Strategic Accounts Manager – Excitation

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Published: April 26, 2021
Highland, IL
Job Type
Based on Experience


The Strategic Accounts Manager – Excitation is responsible for sales of excitation projects in the U.S. and Canada. Assist in managing the selection and development of independent manufacturer's rep organizations and direct sales personnel required to support sales in the assigned market segment. Lead and direct the technical application team to support the Customers and projects in the assigned region. Responsible for establishing direct relationships with utility and large generation Customers.
Reports to: Vice President of Sales

Essential Duties:

  • Manage and coordinate all activities in the assigned market segment to accomplish objectives and defined sales goals to ensure the profitable growth and expansion of company products/services.
  • Direct the activity of independent and direct Sales Representatives to identify and close projects.
  • Supervise and direct the activity of the Excitation Application Specialists.
  • Work with Excitation Application Specialists and end users to get new and existing projects.
  • Maintain contacts with major accounts in the assigned market segment.
  • Take the lead to set strategy for projects in the market segment.
  • Responsible for finalization of the negotiation of purchase agreements and terms and conditions within the assigned market segment.
  • Identify and resolve commercial issues related to projects within the defined limits of authority.
  • Provide sales forecasts and budgets and participate in the determination of market potential in the assigned market segment.
  • Provide necessary direction and training to direct sales personnel and/or independent manufacturer's rep organizations on appropriate products selling techniques, account strategies, and negotiating.
  • Assist in recruitment, selection, and termination of sales personnel, as required.
  • Assist Marketing by reviewing and suggesting potential new products for the assigned market segment.
  • Attend and assist in trade organization functions as required.
  • Enter all leads, opportunities, contacts, and trip reports into CRM system.
  • Complete monthly review of travel schedules for direct reports.
  • Perform other duties as assigned.


  • Minimum of five (5) years sales management experience.
  • Excellent interpersonal communication skills.
  • Experience with capital or custom projects with long sales cycles.
  • Ability to train, direct and motivate people.
  • Travel in excess of 40% of time.
  • Bachelor's degree required in Business Management or Technical Field. BSEE a plus.
  • Knowledge of electrical power industry a plus.
  • Computer literate in MS Office Suite and CRM programs.
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