Key Account Manager

Job Description:

Location: Remote

Extensive travel is required.

Position Summary

The USIC Key Account Manager (KAM) will lead new business initiatives across multiple named USIC accounts and assigned sales territories that are critical to organizational growth. This important contributor to the USIC Sales team will incorporate USIC’s commercial strategies to increase account business across multiple platforms as “One USIC” to both utilities, large municipalities, and/or communications service providers. The KAM will leverage customer and industry relationships to promote the USIC brand and to develop value-added selling opportunities. Success requires a proven track record of successfully building and managing accounts in complex environments.

Responsibilities

• Achieve company quotas for profitable sales bookings, revenue, and new account acquisition
• Manage the entire buying cycle at named USIC accounts: prospect identification, relationship development, opportunity qualification, value-based proposal creation, accurate resource forecasting, strategic action planning, contract negotiations, focused deal closing, and service delivery
• Develop strategic account plans and overarching win strategies for Key Accounts
• Effectively represent USIC and communicate its core value proposition, suite of offerings, and associated business impacts to utility and communications customers and prospects
• Track, analyze, and report relevant sales and pipeline metrics to communicate account progress and utilize USIC organizational support efficiently
• Build, extend, and manage a diverse network of contacts including utility and telecom executive stakeholders, key USIC partners, and industry consultants
• Spearhead account expansion activity by driving effective cross-selling across USIC offer specialties to increase customer spend and attain greater “wallet share” for combined locating and advanced services offerings
• Gather market and customer intelligence to help the organization develop and deliver expanded offerings around dedicated services and innovative, data-informed commercial models
• Work alongside USIC Marketing to develop commercial collateral, customer case studies, business presentations, etc. that advance commercial initiatives
• Actively engage the customer community at industry events, conferences, and client meetings
• Represent the USIC organization in a manner consistent with its core values and team-based approach.

Requirements

• 5+years of experience working within the utility and communications industries
• Bachelor’s degree, advanced degree preferred
• Ability to travel ~50% to customer locations and conferences
• Extensively networked at executive levels within the utility and telecom sectors
• Persuasive communication and presentation skills
• Experience accessing and leveraging CRM and sales analysis tools (e.g. Salesforce)
• Market development and demand generation expertise
• Background in service industries, ideally with utility or infrastructure-related fields

We are an Equal Opportunity Employer. Veterans are encouraged to apply.