Strategic Account Manager - Renewables and Infrastructure
Border States
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Benefits offered by this job
Job summary
Border States is seeking a Strategic Account Manager to lead growth with multi-region customers. You will drive strategic opportunities, engage cross-functional teams, and develop compelling value propositions to expand revenue in Renewables and Infrastructure segments.
Located around Border States locations (Phoenix, MN, TX, Fargo, ND preferred) with a drive to exceed targets and collaborate with Supply Chain Services for customer proposals and innovation.
Qualifications
- Minimum of a four-year engineering degree or the equivalent in substantial technical work experience preferred.
- Minimum 5 years of experience with outside 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.
Responsibilities
- Maintains a strategic plan for key and target customers and strategic regional projects.
- Presentations to customer management to sell Border States value using visuals and collateral.
- Define customer engagement strategy and mobilize an aligned team.
- Develops a multi-year revenue plan and supports major customers in Renewables and Infrastructure.
Skills
Education
Tools
Job description
Be part of a growing, successful company in an exciting and challenging field. Border States is 100% employee-owned, which means you’re empowered to make decisions, find solutions and receive rewards for your hard work.
Please note that the position may be filled before or after the listed application deadline. Applications will only be accepted while the posting remains active.
The Strategic Account Manager leads company efforts to grow incremental profitable sales with customers that span multiple regions. Establishes relationships and identifies opportunities to grow and secure business within new and existing strategic accounts. In conjunction with the Supply Chain Services department, oversees the development and presentation of customer proposals. Works to drive innovation. Leads strategic opportunities for new and existing customers to generate desirable business opportunities within the assigned vertical market. Actively works with a multifunctional team to develop a strategy to meet and exceed revenue growth targets by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company, regional, and branch business objectives.
- Maintains a strategic plan for key and target customers in addition to strategic regional projects.
- 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.
- Supports top EPC customers and focuses on opportunities within the Renewables and Infrastructure segment, including Solar, BESS, Wind, Substation, Transmission and Emerging Markets.
- 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.
- 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.
- than 10 lbs. - Not at all
- 10 to 25 lbs. - Not at all
- 26 to 50 lbs. - Not at all
- 51 to 75 lbs. - Not at all
- 75 to 100 lbs. - Not at all
- 100+ lbs. - Not at all
- than 10 lbs. - Frequently
- 10 to 25 lbs. - Frequently
- 26 to 50 lbs. - Occasionally
- 51 to 75 lbs. - Not at all
- 75 to 100 lbs. - Not at all
- 100+ lbs. - Not at all
- than 10 lbs. - Not at all
- 10 to 25 lbs. - Not at all
- 26 to 50 lbs. - Not at all
- 51 to 75 lbs. - Not at all
- 75 to 100 lbs. - Not at all
- 100+ lbs. - Not at all
- Sitting (a continuous period of being seated) - Frequently
- Standing (for sustained periods of time) - Frequently
- Walking (moving about on foot to accomplish tasks) - Frequently
- Bending/stooping (downward and forward) - Occasionally
- Crawling (moving about on hands and knees or hands and feet) - Not at all
- Climbing/Walking Stairs (ascending or descending) - Frequently
- Reaching (extending arms in any direction) - Frequently
- Crouching/squatting (bending the body downward and forward by bending leg and spine) - Occasionally
- Kneeling (bending legs at knee to come to rest on knee(s)) - Occasionally
- Balancing (maintaining body equilibrium to prevent falling) - Occasionally
- Repetitive motion (substantial movement (motions) or the wrists, hands, and/or fingers) - Frequently
- Pivoting (movement in any direction with one foot, keeping the other in contact with the floor) - Occasionally
- Pushing/Pulling (using upper extremities to press against or draw or tug) - Occasionally
- Grasping (Applying pressure to an object with the fingers and palm) - Frequently
- Fingering (picking, pinching, typing; working with primarily fingers and not whole hand) - Frequently
- Talking (expressing or exchanging ideas by means of the spoken word) - Continuously
- Driving (the control and operation of a motor vehicle) - Frequently
- Desk work (work usually performed at a desk) - Frequently
- Use of a computer - Frequently
- Use of a telephone - Frequently
- Hearing (Perceiving the nature of sounds at normal speaking levels) - Continuously
- Exposure (to adverse weather & temperature conditions) - Occasionally
- Travel (travel needed to perform job duties) - Frequently
This job description is a summary of the job duties and responsibilities and is not intended to cover all possible job duties and is subject to change at the employer’s discretion. Employees must be able to perform the essential job duties and satisfy job requirements either with or without a reasonable accommodation. The base salary range for this role is $160,000/year to $230,000/year, with additional incentive compensation. Actual compensation will depend on experience, skills, and geographic considerations.
Border States is a leader in the electrical supply distribution industry with approximately 130 locations in 31 states. Our employee-owners are second to none in delivering top-notch customer service and in demonstrating extra-ordinary people skills. We are one of the largest independent electrical distributors in the United States providing products and services to the construction, industrial and utility industries. Border States has a competitive benefit package and is a 100 percent employee-owned company. Employee-ownership is a significant part of our culture and our success stems from the dedication of our employee-owners. We practice open-book management and our employee-owners are empowered with clearly defined levels of authority to be innovative and decisive, allowing us to respond quickly to the needs of customers. Employee-owners understand their roles in the success of the company and care about customers’ needs, which drives our focus on adding value to everything we do. We recognize that not all customers are the same and each has specific requirements. Our employee-owners understand these diverse needs and have the commitment, resourcefulness and flexibility to outperform all others.
As a Border States employee-owner, you’re responsible for living our mission, service philosophy and service standards.
We believe unstoppable businesses shouldn't go it alone. We are owners - of relationships, of outcomes, of every moment these unstoppable businesses need to deliver.
We earn customer loyalty and confidence by caring about their needs and adding value to everything we do.
Border States employee-owners are competent, accurate, responsive, and engaged .
Join an experienced team at one of the largest electrical distributors in the United States. What are you waiting for?
- 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.
It’s not just the law. It’s something we’ve believed in since our founding. We value the diversity of all of our employee-owners and will always be an equal opportunity employer.
Employment may be contingent on the offered candidate successfully passing one or more of the following pre-employment screenings:
- Criminal background check (required for all positions)
- Motor Vehicle Record (MVR) check (required for positions involving driving)
- Drug testing
The MVR check and drug testing vary by role and will be communicated to the offered candidate during the onboarding process and as applicable.
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