Strategic Account Manager - Energy and Infrastructure

Job Summary

The Strategic Account Manager leads company efforts to grow incremental profitable sales with customers that span multiple regions. The role establishes relationships, identifies opportunities to grow and secure business within new and existing strategic accounts, and oversees the development and presentation of customer proposals in collaboration with the Supply Chain Services department. The manager drives innovation and leads strategic opportunities for new and existing customers to generate desirable business opportunities within the assigned vertical market.

The position actively works with a multifunctional team to develop a strategy to meet and exceed revenue growth targets by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company, regional, and branch business objectives.

Maple Grove, MN (100% remote; major cities or hubs can be potential home base.)

Strategic Account & Opportunity Planning

• Maintains a strategic plan for key and target customers in addition to strategic regional projects.
• Supports a top EPC customer headquartered in Minnesota.
• Focuses on opportunities within the Energy and Infrastructure segment, including Renewables, Emerging Markets, and Substation/Transmission.
• Conducts high-level presentations to customer management, selling the value of Border States and clarifying the value proposition using tools such as video, presentations, capability brochures, and marketing collateral.
• Defines the customer engagement strategy, aligns stakeholders, and mobilizes an aligned team to drive the process.
• Develops a clear and concise view of the customer organization including physical locations, divisions, and operations.
• Identifies customer stakeholders and develops internal champions.
• Develops a multi-year revenue plan to include goals and resources.

Joint Solution Development & Co-creation of Value Proposition

• Conducts customer discovery to confirm value "fit" insights and prioritize opportunities.
• Blueprints the value proposition and monetizes it to co‑create value.
• Works with a cross‑functional team to develop an enterprise customer strategy to meet and exceed revenue growth targets by leveraging market intelligence and ensuring alignment with company objectives.
• Provides visibility to internal stakeholders for all efforts and action items.
• Manages goals and expectations of a virtual team.
• Acts as the commercial leader of the team, providing vision and defining roles and expectations to accomplish revenue goals.
• Offers innovative solutions to obstacles and challenges.

Overall Relationship and Outcome Management

• Finalizes the value proposition with the customer, working with compliance on specialized terms and conditions and master supply agreements.
• Targets TCCM opportunities to quantify the value added delivered.
• Executes value and delivers to customer commitments and orders while maintaining quality metrics.
• Expands value through overall relationship and outcome management.
• Measures and strengthens the relationship.
• Expands share of wallet and becomes the trusted advisor.

• Minimum of a four‑year engineering degree or equivalent in substantial technical work experience preferred.
• Minimum 5 years of experience with outside sales and/or business development, and experience in inside sales or technical sales role.
• Experience initiating and negotiating agreements highly preferred.
• Must be able to read, write, and speak in English.
• Strong working knowledge of PC for Windows, Microsoft Office (Excel, Word, Access, PowerPoint), internet, email, and SAP software as needed.

• Strong leadership skills.
• Excellent customer service skills, including courtesy, responsiveness, accuracy, and competence.
• Excellent interpersonal, written, and verbal communication skills.
• Ability to articulate the value Border States provides to existing and future customers.
• Effective planning and organization skills.
• Understanding of customer negotiation points and the role of competition.
• Ability to work under pressure.
• Sound judgment and effective communication.
• Creativity to develop innovative…