Major Account Manager
Eaton Electrical North American Sales (NAS) Data Center Vertical has an opening for a Major Account Manager. The position is located in San Francisco, CA.
The Major Account Manager has primary relationship management responsibility for assigned account(s). The account responsibility includes 1-2 national clients with an annual electrical spend of $150-300 million and an annual order volume of $40 – 80 million. As the primary customer interface, this position leads a national sales, service and support team in driving accelerated, profitable growth aligned with the action based national account sales plan for each 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, accurate, recommended solution proposals and complete, customer life-cycle services. Solutions will encompass Eaton’s entire electrical offer portfolio consisting of Products, Systems, Solutions and Services and may also include the complete, ONE EATON portfolio where appropriate by customer.
A. Account relationship management 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.
B. Lead, coordinate and define a single, action oriented, national account plan including input from all members of the national sales, service and support team assigned and associated with the client(s) and as mutually agreed, where appropriate, by the assigned account(s)
C. Project manage the execution of the national account plan, providing required status and results reporting on a monthly, quarterly and annual basis
D. Lead and drive national account opportunity identification, pursuit and closure - involving applicable Products, Systems, Solutions and Services. Provide necessary, company-wide visibility to the assigned account(s) opportunity pipeline and include this critical information in all required status and results reporting
E. Lead, develop and manage key account negotiations – standing agreements or transactional, including Terms & Conditions, Pricing, Service Level Agreements, etc.
F. Insure necessary regional and local account sales, service & support resources are assigned, engaged in execution of the national account plan, actively and with agreed priority. Resolve any resource misalignment or account priority issues with the appropriate regional or local resource structural manager
G. Leverage ingrained knowledge of Eaton’s offer portfolio, pre-sale, delivery/execution and services capabilities where the assigned client(s) has operations.
H. 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(s)
I. Travel as required and based on the assigned account(s) locations – anticipated up to 25%
Other functions include:
A. Lead, develop and deliver presentations involving a variety (Company overview, Programs, Products, Systems, Solutions, Services, Account Plan, etc.) to appropriate resources at various levels in the assigned account(s). Heavy current emphasis / need for PD assembled solutions.
B. Participate and provide customer specific input to Segment, Product and Services Marketing Plan development and Profit Planning for Products, Systems and Services businesses
C. Assist with specific global opportunities and coordinate with GAM as needed to ensure consistency across the regions. Some infrequent global travel may be required/requested to ensure successful kick-off meetings.
- Bachelor’s Degree from an accredited institution
- Minimum ten (10) years' of electrical sales experience
- Must possess a valid and unrestricted driver’s license
- Must be legally authorized to work in the United States without company sponsorship.
- Bachelor’s degree in a technical field or business from an accredited institution
- Experience with switchgear and power distribution
- 10 years' experience in technology or data center industry
- Superior knowledge of the sales process and technical background that would support the required product knowledge
- 2 years' experience in strategic marketing
- Demonstrated ability to effectively interface with internal and external customers in a fast-paced environment
- Previous experience in a National Account Management
- Knowledge and sales experience in the Power Quality industry
- Exposure working in target Hyperscale datacenter segment or with target client(s)
A. Key Account selling – clients with multiple sites
B. Strategic Thinking and Planning
C. Relationship Management
D. Team leadership – setting direction, creating inspiring vision, motivating
a. Ability to “manage through the chaos”
b. Ability to manage a very demanding customer
c. Understanding the ownership required and the sense of urgency
E. Communication Skills – written and oral
a. Ability to help “lead” the customer down the path of what is in their…and Eaton’s best interests for mutual success.
b. Ability to interface with/communicate with Eaton’s Sr. Leadership Team (SVP/GM’s, Marketing Mgrs) to ensure alignment and support.
F. Solution Selling (Team Based)
G. Coaching and Mentoring
H. Customer Presence including multi-level comfort and confidence
I. Necessary Design/Build Switchgear experience and application expertise
J. Relevant offer knowledge
K. Analytical & Critical Thinking
L. Project Management
M. Tactical Execution
N. Organizational Knowledge and Agility
O. Negotiating, Influencing and Convincing
P. Innovation and Problem Solving
Q. Delivering Results
We make what matters work. Everywhere you look—from the technology and machinery that surrounds us, to the critical services and infrastructure that we depend on every day—you’ll find one thing in common. It all relies on power. That’s why Eaton is dedicated to improving people’s lives and the environment with power management technologies that are more reliable, efficient, safe and sustainable. Because this is what matters. We are confident we can deliver on this promise because of the attributes that our employees embody. We’re ethical, passionate, accountable, efficient, transparent and we’re committed to learning. These values enable us to tackle some of the toughest challenges on the planet, never losing sight of what matters.
Region: North America – US/Puerto Rico
Organization: NAS North American Sales
Job Level: Individual Contributor
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