Key Account Manager - Advanced Energy Systems

Description

Position Summary

This role is focused on the development of advanced energy systems projects, including but not limited to distributed generation, peaking, combined heat and power, and other solutions that solve customer's current and future energy needs. Primary duties of the position include organic business development by building relationships with key customers, influencers, decision makers and regional power providers and grid operators. These relationships include but are not limited to existing prime power end users, utilities, electrical contractors, consulting engineers, landfill developers, outside suppliers, industry associations, and policy makers. Ultimately it is the role's responsibility to grow the prime power business and ensure customers are satisfied with MacAllister's products and services.

Position Duties/Responsibilities

Primary Responsibilities:

• Profitably grow the advanced energy systems business.
• Consults with end users, municipal and investor-owned utilities, contractors and engineering firms to provide comprehensive solutions to current and future power needs. These may include distributed generation combining multiple sources of generation and storage across solar, wind, battery, gas turbines, gas reciprocating internal combustion, combined heat and power or other systems.
• Supports economic analyses for investments in advanced energy systems, weighing capital costs, operating cost spreads between buying versus producing power, long-term monitoring & maintenance expenses, and market trends that influence investment risks and the owner's operational risks.
• Maintains excellent understanding of macro-level electrical grid trends, risks, and technologies that will help bridge the ever-growing gap between energy demand and supply, while backstopping the continued investment in intermittent clean energy sources.
• Assesses project risk to the enterprise in areas such as construction, contractual, supplier/subcontractor, project management, engineering design, and product support.
• Connects offerings across portfolio to support a customer's power needs, whether that is the full turn-key project, a portion of the generation or storage mix, long-term support, or rental bridge power.
• Aids project managers with the technical details of the project and assist with jobsite issues throughout the lifecycle of the project.
• Manages multiple multi-year sales cycle projects, developing the customer timelines and managing project milestones.
• Develops an excellent working relationship with Caterpillar teams, key contractors and suppliers required to support customer success and MacAllister's overall goals.

Supervisory Responsibilities:

• Indirectly supervise project teams and coordination of complementary resources required to execute large, complex electrical power projects. Some direct supervision of subcontracted resources may be required.

Position Requirements

Required:

• 10+ years of power generation market experience
• Bachelor's degree in engineering, business, or equivalent experience
• A general understanding of gas engines, switchgear, and automatic transfer switches that are used in these applications
• A general understanding of electrical codes and requirements for different applications
• An understanding of the utility market (Municipal, Co-Op, REMC, etc.)
• An understanding of bio-digester applications (system components, processes, PPAs, etc.)
• An understanding of CHP, Co-gen, Tri-gen, etc.
• Knowledge of gas treatment systems and of air and emissions standards, codes, air permitting, etc.
• A general knowledge of other renewable applications (e.g. solar, wind) to continually look for new solutions to bring to market

Preferred:

• Masters in Business Administration

Knowledge, Skills, And Abilities

The requirements listed below are representative of the knowledge, skills, and/or abilities required to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

• Excellent sales skills including development of a territory business plan, thorough sales coverage, follow-up, and achieving high levels of customer satisfaction.
• Possesses strong prospecting skills. Can identify and pursue new business with customers not currently associated with MacAllister.
• Excellent organizational skills for follow up with customers, maintain information on orders and to handle multiple tasks simultaneously
• Excellent public speaking capability
• Excellent interpersonal skills, including influence and negotiation
• Excellent communication skills, including verbal, written, non-verbal, listening, and good presentation skills
• Excellent management skills, including change, conflict, and project management
• Excellent customer service and marketing skills with the ability to approach the sales process creatively and in a professional and consultative manner
• Excellent analytical skills, including problem solving, the ability to understand financing plans and the ability to interpret policies, procedures and guidelines
• Strong leadership skills, including creative thinking, decision making and goal
• Strong mechanical aptitude
• Ability to sell value and command a higher price for the solutions represented.

Other Requirements of Position

• Works under broad supervision. Designs and carries out programs and projects or far reaching objectives independently informing management as appropriate.
• Major responsibilities require a wide degree of creativity and latitude. Only general objectives have been defined and few precedents exist.
• If an error is made while in this position, it will require some effort to identify and a moderate effect on the company.
• Frequently communicates with coworkers, customers, and management

The duties and responsibilities outlined in this posting are not exhaustive and may evolve based on business needs. All MacAllister Machinery companies are an Equal Employment Opportunity Employer, including Disabled and Veteran applicants.