Account Executive, Utilities

About the Role

As an Account Executive focused on the utility market, you serve as the revenue engine of our business, driving growth through ambitious sales targets and dedicated customer engagement. You leverage deep technical knowledge of our transformer and switchboard products to develop solutions and quotes that meet customer requirements. You act as the primary point of contact for investor-owned utilities, municipal utilities, and rural electric cooperatives, building and maintaining long-term relationships through consistent engagement and excellent service. Working collaboratively with customers and internal teams, you manage customer inquiries, process RFQs, and ensure customer satisfaction throughout the entire sales cycle. You also leverage every customer interaction to maximize sales opportunities and expand our market presence in the utility sector.

Role Responsibilities

• Primary Customer Contact: Serve as the primary point of contact for your accounts by maintaining regular communication, responding promptly to inquiries, understanding their business needs, and building strong relationships with key decision-makers.
• Product Knowledge and Solution Design: Develop and maintain a strong technical understanding of our transformer and switchboard product lines, including key specifications, common configurations, and competitive differentiators. Understand utility-specific requirements around reliability, maintenance, and standardization to effectively match customer requirements with appropriate solutions and build accurate preliminary quotes independently for standard products.
• Requirements Analysis and Quote Development: Gather and analyze customer technical requirements, site conditions, and project specifications to develop comprehensive quotes. For standard configurations, independently develop quotes while recognizing when to engage Sales Engineering support for complex or custom solutions. Ensure all quotes accurately reflect customer needs, delivery requirements, and commercial terms.
• Account Development: Identify and pursue opportunities to expand business relationships with existing accounts, grow revenue through blanket orders and alliances, and strengthen our position as a preferred supplier. Navigate complex utility procurement processes including long-term agreements and alliance partnerships.
• Managing Account Profit Margins: Own your accounts' P&L statements with a focus on maximizing revenue and maintaining strong profit margins. Drive pricing strategies that optimize both sales volume and profitability.
• Technical Coordination: When complex requirements arise, collaborate with Sales Engineers and Product Teams to address technical questions, validate specifications, and ensure customer needs are met accurately and efficiently. Coordinate internal resources to support customer requirements throughout the sales cycle.
• New Business Generation: When engaging with existing customers, leverage established relationships to identify and pursue new business opportunities through referrals, networking, and industry connections. Actively seek introductions to new branches, sister companies, or business partners of current accounts to expand our customer base.
• Pipeline Management: Maintain an accurate and up-to-date sales pipeline within Hubspot, including detailed opportunity tracking, activity logging, and deal forecasting. Ensure all customer interactions, quotes, and deal stages are properly documented to support reliable revenue forecasting and team collaboration.
• Product and Market Intelligence: Stay current on industry trends, competitor activities, and product developments in the utility space. Monitor developments in grid modernization, renewable integration, and reliability initiatives to identify opportunities. Provide regular feedback to Product and Marketing teams about utility needs, market demands, and competitive pressures to help inform product development and go-to-market strategies.
• Process POs: Collaborate with the Finance Team to convert quotes and POs into invoices, ensuring all critical details like delivery information and AP contacts are accurately captured and documented.
• Revenue Collection: Collaborate with Accounts Payable to ensure your accounts’ pay on schedule and coordinate communication in the event of extended late payment.
• Strategic Performance Reporting: Lead bi-weekly presentations to go-to-market leadership covering key account metrics, strategic initiatives, pipeline developments, and risk factors. Provide data-driven insights on market trends, competitive dynamics, and opportunities for growth while highlighting wins and addressing challenges proactively.

About You

You bring a dynamic blend of technical understanding and commercial instinct, paired with the relationship-building skills that come from recognizing how strong partnerships drive utility success. Your consultative approach is balanced by your natural ability to understand and translate utility requirements into practical solutions. You dive into the details of customer specifications while keeping sight of the bigger picture, managing multiple opportunities with both strategic focus and day-to-day hustle. Above all, you're driven by supporting critical power infrastructure and thrive in connecting utility needs with innovative solutions.

Requirements

• 2 years of sales experience in electrical distribution equipment or related utility products
• Experience developing and maintaining relationships with investor-owned utilities, municipal utilities, or rural electric cooperatives
• Strong technical foundation with the ability to understand and discuss electrical systems, particularly transformers and switchgear in utility applications
• Understanding of utility procurement processes, including bidding requirements and alliance partnerships
• Experience navigating complex organizational structures and long-term agreement negotiations
• Proven track record of consistently meeting or exceeding sales targets
• Demonstrated success managing long-cycle utility sales processes
• Proficiency with CRM systems (Hubspot experience preferred)
• Excellent written and verbal communication skills with the ability to present technical information effectively
• Bachelor's degree in Business, Engineering, or related field and/or evidence of exceptional experience
• Willingness to travel up to 40% for customer meetings and site visits