Job Overview

The role of the Utility Account Manager is to maintain and grow relationships with key utility owners and operators. These customers represent significant annual spend ($1m - $8m). The Account Manager is responsible for coordinating new tender submissions, monitoring and maintaining service levels, engaging with engineering standards to drive business growth, and collaborating with internal stakeholders to ensure delivery schedules are met and any requests or complaints are resolved promptly. 

Job Responsibilities

Engineering Presentations

• Understand the range of TE products available to offer into the market place
• Creating, implementing and maintaining a 12 month strategic engagement plan
• Work with product management team to present detailed seminars with senior engineers

Tender Submissions

• Responsible for compiling all commercial schedules and attachments
• Engage with product management team to ensure technical schedules completed on time
• Working alongside sales operations to develop and gain pricing approvals  

Contract Management

• Present at periodic review meetings with contract management team
• Monitor contract KPI performance and engage with internal stakeholders to drive improvements
• Conduct annual price reviews ensuring profitability is maintained

Procurement 

• Provide weekly open order status reports communicating any delivery delays or improvements
• Work with the customer service team to ensure questions or concerns resolved promptly
• Identify and capitalise on opportunities to take business from under performing competitors

Regular Customer Visits

• Minimum monthly meeting with procurement team (each customer)
• Quarterly engineering presentation focussed on growth opportunities (each customer)
• Quarterly contract review meetings (each contract)
• Weekly visits to field staff, warehouses, industry events, toolbox meetings etc.

Collaboration with Internal Team

• Inventory Manager to maintain product forecasts
• Supply chain to monitor progress on inbound orders
• Production Line to determine capability and lead times for projects

Market Research

• Understand and anticipate the commercial and technological direction being taken by customers
• Present new product innovations with a strong understanding of the value proposition
• Gain understanding of competitor activity through customer engagement and analysis of data

Technical Support

• Have a good knowledge of the various technologies and products offered
• Have a sound understanding of the applications where customers are utilising TE product
• Ability to ask questions and obtain all necessary information to present to product manage

• Compliance to TE Process. Ensure all training modules are completed by due dates, and all business decisions are approved by the required level of authority before proceeding. 

Job Requirements

• Experience working with technical products in the electrical, telecommunications, water or gas industries
• Minimum 5 years’ experience in technical sales, engineering or contract management
• Experience working with Tier 1 & 2 organisations, with an understanding of tenders and contracts. 
• Must hold a current driver’s license
• Sound Business Acumen
• Demonstrate sound commercial and business judgement that builds customer relationships and are consistent with achieving a profitable outcome for TE
• Ability to understand and communicate technical engineering solutions
• Entrepreneurship as far as looking for new ideas and opportunities for TE products
• Able to grasp strategic decisions and help Management deliver the company Vision and Purpose
• Strategic Planning Ability.
• Focused on achieving goals and has a Drive for results
• Functional skills – Business, Financial, IT / Reporting, Compliance
• Disciplined time management ensuring tasks are completed on time
• Comfortable working within a national team

Competencies