Sales/Account Manager
Aclara Technologies - Hazelwood, MO

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Sales/Account Manager, Electric

St Louis/South Central US

Reporting to the Director of Account Management, come explore this exciting opportunity at Aclara where the successful candidate will manage and develop existing accounts through value identification and strong relationships and promote new sales through distribution channels within an assigned territory and industry.

Essential functions & responsibilities of the Account Manager, Electric include:
  • Provide strong sales support to distributors and manufacturer representatives for all industry target accounts in assigned territory to achieve new customer Sales quotas
  • Work with channel partners to review and monitor their Sales plan for the assigned territory and create new business in the territory. Drive channel partners to execute to those Sales plans
  • Monitor and report on the activities of Competitors
  • As our channel partners identify opportunities, deliver effective sales presentations based on provided collateral and training
  • Support Product Marketing by gathering market/product intelligence from existing and prospective customers
  • As the face of Aclara, provide primary strategic account ownership for assigned existing customers
  • Develop strong professional relationships with key individuals, top decision makers, consultants and partners at assigned accounts
  • Understand assigned existing accounts’ plans, desires, and needs. Develop an Account Plan for each assigned account which identifies strategies to properly support and up-sell each account
  • For opportunities in excess of $50K, forecast and capture follow-on sales (up-selling) to existing accounts utilizing Salesforce. Note that this requires coordination with Aclara Distributors and/or Manufacturer’s Representatives depending on Aclara’s go-to-market channel
  • Coordinate and drive resolution of high-level customer issues with the support of other departments within Aclara. Communicate issue status and resolution to assigned customers
  • Identify, grow, and retain existing Key Accounts within assigned territory by developing and implementing additional strategies to include the Director, Account Management and/or Vice President, Account Management
  • Appropriately balance customer satisfaction with financial implications to Aclara
  • Review all major deliverables to ensure quality standards and client expectations are met
  • Communicate assigned customers’ goals and represent the customers’ interests within Aclara
  • Provide regular two-way communication between assigned customers and Aclara personnel, to provide strong team representation and set proper customer expectations
  • Understand the functionality of Aclara products and services to maximize Aclara’s value to the customer and effectively communicate all offerings to customers

Additional responsibilities include:
  • Per departmental guidelines, keep Salesforce current
  • Be cognizant of regional meetings (e.g. statewide meetings for AMI/Demand Response/ Distribution Automation, meter schools).
  • Based on collateral provided, communicate, all product issues, product enhancements, product roadmap changes, and sales campaigns to assigned customers
  • Coordinate successful kickoff and start-up of new accounts along with Customer Project Managers, as required
  • Assist in the preparation of RFP responses
    • Build strong relationships with accounts prior to a RFP being issued
    • Set proposal response strategy and manage the process
  • Keep management informed of critical issues, strategic opportunities, and issue status
  • Prepare and present any required reports to upper management
  • Follow all established Account Management processes and procedures