Strategic Account Manager - Renewables and Infrastructure

Strategic Account Manager - Renewables and Infrastructure
Flexibility Option: Remote Position
Description: Be part of a growing, successful company in an exciting and challenging field. Border States is 100% employee-owned, which means you're empowered to make decisions, find solutions and receive rewards for your hard work. This position will be located in: Phoenix, AZ This position can be located around any Border States locations. Preferred locations include Minnesota, Texas, Phoenix, AZ, or Fargo, ND
Application Deadline: October 22, 2026 or Posted Until Filled
Please note that the position may be filled before or after the listed application deadline. Applications will only be accepted while the posting remains active.
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.
Responsibilities include: Call higher – presentation to customer management, selling the value of Border States, clarifying the Border Statesvalue 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, andoperations.
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 outsides 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 include being courteous, responsive, accurate, and competent.
Excellent interpersonal, written, and verbal communication, reading, and customer service skills.
Ability to articulate the value Border Statesprovides 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% Frequently34 – 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 in knee(s)) - Occasionally
Balancing (maintaining body equilibrium to prevent falling) - Occasionally
Repetitive motion (substantial movement (motions) or the wrists, hands, and/or fingers) - Frequently
Pivoting (movement in any direction with one foot, keeping the other in contact with the floor) - Occasionally
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

J-18808-Ljbffr