Strategic Account Manager - Renewables and Infrastructure

Border States; Topeka (KS); On-site; USD 160,000 - 230,000; Full time

Job summary

Border States in Topeka, KS is seeking a Strategic Account Manager to lead efforts to grow profitable sales across multi-region accounts. You will establish relationships, identify opportunities, and collaborate with Supply Chain Services to develop compelling customer proposals.

You will work with a multifunctional team to craft strategies that meet revenue targets in Renewable and Infrastructure segments, including Solar, BESS, Wind, and Substation projects.

Qualifications

• Four-year engineering degree or equivalent technical experience required.
• 5+ years outside sales and/or business development experience; inside sales or technical sales experience also.
• Experience initiating and negotiating agreements preferred.
• Must be able to read, write, and speak in English.
• Proficiency with Windows, Microsoft Office (Excel, Word, Access and PowerPoint), and SAP as needed.

Responsibilities

• Develop strategic account and opportunity plans, engaging customer management.
• Co-create value propositions with cross-functional teams and manage stakeholder expectations.
• Manage relationships and ensure delivery of commitments, expanding share of wallet.
• Coordinate with SCS Administrators for customer presentations and extended services.
• Contribute to conferences and ongoing professional development.

Skills

Leadership

Customer service

Communication skills

Planning & organizing

Negotiation

Working under pressure

Problem solving

Creativity

Curiosity

Education

Four-year engineering degree

Tools

SAP

Job description

Job Summary

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.

Responsibilities

Essential Functions

• Strategic Account & Opportunity Planning – Maintains a strategic plan for key and target customers in addition to strategic regional projects. 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.
• Joint Solution Development & Co-creation of Value Proposition – 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.
• Overall Relationship and Outcome Management – 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.
• Non‑essential Functions – 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.

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.

Skills and Abilities

• Must possess strong leadership skills.
• Excellent customer service skills including 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.

Physical Requirements

Frequency at which you would carry/lift in a typical day:

Occasionally 0 – 33%
Frequently 34 – 66%
Continuously: 67 – 100%

Lift from Waist:

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

Lift from Floor:

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

Carried for Distance:

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

Physical Activity

Frequency at which you would do the following in a typical day:

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
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

Additional Information

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.

Our History

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.

Values

As a Border States employee‑owner, you’re responsible for living our mission, service philosophy and service standards.

Our Purpose

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.

Service Philosophy

We earn customer loyalty and confidence by caring about their needs and adding value to everything we do.

Service Standards

Border States employee‑owners are competent, accurate, responsive, and engaged.

Your career

Join an experienced team at one of the largest electrical distributors in the United States.

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!

Equal Opportunity For All

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.

Drug Free/Smoke Free workplace

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.