Utility Major Accounts Specialist

Eaton's ES AMER NAS division is currently seeking a Utility Major Accounts Specialist. This is a home-based position where candidates must reside within 50 miles of our Boothwyn, PA or Hanover, MD location to be considered for the position.

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 Boothwyn, PA or Hanover, MD 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 25%

All positions may require participation in video and in-person interviews as part of the hiring process. All candidates will be evaluated based on job-related competencies, and all candidates' privacy rights and data security will be protected in accordance with applicable laws.

The compensation range for this full-time position includes base pay and target sales performance incentive. This position has a target total compensation range of $143,250 - $210,100.

Base salaries are based upon candidate skills, experience, and qualifications, as well as market and business considerations.

We are committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant''s race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.

Eaton believes in second chance employment. Qualified applicants with arrest or conviction history will be considered regardless of their arrest or conviction history, consistent with the Los Angeles County Fair Chance Ordinance, the California Fair Chance Act and other local laws.

You do not need to disclose your conviction history or participate in a background check until a conditional job offer is made to you. After making a conditional offer and running a background check, if Eaton is concerned about conviction that is directly related to the job, you will be given the chance to explain the circumstances surrounding the conviction, provide mitigating evidence, or challenge the accuracy of the background report.

To request a disability-related reasonable accommodation to assist you in your job search, application, or interview process, please call us at 1-800-836-6345 to discuss your specific need. Only accommodation requests will be accepted by this phone number.

We know that good benefit programs are important to employees and their families. Eaton provides various Health and Welfare benefits as well as Retirement benefits, and several programs that provide for paid and unpaid time away from work. Click here for more detail: Eaton Benefits Overview. Please note that specific programs and options available to an employee may depend on eligibility factors such as geographic location, date of hire, and the applicability of collective bargaining agreements.