Strategic Account Manager – Controls

Title:

Strategic Account Manager – Controls, UK

Location:

Remote

Country: UK

Reporting To:
National Sales Manager – Controls

Carlo Gavazzi is a recognized global leader in the design, manufacture, and marketing of components and networked solutions for Industrial Automation and Building Automation. The Group offers a broad portfolio spanning sensors, relays, and energy management solutions, serving customers worldwide with innovative, high-quality products.

This role drives new business growth by developing strategic accounts and prospects identified by the Product Line Manager (PLM), with direct accountability for converting targeted opportunities into long‑term customers. Reporting to our National Sales Manager in UK, the position manages a defined portfolio of strategic accounts within the Energy Building Efficiency, Energy Management, EV, Mircogrids, and industrial electrical distribution industries, combining strategic sales execution, deep technical expertise, and market insight to accelerate new product adoption, influence product strategy through Voice of Customer feedback, and build long‑term customer relationships.

Key Responsibilities

• Develop and execute a targeted sales strategy for existing and prospective accounts in commercial energy management, microgrids, and industrial electrical distribution.
• Identify and capitalize on new business opportunities by leveraging market insights and industry trends.
• Drive new product adoption through tailored value propositions that address specific client needs.
• Build and maintain strong relationships with key decision‑makers to foster long‑term partnerships.
• Conduct thorough market analysis to identify emerging opportunities and competitive threats within strategic industries.
• Translate Voice of Customer (VoC) insights into actionable recommendations for Product Line Management, shaping product roadmaps and strategic initiatives.
• Track and report sales performance, pipeline progression, and account development using the IFS CRM tools.
• Deep technical expertise and proficiency in product applications, enabling effective customer consultation and solution recommendations.
• Analyze sales data to make strategic decisions, optimize capture rates, and enhance new business closure rates.
• Utilize data‑driven analysis to refine sales strategies, optimize capture rates, and improve new business conversion.
• Represent Carlo Gavazzi at trade shows, digital events, and industry conferences to strengthen brand presence and forge strategic partnerships.
• Lead client presentations and strategic discussions, showcasing leadership and technical expertise.

Key Accountabilities & Measurements

• Strategic Sales Growth :
  Revenue growth in targeted strategic accounts
• New Business Development :
  Number of prospects converted into strategic accounts
• Product Innovation Sales:
  Sales of new products (NPI) within strategic accounts
• Business Closure Rate:
  Number of new business opportunities successfully won
• Capture Rate:
  Percentage of opportunity value won vs. total available opportunity value
• Long‑term Revenue:
  Billings recognized over a three‑year period

Required Qualifications

• Bachelor’s degree in Engineering or a related field.
• Minimum 5 years of industry experience in one or more of the following sectors:
  Energy Building Efficiency, Energy Storage, EV, or Distributed Energy Resources.
• Proven expertise in strategic prospecting, negotiation, value‑based selling, and advanced communication techniques.
• Strong understanding of industrial automation products and applications and applications, with the ability to develop and present technical solutions.
• Experience managing international or global accounts, demonstrating the ability to navigate complex organizational structures.
• Ability to analyze…