Strategic Account Director - Power Generation & Market Development

Strategic Account Director – Power Generation & Market Development About IAFDIndustrial Air Flow Dynamics, Inc. is the leading provider of engineered maintenance solutions for the power generation industry. IAFD provides turnkey field services supported by engineering-led problem solving, custom fabrication and experienced on-site execution.

IAFD continues to grow through customer partnership, technical innovation, and investment in people and capabilities.

Position Summary The Strategic Account Director – Power Generation is responsible for accelerating profitable growth across IAFD’s strategic power generation customer while developing new commercial opportunities throughout the power generation market.

This role focuses on expanding IAFD’s presence within key customer accounts and building strategic relationships with OEMs, EPCs, Owner’s Engineers, engineering consultants, and other market influencers.

Working closely with Regional Sales, Engineering, and Operations, this position identifies opportunities early in the customer planning and project development cycle and helps convert them into long-term profitable revenue.

Key Responsibilities Strategic Account & Enterprise Growth
• Develop growth strategies across assigned power generation customers and fleets.
• Increase IAFD’s share of wallet and expand into additional sites and business units.
• Build executive relationships and position IAFD as a preferred strategic partner.
• Identify opportunities during outage planning, maintenance strategy, and capital investment discussions.

Market Development
• Develop relationships with OEMs, EPCs, Owner’s Engineers, engineering consultants, and other industry influencers.
• Position IAFD earlier in project development and customer buying cycles.
• Identify new markets, partnerships, and routes to market that create revenue opportunities.
• Increase awareness and specification of IAFD solutions.

Opportunity & Revenue Development
• Generate qualified opportunities before formal RFQs or procurement events.
• Connect customer needs with IAFD’s engineering, fabrication, and field service capabilities.
• Support Regional Sales in converting strategic opportunities into profitable projects.
• Identify opportunities for long-term customer and market growth.

Market Intelligence & Collaboration
• Monitor market trends, customer investment activity, technology developments, and competitors.
• Translate market intelligence into commercial growth strategies.
• Partner with Regional Sales, Engineering, and Operations to support strategic opportunities.
• Maintain account strategies, opportunities, and commercial activity in Salesforce.

Qualifications
• Bachelor’s degree preferred.
• 7–10 years of commercial experience in power generation, industrial services, engineered solutions, or technical sales.
• Experience in strategic accounts, business development, enterprise sales, or market development.
• Experience working with utilities, power producers, OEMs, EPCs, or engineering organizations preferred.
• Proven ability to build executive relationships and develop complex commercial opportunities.
• Strong commercial acumen and understanding of industrial project and buying cycles.
• CRM experience required;
Salesforce preferred.

Key Competencies
• Revenue generation
• Strategic account growth
• Business and market development
• Executive relationship management
• Opportunity creation
• Customer penetration
• Commercial planning
• Market intelligence
• Collaboration and influence

Working Conditions
• Approximately 50–60% travel.
• Travel may include customer offices, power plants, engineering firms, industry events, and partner meetings throughout North America.
• Plant visits may require PPE and access to industrial environments.

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