Sullivan & Cromwell LLP

Key Account Director

Sullivan & Cromwell LLP

full-time

Posted on:

Origin:  • 🇺🇸 United States • Illinois

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Salary

💰 $137,400 - $182,108 per year

Job Level

Lead

Tech Stack

Oracle

About the role

  • Drive the development and oversee the execution of the customer’s complex strategic plan, ensuring alignment with high-level business objectives and long-term vision.
  • Serve as the primary point of contact for senior customer stakeholders, streamlining high-level communications and activities in alignment with the strategic plan
  • Cultivate and maintain a deep understanding of key account priorities, challenges, and future needs, identifying innovative strategies for S&C to deliver optimal value
  • Analyze complex data and sales statistics to refine business and marketing strategies, sharing insights with senior leadership and appropriate teams within S&C
  • Lead the collaborative creation of sales forecasts and budgets, partnering with sales leadership, territory sales professionals, and manufacturer representatives to develop a unified future pipeline of opportunities
  • Oversee and enhance customer account management processes to ensure consistency, streamline operations, and guarantee a positive customer experience
  • Foster strong, strategic engagement with customers across all relevant departments and executive levels to ensure thorough coverage and mitigate risks or gaps in key account management
  • Attend high-stakes customer meetings to facilitate the closure of significant opportunities, maintain oversight of the account, monitor deliverables, and determine next steps
  • Strategically optimize and nurture deep engagement, facilitating executive, technical, and sales engagements to achieve sales growth and strategic objectives
  • Conduct regular executive-level meetings, presentations, and product demonstrations showcasing S&C's value proposition, products, and services
  • Progress, negotiate, and close high-value sales opportunities using insight selling techniques and advanced knowledge of S&C's technology, products, and industry expertise
  • Develop compelling proposals and deliver impactful sales presentations to promote and build momentum for sales opportunities
  • Collaborate with senior cross-functional teams to ensure seamless coordination and alignment between sales leaders, executives, product development, sales enablement, marketing, and sales operations
  • Proactively monitor industry trends, competitor activities, regulatory changes, and emerging technologies and markets to develop and update strategic account plans, inform product development initiatives and safeguard S&C's interests
  • Represent S&C at major industry events, including trade shows, conferences, and executive meetings, showcasing leadership and expertise
  • Mentor and coach junior sales professionals and other S&C stakeholders across the full sales cycle to share learnings and knowledge
  • Leverage Salesforce to record and analyze sales activities, providing comprehensive updates on key opportunities and strategic initiatives
  • Track and report key account performance against strategic objectives, budgets, and KPIs to senior leadership, ensuring alignment with overall business goals
  • Entertain customers, as appropriate, in the evenings and on weekends to build and strengthen strategic relationships, demonstrating leadership and commitment
  • Travel regularly (up to 80%), primarily domestically with some international travel) to engage with key customers, attend tradeshows and other conferences, deliver sales presentations and progress opportunities to conversion
  • Understand and comply with all applicable Company policies and rules

Requirements

  • Valid driver's license in good standing and clean driving record
  • Typically ten (10) years of experience within the electric power industry and/or working with electric utilities
  • Experience in Key Account Management, preferably in the electric power industry with investor-owned utilities
  • Proven track record of success in sales and strategic account management with strong skills in orchestrating the day-to-day activities of an account team
  • Mastery knowledge of electrical power systems and demonstrated success in sales within the electric power systems industry
  • Proven experience developing sales accounts and generating new business opportunities with an ability to synthesize customer needs with a product portfolio
  • Advanced knowledge of sales, market trends and competitive landscape, with an ability to assess and consider these factors when developing sales strategies
  • Demonstrated skills in influencing customers to quickly adopt new technology/solutions
  • Advanced business acumen, entrepreneurial approach, and analytical skills with the ability to use and analyze data to drive informed decisions, problem-solve complex issues and leverage data and learnings to drive continuous improvement
  • Advanced financial acumen and numerical ability to manage budgets, forecasting, and margins in a sales environment
  • Excellent negotiation skills to influence and close complex, high-value deals
  • Expert communication skills, (written, verbal, listening and presentation) able to liaise with internal and external stakeholders at all levels from senior executives to support staff
  • Creative and persuasive in communicating how solutions meet the needs of each unique customer, and able to successfully present to a variety of audiences, both small face-to-face interactions through large conferences and formal presentations
  • Exceptional interpersonal skills to establish meaningful relationships built on mutual trust and respect and foster collaborative working relationships amongst a diverse audience
  • Excellent organizational, planning and project management skills, coordinating internal and external resources and juggling key account demands
  • The ability to travel as required