Major Account Manager

Job Description

Eaton’s North American Sales Division is currently seeking a Major Account Manager to join our team. This position is based at our Glendale Heights, IL; Menomonee Falls, WI; Southfield, MI or our West Chester, OH location.

Position Overview:

The Major Account Manager has primary relationship management responsibility for assigned account(s). The account responsibility includes 2-4 national clients with an annual electrical spend of $50-100 million and an annual order volume of $10-15 million. Additionally, the account portfolio may include 2-4 developmental accounts – where action plans will be established and implemented with the intention of elevating the account to full national status. As the primary customer interface, this position leads a national sales, service and support team in driving accelerated, profitable growth aligned with the action based national account sales plan for each assigned account. This role is responsible for developing a keen understanding of the assigned account(s) business needs and drivers, decision making process and buying behavior and for leading the development and delivery of specifically tailored value propositions, accurate, recommended solution proposals and complete, customer life-cycle services. Solutions will encompass Eaton’s entire electrical offer portfolio consisting of Products, Systems, Solutions and Services and may also include the complete, ONE EATON portfolio where appropriate by customer.

Making what matters work at Eaton takes the passion of every employee around the world. We create an environment where creativity, invention and discovery become reality, each and every day. It’s where bold, bright professionals like you can reach your full potential—and where you can help us reach ours.

In this function you will:

• Account relationship management involving account resources at appropriate decision-making level with titles up to and including C-level executives, on-going assessment of relationship efficiency and effectiveness, insuring Eaton is in the best position to win profitable business
• Lead, coordinate and define a single, action-oriented, national account plan including input from all members of the national sales, service and support team assigned and associated with the client(s) and as mutually agreed, where appropriate, by the assigned account(s)
• Project manage the execution of the national account plan, providing required status and results reporting on a monthly, quarterly and annual basis
• Lead and drive national account opportunity identification, pursuit and closure - involving applicable products, systems, solutions and services; provide necessary, company-wide visibility to the assigned account(s) opportunity pipeline and include this critical information in all required status and results reporting
• Lead, develop and manage key account negotiations – standing agreements or transactional, including terms & conditions, pricing, service level agreements, etc.
• Insure necessary regional and local account sales, service & support resources are assigned, engaged in execution of the national account plan, actively and with agreed priority; resolve any resource misalignment or account priority issues with the appropriate regional or local resource structural manager
• Leverage ingrained knowledge of Eaton’s offer portfolio, pre-sale, delivery/execution and services capabilities where the assigned client(s) has operations
• Provide specific voice of customer feedback to appropriate product, system, solution and service business leaders – for future product development, quality, modification, customer satisfaction and other purposes; lead customer relationship review process (CRR) activities for assigned account(s)
• Travel as required and based on the assigned account(s) locations – anticipated up to 50%
• Lead, develop and deliver presentations involving a variety (company overview, programs, products, systems, solutions, services, account plan, etc.) to appropriate resources at various levels in the assigned account(s)
• Participate and provide customer specific input to segment, product and services marketing plan development and profit planning for products, systems and services businesses

When we embrace the different ideas, perspectives and backgrounds that make each of us unique, we — as individuals and as a company — are stronger.

Required (Basic) Qualifications:

• Bachelor’s degree from an accredited institution
• Minimum ten (10) years' experience in technology or data center industry
• Minimum seven (7) years of sales experience
• Must possess a valid and unrestricted driver’s license
• No relocation benefit is being offered for this position. Only candidates within a 50-mile radius of Glendale Heights, IL; Menomonee Falls, WI; Southfield, MI & West Chester, OH will be considered. Active-Duty Military Service member candidates are exempt from the geographical area limitation.
• Must be able to work in the United States without corporate sponsorship now and within the future

Preferred Qualifications:

• Bachelor’s degree in a technical field or business from an accredited institution
• Superior knowledge of the sales process and technical background that would support the required product knowledge
• Two (2) years' experience in strategic marketing
• Demonstrated ability to effectively interface with internal and external customers in a fast-paced environment
• Previous experience in national account management
• Knowledge and sales experience in the power quality industry

Position Criteria:

• Key account selling – clients with multiple sites
• Strategic thinking and planning
• Relationship management
• Team leadership – setting direction, creating inspiring vision, motivating
• Solution selling (team-based)
• Coaching and mentoring
• Customer presence including multi-level comfort and confidence
• Necessary segment and application expertise
• Relevant offer knowledge
• Analytical & critical thinking
• Project management
• Tactical execution
• Communication skills – written and oral
• Organizational knowledge and agility
• Negotiating, influencing and convincing
• Innovation and problem-solving
• Delivering results
• Ability to travel up to 50%

We are committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.

Eaton considers qualified applicants regardless of criminal histories, consistent with local laws. To request a disability-related reasonable accommodation to assist you in your job search, application or interview process, please call 412-893-3600 or send an email to: [email protected]

What you will get from us

Eaton’s mission is to improve the quality of life and the environment through the use of power management technologies and services. We provide sustainable solutions that help our customers effectively manage electrical, hydraulic and mechanical power – more safely, more efficiently and more reliably. Making what matters work at Eaton takes the passion of every employee around the world. We create an environment where creativity, invention and discovery become reality, each day. It’s where bold, bright professionals like you can reach your full potential—and where you can help us reach ours. Eaton’s 2020 revenues were $17.9 billion, and we sell products to customers in more than 175 countries. We have approximately 85,000 employees.

We make work exciting, engaging and meaningful for our employees through our dedication to tackling some of the toughest power management challenges on the planet and by never losing sight of what matters. Our culture is built on a strong commitment to practicing our core values and supporting our employees with the tools they need to succeed. We pledge to always foster a diverse and inclusive environment, including inclusion resource groups that bring together employees who share a common purpose, interest or background. In the past year, our company has received top employment recognition by the Human Rights Campaign and almost fifty percent of our Board of Directors represented diverse groups. When we embrace the different ideas, perspectives and backgrounds that make each of us unique, we — as individuals and as a company — are stronger.

We have demonstrated our passion for sustainability with the recent announcement of cutting carbon emissions from the company’s operations by at least 50 percent by 2030. We are ethical, passionate, accountable, efficient, transparent and committed to learning. We are confident we can deliver on our promise to improve the quality of life and the environment because of the attributes that our employees embody.

We are committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.

Job: Sales

Region: North America – US/Puerto Rico
Organization: NAS North American Sales

Job Level: Individual Contributor
Schedule: Full-time
Is remote work (i.e. working from home or another Eaton facility) allowed for this position?: Yes
Does this position offer relocation?: No
Travel: Yes, 50 % of the Time