Key Account Manager (54926)

Why this role is important to us?

Hanley Energy is seeking a Key Account Manager with a focus on Controls (ACS, BMS, EPMS) for our Data Center Solutions Division based in Ashburn, VA.

Reporting to our VP of Sales, Controls, this position will be responsible for building and expanding relationships with assigned Key Accounts Data Center clients.

You will be assigned to one or more key client accounts and will be responsible for achieving sales targets, pipeline management, relationship management and strategic account planning while maintaining client satisfaction.

What will you do?

Account Strategies:

• Be part of executing a multi-year strategic sales plan within your assigned accounts.
• Be part of defining sales strategies for individual accounts in order to meet the client’s current business and long-term plans.

Sales Targets:

• Attaining sales targets, account coverage objectives, and client satisfaction targets for the account.
• Take accountability for monthly, quarterly, and annual results on specifically assigned product lines, as per the direction of the Global Head of Key Accounts.

Account Plan/Account management:

• Create and execution individual account plans.
• Plan for and suggest contingency plans in the event of potential order shortfalls.

Client Relations and Insights:

• The role involves establishing and nurturing account relationships based on a defined strategy. This includes managing significant client engagements with assistance from various lines of business.
• Possess the ability to cultivate enduring, trusting, and broad-based relationships across the client's organization.
• Develops / maintains detailed understanding of the client’s business strategy, purchasing behavior, and organizational structure.
• Understand the Client CX rating and undertake appropriate actions to ensure engagement and experience trends at a high level.

What we value

• Experience in selling Controls scope (ACS, BMS, EPMS)
• Degree in Engineering, Project Management, Sales and/or Marketing are preferred. However, other disciplines will be considered with proven technical selling aptitude.
• Experience is preferred in sales or business development working with clients in the Data Center market.
• Strong analytical and communication skills are required to determine, evaluate, and report reasons for success or failure of sales efforts, and forecast / communicate changes in client’s buying patterns and product requirements.
• Ability to manage multiple projects while remaining organized and strategic to carry out the sales account plans.
• Flexibility for occasional international and domestic travel.