Account Director

Camlin is a global technology leader that operates with the vision of bringing revolutionary products to life for a wide range of industries, including power and rail, and also has interests in a number of R&D projects in a variety of scientific sectors.

At Camlin we believe in high quality engineering and design, allowing us to develop market leading products and services. In short, we love creating value for our customers by solving difficult problems. As of now, Camlin operates in over 20 countries worldwide.

You will own a named network operator account and grow it into a multi-year, multi-stakeholder partnership with Camlin Energy.

We no longer lead with the product. Our customers buy outcomes: fewer customer interruptions and minutes lost, deferred asset replacement, safer field operations and better performance against their regulatory targets. You will lead with those outcomes, build the business case with the customer, and bring in our engineers and specialists when the technical detail matters.

The next major regulatory period for GB distribution, RIIO-ED3, begins in April 2028. Operators are shaping their plans now. You will help them see how Camlin Energy fits those plans and turn that into long-term programmes rather than one-off orders.

Most of your time will go on growing your accounts: finding white space, developing new opportunities with existing customers and opening doors into new directorates. Deals are consultative, often run for 12 months or more and involve senior stakeholders across asset management, operations, innovation, finance and procurement.

Your responsibilities follow the four pillars of how we generate opportunities at Camlin Energy.

• Understand the regulatory cycle, including price controls, business plans, determinations, incentives and innovation funding, and how a customer's performance against its targets shapes what it will spend.
• Understand how each network operator is run, and how asset management, strategy, the control room, operations, capital projects, innovation, policy and procurement see the same problem differently.
• Explain how Camlin Energy's portfolio solves the customer's network and asset problems, how it fits with their SCADA, ADMS and asset management systems, and where we are stronger than the competition.
• Read the political landscape inside each customer: who holds formal and informal power, and why a deal is moving or stalled.

• Build and maintain a written account plan for each major customer, with white-space mapping, a multi-year revenue ambition, identified plays and relationship coverage at every level. Review it quarterly and invite the customer's input.
• Map stakeholders across every directorate: power holders, approvers, sponsors and influencers.
• Develop genuine, tested champions at executive and subject-matter-expert level who will sell for us when you are not in the room, and plan to neutralise detractors.
• Grow existing relationships into new programmes, extensions and adjacent products across the account.

• Qualify rigorously & walk away from poorly qualified deals.
• Build quantified business cases in the customer's own language, covering avoided interruptions and customer minutes lost, deferred asset replacement, TOTEX efficiency and safety.
• Shape commercial structures, tender pricing, framework agreements, multi-year commitments and managed-service models, and hold price and margin under procurement pressure.
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