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Account Manager

Company: Eaton
Location: Sandston
Posted on: April 10, 2021

Job Description:

Position Overview

Eaton's North American Electrical Sales division is currently seeking an Account Manager to join our team. This position is in Sandston, VA.

The Account Manager is responsible for representing "One Eaton" to their assigned Major Accounts and develops key customer relationships to achieve customer specific goals. The Account Manager is responsible for the customer relationship, identifying new growth opportunities, and is the primary point of contact for the assigned customer. As the primary strategic customer interface, this position leads a diverse sales team driving accelerated profitable growth aligned with the action-based sales plan for the assigned account. This role is responsible for developing a keen understanding of the assigned accounts' business needs and drivers, decision making process, and buying behavior and for leading the development and delivery of specifically tailored value propositions and recommended solution proposals. Solutions will encompass Eaton's entire electrical offer portfolio including Power Delivery, Power Systems Division, Engineering Services, and Energy Automation Solutions.

Essential Responsibilities

  • Manage account relationships involving account resources at appropriate decision-making level with titles up to and including C-level executives. On-going assessment of relationship efficiency and effectiveness, insuring Eaton is in the best position to win profitable business and meet assigned revenue quota.
  • Coordinate Executive level and new campaign meetings for the assigned account and clearing relationship "roadblocks".
  • Develop and coordinate implementation of action oriented strategic account plans including input from all members of the account sales team, field application engineers, channel partners, manufacturer's representatives, and service and support team personnel assigned and associated with the account.
  • Manage the execution of the strategic account plan providing required status and results reporting on a monthly, quarterly and annual basis
  • Lead and drive account opportunities identification, pursuit and closure - involving applicable Products, Systems, Solutions and Services. Provide necessary, company-wide visibility to the assigned account opportunity pipeline and include this critical information in all required status and results reporting
  • Lead, develop and manage key account negotiations - standing agreements or transactional, including Terms & Conditions, Pricing, Service Level Agreements, etc.
  • Conduct Account Marketing Analysis such as Customer Needs Analysis to ascertain customer Needs and Objectives.
  • Provide specific Voice of Customer feedback to appropriate product, system, solution and service business leaders - for future product development, quality, modification, customer satisfaction and other purposes and drive new product introductions

    Position Criteria
    • Strong understanding of business fundamentals and financials.
    • Strong professional presence. Ability to effectively manage difficult negotiations and other conflicts.
    • Deep negotiation skills and expertise; ability to cope with ambiguity and complex situations, listen, and successfully resolve problems and manage conflict, navigating resistance and developing buy-in.
    • Excellent written and oral communication skills. Ability to communicate effectively with all organizational levels
    • Understanding of buying criteria. Ability to develop, articulate, and execute a compelling value proposition and strategy.
    • Analytical thinking - capability to synthesize information and leverage data-driven arguments to make and guide informed decisions.
    • Product knowledge, market knowledge and established customer relationships
    • Knowledge of the Electric Utility industry
    • Background and knowledge of electrical solutions within the industry
    • Superior knowledge of sales techniques, negotiations, customers, customer relations and employee development.
    • Can influence without authority, in a matrix environment.
    • Acts as an informal leader among peers

      Basic Qualifications
      • Minimum seven (7) years of sales or marketing experience in the electrical industry
      • Must Possess and maintain a valid and unrestricted driver's license
      • Must be legally authorized to work in the United States without company sponsorship

        Preferred Qualifications
        • Utility experience

          Education
          • An undergraduate degree is required. A Master's degree is preferred

            Compensation
            • Eaton recognizes this role as a critical position within the corporation and will create a compelling package consisting of a base salary, sales incentive compensation and complete benefits.
              Location:
              • This position is in Sandston, VA.

                Job

                Sales

                Region

                North America - US/Puerto Rico

                Primary Location

                United States-Virginia-Sandston

                Work Locations

                Sandston VA Loc

                Organization

                NAS North American Sales

                Job Level

                Manager

                Schedule

                Full-time

                Is remote work (i.e. working from home or another Eaton facility) allowed for this position?

                No

                Does this position offer relocation?

                Relocation from within hiring country only

                Travel

                Yes, 25 % of the Time

                Requisition ID :094684

Keywords: Eaton, Richmond , Account Manager, Executive , Sandston, Virginia

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