Key Account Manager Utilities and Renewables
Eaton · Rome · €67,300–€98,670 (stated in the posting)
What you’ll do:
The Key Account Manager Utilities and Renewables, as a hunting role, is responsible for maintaining and expanding sales and customer relationships within Utilities segment and/or active in Renewable segment in order to place the full Eaton energy distribution and management offer portfolio.
- Lead customer facing activites and establish a trusted advisor relationship with key decision makers, stakeholders and partners in order to meet Eaton revenue goals in Italy.
- Manage customer's ecosystem following market analysis, defining the customer portfolio and development of technical proposals, for the best customer exerience
- Strategy and Account Planning: Support defining the proper targeted Accounts, nurture and expand customers portfolio, design the proper mid-long term strategy and development plan; SAM will have a strategic perspective orchestrating deals and long-term plans that align with a mutually beneficial strategy for Eaton and Customers. Build and develop long-term relationship with key stakeholders in the ecosystem of the customers by a systematic development, expansion and maintenance of a strong network of partners, system Integrators, panel builders, contractors; Contribute to, drive and execute strategic framework dedicated to the assigned segments; Maximize cross selling of all Eaton portfolio of products, solutions and services leveraging our value proposition. Value-based selling as well as contract management knwoledge and high level negotiations are top skills in the role.
- Demand Generation: Leveraging the proper Eaton's products and solution knowledge, target and select the key specifiers and consultants for an effective Eaton presence in specifications for major electrical projects; building the pipeline and closing revenue according to growth plans and large projects development in the segment; Planning, organizing and carrying out product presentations, training and sales promotions with the support of marketing and product support sales; Focus and Leverage the Energy Transition trend and Eaton roaamap for building and secure proper approach and maximize revenues from the ET. Active participation in regional and national trade fairs in order to gain insight and generate leads and contacts. Define value proposition and proper solution approach for the segment and for customers.
- Application engineering: Development and preparation of technical and commercial proposal based on customer requests and business unit portfolio. Supporting preparation of public tenders with coordination of stakeholders. Managment of approval processes for MVPD products.
- Processes and Tools: Supporting sales and results for the business processes within the segment and the full country organization, determining and/or proposing and negotiating customer/project conditions within the company rules; be the reliable interface between customers and the EATON organization leveraging and fostering all the internal functions and stakeholders; Generate and report pipeline, growth and sales process related metrics as per company standards and rules; ensure proper recording in CRM of all the needed metrics and information; Regular and special reports on important market information and a monthly forecast will be requested.
- Organization: Supporting KAM, build strong internal connections inside Eaton for ensuring proper support, sales synergies, application engineering and project management.
- Market insight: Build and maintain market and competitor analysis; gaining knowledge and expertise of the relevant EU and local regulations, standards.
Qualifications:
Master's Degree in Electrical, Energy or Mechanical Engineering
Skills:
- 4-6 years in energy industry preferably in sales and business development or customer facing strategic / technical role with end to end customer or supplier view . Experience in/with distributions systems operators or renewables companies are considered a plus.
- 'Good knowledge of the Energy/Power Distribution products and solution such as medium voltage primary and secondary switchgears, distribution transformers, Low Voltage equipment and Energy Storage technology
- Software skills (i.e. SCADA)
- Confident use of MS Office and CRM applications
- Commercial Savvy and relationship builder, trusted consultative seller
- Experience or knowledge in Utilities or renewables industry from supplier or customer point of view
- Be a champion in handling complex organizations with strong initiative and self-management skills
- Team player
- Good organization, communication and project management skills
- Excellent listening and negotiation abilities combined with the actitude to run high value sales strategies
- Native Italian and fluent written and spoken English skills, additional languages are an asset
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Pay information
Eaton provides a competitive total rewards package based on applicable skills, knowledge and experience, and aligned with internal and external market practices. The annual salary range (including base salary and Sales Incentive Plan) for this role is EUR 67.300 – EUR 98.670 gross per year.
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