Job Description
Job Title: | National Accounts Manager | FLSA Status: | Exempt |
Reports To: | Director of National Accounts | Department: | Sales |
Location: | Remote | Salary Grade: | TBD |
COMPANY OVERVIEW:
Founded in 1953 Avtron has a long history of manufacturing market leading power test solutions. Now with a global footprint and sales into some of the largest industrial projects, Avtron will continue to push the envelope of what’s possible in the electrical test environment. Avtron Power Solutions manufacture and distribute market leading load bank solutions for mission critical applications. We have the largest portfolio in the industry and can meet the highest load testing standards.
POSITION SUMMARY:
Loadbank business has an outstanding opportunity for a highly talented, motivated, solution-minded individual for the position of National Account Manager. The National Account manager will be responsible for developing and growing the Loadbank portfolio of business within a defined set of Strategic customers within Data Center, Cloud, Generator OEMs and other spaces and their value chains. The National Account manager will also work with and support local sales offices in increasing the sale of products & solutions to the targeted accounts through the various go-to-market channels.
DUTIES AND RESPONSIBILITIES:
Essential Functions:
- Develop strategy and deliver on business plan for penetration rates, orders, revenue, margin and cash for the complete Loadbank portfolio of business
- Identify and define areas to penetrate and grow our wallet share with the targeted customers
- Lead multi-functional teams to drive customer satisfaction and growth; provide single point of contact to customer, use digital tools to improve customer experience, etc.
- Build customer relationships and communication at all levels, focusing on key decision makers at Business Development and Operations-suite as well as working closely with decision makers
- Conduit for solutions…detailed understanding of customer’s business model and how Avtron’s products, software and services deliver added value to customers
- Manage associated contractual issues to support project and transactional business needs
- Set regular cadence for collaboration / reviews with necessary stakeholders
- Build a clear communications strategy (internally & externally)
- Collaborate with Industry Partners within broader Power space to leverage existing relationships to expand opportunities with additional accounts
- Understand Industry trends and have in depth product/application knowledge of power applications
- Maintain membership in national trade organizations and represent Loadbank business through speaking engagements
- Coordinate and assist in customer training programs
- Use CRM Tools to update status of opportunities and generate reports to indicate business potential and growth
MINIMUM QUALIFICATIONS:
EDUCATION, SKILLS AND EXPERIENCE:
Education:
- 4 Year Bachelor’s Degree, MBA preferred
- Preferably Engineering or Business degree or equivalent work experience
Skills
- A strong ability to understand complex requirements, able to clearly communicate client needs, challenge the client with solutions and close a deal
- Autonomous, entrepreneurial & team spirit-oriented
- Capability and desire to travel approximately 50% of the time - traveling to meet with accounts and internal requirements
- Strong initiative, self-starter and high level of organization skills
- Good analytical and technical skills
- Strong communication and interpersonal skills, as well as negotiation and influencing skills in a multicultural & matrix environment – both with internal organizations and within client organizations
Experience
- Significant sales experience with a deep understanding of national account management, customers, sales channels and third parties, with a demonstrated track record of growing business.
- Deep understanding of the Power Distribution Industry
- Experience in presenting as a thought leader to key stakeholders / large groups
- Solid understanding of energy management, power testing and industry-specific problems & technology
- Successful track-record influencing decision makers across a customer’s organization
- Broad experience in applying financial strategies with the client
- Strong ability to leverage social networking and alternative strategies to obtain and foster client networks within and around key clients
- Experience in working via strategic alliance or mutual client engagements with customer/partner
- Strong ability to leverage CRM tools (Salesforce or similar) to manage a large portfolio of business