

Education

Bachelor's degree in Engineering, Business, or related field

Tools

Salesforce

Excel

Oracle

Microsoft Office

Job description

Job Description

As an S&C Electric team member, you’ll work on projects that have real-world impact. You’ll help transform the grid for resilient and reliable power worldwide. S&C has more than a 100-year history of innovation and has been 100% employee-owned since 2012. We continue this legacy as a trusted, forward-thinking leader in the electrical industry. You will advance a safer, more reliable, and more resilient electrical grid. Our products help the grid adapt to severe weather and transition to clean energy. We’re big enough to be a respected industry leader but small enough for you to impact our company directly. Our commitment gives you opportunities to impact on and off the job positively.

Join S&C to make an impact on tomorrow’s energy challenges and become an employee-owner!

Hours

• 8:00 am – 5:00 pm (Mon-Fri) Remote

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 $137,400-$182,108. 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. Please note this role may also qualify for sales-related compensation.

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.

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, 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

• 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 Electric is committed to equal-opportunity employment. All employees and applicants will be considered without regard to age, color, disability, gender, national origin, race, religion, sexual orientation, gender identity, protected veteran status, or any other classification protected by federal, state, or local law. If you are an individual with a disability and need an accommodation to complete the application, please email us at [e-mail].

No fixed deadline

About Us

In 1909, S&C Electric Company transformed the delivery of safe, reliable electricity with the invention of the Liquid Power Fuse. Today, as the world faces extreme weather events and the demand for electricity grows, S&C continues to innovate and advance the electrical grid, ensuring reliable and resilient power for homes, communities, and critical infrastructure around the world.

With a diverse, global workforce and core values around integrity, safety, and quality, S&C is a trusted industry leader and top workplace that offers meaningful careers to more than 3,500 team members. As a people-first organization, S&C is committed to fostering an inclusive and collaborative workplace where team members advance their careers through robust talent-development programs and involved leadership.

S&C’s deeply rooted belief diversity fosters greater creativity, innovation, and success guides the company to advance and sustain a diverse, equitable, and inclusive workplace culture.

Benefits

• 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

In the (Sales Operations, Sales Enablement) department, we help S&C's customers drive real-world improvements to grid reliability and resiliency. From the initial stages of learning about the latest innovations to post-purchase needs, we are responsible for providing customers with information to confidently make decision and effectively operate their systems. We work closely with our sales team, supporting them in the various ways they engage with our customers.