Key Account Manager (m/f/d), Utilities - Austria

Shaping the future of power - together with utilities

At Eaton Industries (Austria) GmbH, we support utilities as they navigate a rapidly evolving energy landscape shaped by new regulations, aging infrastructure and increasing demands for reliability and sustainability. With over 100 years of electrical engineering expertise across generation, transmission and distribution, Eaton works closely with utility partners to drive innovation and power what's next.

For our EMEA Utilities segment, we are looking for a Key Account Manager (m/f/d), Utilities - Austria, with the following responsibilities:

The Key Account Manager (m/f/d) Utility/Renewable, as a hunting role, is responsible for maintaining and expanding sales and customer relationships within Utilities segment and/or active in Renewable segment in order to place the full Eaton energy distribution and management offer portfolio. The person will lead customer facing activities and establish a trusted advisor relationship with key decision makers, stakeholders and partners in order to meet Eaton revenue goals in Alps. He/she is managing the entire customer's ecosystem following market analysis, defining the customer portfolio, developing action plans involving the Eaton organization, for the best customer experience. Connect and build strategic relationship with C-Level of key Utility customers. Proper track recording will be required within company tools, like CRM, as well as end to end projects and pipeline management lifecycle.

What you'll do:

The candidate will be responsible for:

Strategy and Account Planning:

• Define the proper targeted Accounts, nurture and expand customers portfolio, design the proper mid-long term strategy and development plan; KAM will have a strategic perspective orchestrating deals and long-term plans that align with a mutually beneficial strategy for Eaton and Customers. Build and develop strong relationship with key stakeholders in the ecosystem of the customers by a systematic development, expansion and maintenance of a strong network of partners, system Integrators, panel builders, contractors; Contribute to, drive and execute strategic framework dedicated to the assigned segments; Maximize cross selling of all Eaton portfolio of products, solutions and services leveraging our value proposition. Value-based selling as well as contract management knowledge and high level negotiations are top skills in the role.

Demand Generation:

• Leveraging the proper Eaton's products and solution knowledge, target and select the key specifiers and consultants for an effective Eaton presence in specifications for major electrical projects; building the pipeline and closing revenue according to growth plans and large projects development in the segment; Planning, organizing and carrying out product presentations, training and sales promotions with the support of marketing and product support sales; Focus and Leverage the Energy Transition trend and Eaton roadmap for building and secure proper approach and maximize revenues from the ET. Active participation in regional and national trade fairs in order to gain insight and generate leads and contacts. Define value proposition and proper solution approach for the segment and for customers.

Processes and Tools:

• Responsible for sales and results for the business processes within the segment and the full country organization, determining and/or proposing and negotiating customer/project conditions within the company rules; be the reliable interface between customers and the EATON organization leveraging and fostering all the internal functions and stakeholders; Generate and report pipeline, growth and sales process related metrics as per company standards and rules; ensure proper recording in CRM of all the needed metrics and information; Regular and special reports on important market information and a monthly forecast will be requested.

Organization:

• Be a strategic leader, build strong internal connections inside Eaton for ensuring proper support, sales synergies, opportunities and project management.

Market insight:

• Build and Maintain market and competitor analysis; gaining knowledge and expertise of the relevant EU and local regulations, standards, Energy Transition Trends, incentives driving demand and the energy market specifics and dynamics.

Qualifications:

• Bachelor Degree in Electrical or Mechanical Engineering
• 5 or more years of sales and business development or customer facing strategic / technical role in the energy infrastructure industry; knowledge of Utilities and Renewable market and is a preferred element

Skills:

• Solid knowledge of the Energy/Power Distribution products and solution such as medium voltage, transformers, Low Voltage and Energy Storage technology
• Software skills (i.e. SCADA)
• Confident use of MS Office and CRM applications
• Commercial Savvy and relationship builder, trusted consultative seller
• Experience or knowledge in industry/application
• Previous major account selling experience required, with hunter approach
• Team player
• Good organization, communication and project management skills
• Initiative and self-management skills
• Strong communicator with presentation skills, Sales Management skills
• Digital mindset.
• Native German and fluent written and spoken English skills, additional languages are an asset

We offer

• Employment in a leading company in the field of the energy transition in Austria.
• A workplace at one of the top 300 employers in Austria for the 5th time
  (Rank 62 out of 300 in 2024; in our category we achieved 4th place).
  Austria's EqualitA Award 2024.
• Working in a company committed to inclusion & diversity and sustainability
  (promoting an inclusive culture with the strategic goal of increasing female representation, including in leadership positions).
• Collective agreement of the electrical and electronics industry
  (one of the best in Austria).
• Flexible working hours (flextime).
• Numerous continuously developed training and development opportunities
  (including our own Eaton University).
• A strong, agile, and diverse team.
• Structured employee development processes and an open feedback culture with development plans.
• Comprehensive onboarding support and a well-structured introduction process.
• Attractive works council benefits (various subsidies, e.g., in the healthcare sector, and shopping discounts).
• Shopping vouchers at Christmas.
• Discounted purchase of Eaton products.
• Free support services for all employees and their family members in crisis situations or when professional or private assistance is needed.
• Numerous opportunities for voluntary engagement in various IERGs (Inclusion & Diversity groups).
• Parking facilities for employees at the Vienna site.

In accordance with the KV FEEI, the minimum annual salary for this position is EUR 54,968.06; however, we are prepared to offer an attractive, market-competitive salary depending on the candidate's qualifications, level of experience, and competencies. In addition to this, a sales-related bonus scheme applies.

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All positions may require participation in video and in-person interviews as part of the hiring process. All candidates will be evaluated based on job-related competencies, and all candidates' privacy rights and data security will be protected in accordance with applicable laws.

We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.