Executive Director - Strategic Accounts

5 days ago

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Osmose

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Osmose is a leading provider of asset management and resilience solutions for utility infrastructure. With over 90 years of experience, the company specializes in the inspection, life extension, and rehabilitation of aging structures, including wood, steel, and concrete utility poles. Osmose employs innovative technologies, such as predictive analytics and drone inspections, to ensure the safety and durability of utility assets, helping them withstand severe weather and meet community needs.

1001 - 5000 employees

Founded 1934

⚡ Energy

📋 Description

• The Executive Director Strategic Accounts will be responsible for developing and executing the growth strategy for the services within their portfolio. • Measures of success for this position include execution of the strategic growth plan for their stated portfolio which includes increasing new customer acquisition rates, up-selling/cross-selling to existing accounts, achieving stated revenue and profit margins and contributing to overall sales team and business success to achieve company targets. • Identifying opportunities in the market for Osmose to grow its service offerings. • Determining the scope and manner in which Osmose will provide such services. • Working alongside Business Development and Product Management to conceptualize, position and sell value-add solutions that solve our customers business challenges. • Develop go-to-market strategies and customer engagement packages (within your portfolio) to enable Business Development (BD) to identify, position and qualify new opportunities and execute the sales plan. • Initiate and effectively conduct sales calls and presentations to prospective customers; focused on services under the companys Technical Services solutions portfolio. • Provide consulting services to customers; conceptualize, position and sell value-add solutions that solve our customers business challenges through our entire Technical Services portfolio of product and service offerings. • Ensure deals/solutions are aligned with portfolio objectives. • Follow and work to continuously update Osmoses established sales enablement business processes to streamline qualification, pricing and transition to project execution while minimizing disruptions to the business and improving quality of deals. • Use customer and market intelligence to advise the Contracts team on proposal development and craft specific language when necessary. • Submit price recommendations after gathering sufficient production and scheduling information from Operations. • Produce, (in concert with Business Development, Engineering and Corporate Development groups) an annual sales forecast that ensures market coverage with the appropriate contact frequency, based on business priorities and value. • Update the forecast on a regular basis to maintain its accuracy. • Identify value-add partnerships that support/accelerate growth in your portfolio. • Integrate them into our business processes (joint sales, contracts, SOWs, pricing) to support winning and executing successful projects. • Working with the Marketing Department, drive the development of sales and marketing content (sell sheets, presentations, website) in support of Osmose products and services. • Represent Osmose in the industry. • Promote Osmose through speaking engagements at industry conferences. • Keep skills updated and remain proactively aware of happenings and current events in the industry.

🎯 Requirements

• Bachelors Degree in engineering or engineering technology from an accredited program. • General knowledge of the high-technology industry as it pertains to utilities and/or telecommunications companies and an awareness of consulting approaches and practices. • 10+ years experience working with/in regulated electric utilities, working with the planning, procurement and management of distribution engineering programs or other large T&D infrastructure or Telecommunication projects. • Experience developing presentations, defining customer requirements, architecting solutions and developing detailed technical proposals to support opportunities. • Excellent interpersonal communication skills to explain complex technical topics in an easily digestible manner. • Willingness to travel overnight and work varied hours to achieve desired results (30-50%).

🏖️ Benefits

• Medical Insurance and Health Savings Account with company contribution • Dental • Vision • Life Insurance • STD • LTD • Critical Illness Plan and more! • 401(k) with excellent company match • Paid time off