Territory Account Manager

Territory Account Manager


Job Summary


We're looking for a high-performing sales professional to drive growth in a technically rich, fast-paced environment. As a Territory Account Manager, you'll manage and expand strategic accounts within an assigned territory and business segment, selling directly into major investor-owned utilities (IOUs), co-ops, and key players in Power, Solar, Wind, BESS, HVDC, Transmission & Substations. You'll own strategic accounts, drive revenue, and deliver value-added solutions that help shape the future of energy infrastructure.


Responsibilities

• Strategic Account Management
  • Own and manage multiple strategic accounts within a specific business segment and territory using a personalized, relationship-centric approach.
  • Develop and implement customized strategies tailored to individual account needs to drive revenue growth and customer satisfaction.
  • Develop and execute a comprehensive strategic plan to capture market share across the assigned geographic region.
• Sales and Revenue Accountability
  • Be directly accountable for sales revenue generated within the assigned territory, meeting and exceeding set targets.
  • Define sales potential, prepare budgets, and maintain sales tracking and other administrative reporting required by management.
  • Develop and maintain a sales opportunity pipeline sufficient to capture annual top-line growth targets.
  • Monitor and report on sales performance metrics, providing insights and strategies to optimize revenue generation.
  • Use CRM software as the primary tool to manage day-to-day sales activities, including pre-call plans, detailed contact management, quotations, communications/email tracking, and project management.
  • Drive sustainable sales growth and engineering specifications by building relationships with key decision-makers.
• Market Insight and Trends
  • Cultivate an in-depth understanding of the specific business segment, staying abreast of market trends, customer needs, and the competitive landscape.
  • Create detailed action plans at the account level based on application, industry knowledge, buying influences, and key differentiators.
  • Develop and maintain market awareness and trends within the business, industry, and region.
  • Leverage market insights to identify opportunities for expansion and growth within the strategic accounts portfolio.
• Customer Engagement and Relationship Building
  • Establish and maintain strong relationships with key decision-makers within strategic accounts to ensure continuous engagement and loyalty.
  • Provide technical presentations and product installation training to multiple audiences.
  • Maintain awareness of internal policy and core values concerning daily work.

Requirements

• Must be willing to travel domestically and internationally up to 60%
• Proficient in the Microsoft Suite (Excel, Word, PowerPoint, Outlook)
• Adhere to the principles of Value Added Selling and Total Cost of Ownership (TCO) Strategies
• Proficient in time and travel management
• Strong negotiation and presentation skills
• Education and Experience
  • Bachelor's degree in business or related field, or comparable work experience
  • 3 years of experience in B2B sales ; technical and/or project sales preferred
• Physical Requirements
  • Required to wear PPE as needed (safety-sensitive position)