Eaton Corporation Major Account Manager - Data Center Sales in New Jersey, New York
Eaton Electrical North American Sales (NAS) Data Center Vertical has an opening for a Major Account Manager. The position can be located in New York, New Jersey, or North Carolina.
The Major Account Manager has primary relationship management responsibility for assigned account(s). The account responsibility includes 2-4 national clients with an annual electrical spend of $50-100 million and an annual order volume of $10-15 million. Additionally, the account portfolio may include 2-4 developmental accounts – where action plans will be established and implemented with the intention of elevating the account to full national status. As the primary customer interface, this position leads a national sales, service and support team in driving accelerated, profitable growth aligned with the action based national account sales plan for each assigned account. This role is responsible for developing a keen understanding of the assigned account(s) business needs and drivers, decision making process and buying behavior and for leading the development and delivery of specifically tailored value propositions, accurate, recommended solution proposals and complete, customer life-cycle services. Solutions will encompass Eaton’s entire electrical offer portfolio consisting of Products, Systems, Solutions and Services and may also include the complete, ONE EATON portfolio where appropriate by customer.
Essential Functions of the position include:
A. Account relationship management involving account resources at appropriate decision making level with titles up to and including C-level executives. On-going assessment of relationship efficiency and effectiveness, insuring Eaton is in the best position to win profitable business.
B. Lead, coordinate and define a single, action oriented, national account plan including input from all members of the national sales, service and support team assigned and associated with the client(s) and as mutually agreed, where appropriate, by the assigned account(s)
C. Project manage the execution of the national account plan, providing required status and results reporting on a monthly, quarterly and annual basis
D. Lead and drive national account opportunity identification, pursuit and closure - involving applicable Products, Systems, Solutions and Services. Provide necessary, company-wide visibility to the assigned account(s) opportunity pipeline and include this critical information in all required status and results reporting
E. Lead, develop and manage key account negotiations – standing agreements or transactional, including Terms & Conditions, Pricing, Service Level Agreements, etc.
F. Insure necessary regional and local account sales, service & support resources are assigned, engaged in execution of the national account plan, actively and with agreed priority. Resolve any resource misalignment or account priority issues with the appropriate regional or local resource structural manager
G. Leverage ingrained knowledge of Eaton’s offer portfolio, pre-sale, delivery/execution and services capabilities where the assigned client(s) has operations.
H. Provide specific Voice of Customer feedback to appropriate product, system, solution and service business leaders – for future product development, quality, modification, customer satisfaction and other purposes. Lead Customer relationship review process (CRR) activities for assigned account(s)
I. Travel as required and based on the assigned account(s) locations – anticipated up to 50%
Other functions include:
A. Lead, develop and deliver presentations involving a variety (Company overview, Programs, Products, Systems, Solutions, Services, Account Plan, etc.) to appropriate resources at various levels in the assigned account(s)
B. Participate and provide customer specific input to Segment, Product and Services Marketing Plan development and Profit Planning for Products, Systems and Services businesses
Bachelor’s Degree from an accredited institution
Minimum ten (10) years' experience in technology or data center industry
Minimum seven (7) years' of sales experience
Must possess a valid and unrestricted driver’s license
Must be legally authorized to work in the United States without company sponsorship.
No relocation is offered for this position. All candidates must currently reside and work within the states of New York, New Jersey, or North Carolina to be considered.
Bachelor’s degree in a technical field or business from an accredited institution
Superior knowledge of the sales process and technical background that would support the required product knowledge
2 years' experience in strategic marketing
Demonstrated ability to effectively interface with internal and external customers in a fast-paced environment
Previous experience in a National Account Management
Knowledge and sales experience in the Power Quality industry
A. Key Account selling – clients with multiple sites
B. Strategic Thinking and Planning
C. Relationship Management
D. Team leadership – setting direction, creating inspiring vision, motivating
E. Solution Selling (Team Based)
F. Coaching and Mentoring
G. Customer Presence including multi-level comfort and confidence
H. Necessary segment and application expertise
I. Relevant offer knowledge
J. Analytical & Critical Thinking
K. Project Management
L. Tactical Execution
M. Communication Skills – written and oral
N. Organizational Knowledge and Agility
O. Negotiating, Influencing and Convincing
P. Innovation and Problem Solving
Q. Delivering Results
Eaton is a power management company with 2016 sales of $19.7 billion. We provide energy-efficient solutions that help our customers effectively manage electrical, hydraulic and mechanical power more efficiently, safely and sustainably. Eaton is dedicated to improving the quality of life and the environment through the use of power management technologies and services. Eaton has approximately 95,000 employees and sells products to customers in more than 175 countries. For more information, visit Eaton.com.
At Eaton we see things differently. We see opportunities to innovate, go above and beyond, and we work hard because what we do reflects who we are. If you see things differently – if you’re determined, motivated and focused on improving the world around you – then it’s time to see where a career at Eaton can take you. For more information visit www. Eaton.com/careers.
Region: North America – US/Puerto Rico
Organization: NAS North American Sales
Job Level: Individual Contributor
Is remote work (i.e. working from home or another Eaton facility) allowed for this position?: No
Does this position offer relocation?: No
Travel: Yes, 50 % of the Time