Utility Major Accounts Sales Specialist

Utility Major Accounts Sales Specialist

Eaton's ES AMER NAS division is currently seeking a Utility Major Accounts Sales Specialist. This is a home-based position where candidates must reside within 50 miles of one of our following locations to be considered for the position: Indianapolis, IN; Southfield, MI; Westerville, OH; West Chester, OH; Parma, OH or Worthington, OH.

What You'll Do:

Position Overview: The Outside Sales Specialist is responsible for representing the "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, in 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 account(s) 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 consisting of products, systems, solutions and services.

In this function you will:

• Manage account relationships involving account resources at appropriate decision-making level with titles up to and including C-level executives; conduct on-going assessment of relationship efficiency and effectiveness, insuring Eaton is in the best position to win profitable business
• Coordinate executive level and new campaign meetings for the assigned account and clears relationship "roadblocks"
• Develop and coordinate implementation of single, action oriented, strategic account plan including input from all members of the account sales team, field application engineers and service and support team assigned and associated with the account
• Manage the execution of the strategic account plan, and provide 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.
• Lead the establishment of annual and quarterly business goals/quotas for the global account team and provide necessary input for goal measurement for account sales team
• 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; lead customer relationship review process (CRR) activities for assigned account

Qualifications:

Required (Basic) Qualifications: Bachelor's degree from an accredited institution Minimum seven (7) years of sales or marketing experience No relocation benefit is being offered for this position. Only candidates within a 50-mile radius of Indianapolis, IN; Southfield, MI; Westerville, OH; West Chester, OH; Parma, OH or Worthington, OH will be considered. Active-Duty Military Service member candidates are exempt from the geographical area limitation. Possess a valid driver's license

Preferred Qualifications: Bachelor's degree in Engineering MBA

Skills:

Position Criteria: Possess excellent communication skills with the ability to communicate effectively with all organizational levels Must be able to work in the United States without corporate sponsorship now and within the future Strong understanding of business fundamentals and financials Strong professional presence with the 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 Understanding of buying criteria with the ability to develop, articulate and execute a compelling value proposition and strategy Analytical thinking skills with the 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 Ability to influence without authority, in a matrix environment Acts as an informal leader among peers Ability to travel up to 50% (closer to 35%)