Key Account Manager (m​/f​/d), Utilities - Austria

Key Account Manager (M/F/D), Utilities – Austria

At Eaton Industries (Austria) GmbH, we support utilities as they navigate a rapidly evolving energy landscape shaped by new regulations, aging infrastructure and increasing demands for reliability and sustainability. With over 100 years of electrical engineering expertise across generation, transmission and distribution, Eaton works closely with utility partners to drive innovation and power what's next.

For our EMEA Utilities segment, we are looking for a Key Account Manager (m/f/d), Utilities – Austria, with the following responsibilities:

The Key Account Manager (m/f/d) Utility/Renewable, 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. The person will lead customer facing activities and establish a trusted advisor relationship with key decision makers, stakeholders and partners in order to meet Eaton revenue goals in Alps.

He/she is managing the entire customer's ecosystem following market analysis, defining the customer portfolio, developing action plans involving the Eaton organization, for the best customer experience. Connect and build strategic relationship with C-Level of key Utility customers. Proper track recording will be required within company tools, like CRM, as well as end to end projects and pipeline management lifecycle.

The candidate will be responsible for:

Strategy and Account Planning:

• Define the proper targeted accounts, nurture and expand customers portfolio, design the proper mid-long term strategy and development plan; KAM 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 strong 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 knowledge 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 roadmap 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.

Processes and Tools:

• Responsible for 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:

• Be a strategic leader, build strong internal connections inside Eaton for ensuring proper support, sales synergies, opportunities and project management.

Market Insight:

• Build and Maintain market and competitor analysis; gaining knowledge and expertise…