Key Account and Business Development Manager

We're hiring a Key Account and Business Development Manager - North America in the United States (remote office).

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Date:

10 Jan 2024

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Job description: 

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The Key Account and Business Development Manager - North America is primarily responsible for developing, driving, growing, and closing the opportunities for Ampacimon’s sensor-based capacity optimization and asset health monitoring & prediction solutions for OHL (overhead lines) and UGC (underground cables) business assets of electricity transmission and distribution utilities in North America. This is an individual contributor role that reports to the Vice President, North America.

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PRIMARY RESPONSABILITIES

• Develop and execute a business development plan for Ampacimon’s respective solutions with the key electricity transmission and distribution utilities in North America.
• Perform the execution phase and analysis phase of Entrepreneurial Selling, involving:

• Defining the needs and pain points of the customers
• Engaging the prospect (lead generation, sales pitch preparation & qualifying)
• Making the match (determining fit, proposing)
• Doing the deal (closing, re-setting expectations)
• Relationship management
• Measurement.

• Attain revenue targets and consistently close business on a quarterly basis.
• Prioritize market segments for optimal time efficiently in engaging new leads and opportunities.
• Effectively articulate Ampacimon’s value proposition and key differentiators with respect to competitors.
• Maintain relationships with customers to develop reference base and retain business.
• Stay abreast of changes in relevant technology, competition, customer preferences and regulatory requirements in power transmission and distribution industry that may affect positioning in the marketplace.
• Maintain sales related overhead costs and out-of-pocket expenses within established budget targets.
• Maintain sales pipeline reporting.
• Identify potential alliances within the region and prioritize accounts which can grow our business.
• Collaborate marketing activities within the region to generate qualified target opportunities.

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SPECIFIC SKILLS

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• Experience bringing innovative, complex solutions to market - either in software or hardware (or solutions combining both).
• Demonstrated experience of building commercial successes from scratch, and creating market opportunities, not only executing sales deals in an established environment.
• Demonstrated knowledge of electricity transmission and distribution systems.
• Demonstrated experience of driving results in long sales cycles environments.
• Executive communication - capable of projecting the brand Ampacimonwants to convey in the marketplace, both in written and direct forms.
• Ability to penetrate a customer organization in order to engage with senior business leaders.
• Ability to make a positive first impression, secure follow-up actions and define next steps.

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TRANSVERSAL SKILLS

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• Ability to interact at a high-level with customers or partners.
• Tenacity and positive attitude – ability to handle rejections from initial customer contact.
• Persistence and resilience - don’t take no as an answer.
• Proactive and strategic problem solving - required to researching/understand electric utility business issues.
• Coordination: ability to coordinate internal and external resources to solve customer’s problems.
• Team player – ability to interact with other Ampacimon’s team members (in the US and Europe) to enlist their support to close and deliver business deals.
• Strategic & entrepreneurial selling skills – account analysis and business solutions development with an emphasis on Return on Investment (ROI), regulatory environment for power transmission utilities.
• Self-starter, ability to work autonomously- particularly if home-office based, comfortable in working autonomously, away from the head office.
• Fluent English (working language), French is a plus.
• Travel of up to 60% is expected.

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QUALIFICATIONS & EXPERIENCE REQUIRED:

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• BS or MS in Electrical/Electronic Engineering, or equivalent successful experience in a similar controls industry role.
• Experience of 5+ years in Sales and Business Development in complex technical, industrial environments, ideally related to the electricity transmission and distribution utilities.

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To apply, send your CV and cover letter to jobs@ampacimon.com.

More information in the job description attached.

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