Eaton Corporation Global Account Manager - Oil & Gas in Houston, Texas
The Global Account Manager has primary relationship management responsibility for assigned account(s). The account responsibility includes 2-4 global clients with an annual electrical spend of $125-175 million.. Additionally, the account portfolio may include 2-4 developmental accounts – where action plans will be established and implemented with the intention of elevating the account to full global status. As the primary customer interface, this position leads a global sales, service and support team in driving accelerated, profitable growth aligned with the action based global account sales plan for each assigned account. This role is responsible for developing a keen understanding of the assigned account(s) business needs and drivers, decision making process and buying behavior and for leading the development and delivery of specifically tailored value propositions, accurate,recommended solution proposals and complete, customer life-cycle services. Solutions will encompass Eaton’s entire electrical offer portfolio consisting of Products, Systems, Solutions and Services and may also include the complete, ONE EATON portfolio where appropriate by customer.
A. Account relationship management involving account resources at appropriate decision making level with titles up to and including C-level executives. On-going assessment of relationship efficiency and effectiveness, insuring Eaton is in the best position to win profitable business.
B. Lead, coordinate and define a single, action oriented, global account plan including input from all members of the global sales, service and support team assigned and associated with the client(s) and as mutually agreed, where appropriate, by the assigned account(s)
C. Project manage the execution of the global account plan, providing required status and results reporting on a monthly, quarterly and annual basis
D. Lead and drive global account opportunity identification, pursuit and closure - involving applicable Products, Systems, Solutions and Services. Provide necessary, company-wide visibility to the assigned account(s) opportunity pipeline and include this critical information in all required status and results reporting
E. Lead, develop and manage key account negotiations – standing agreements or transactional, including Terms & Conditions, Pricing, Service Level Agreements, etc.
F. Lead the establishment of annual and quarterly business goals/quotas for the global account team and provide necessary information for APEX measurement and goal attainment and, potentially, monthly incentive payout calculations
G. Insure necessary regional and local account sales, service & support resources are assigned, engaged in execution of the global account plan, actively and with agreed priority. Resolve any resource misalignment or account priority issues with the appropriate regional or local resource structural manager
H. Leverage ingrained knowledge of Eaton’s global offer portfolio, pre-sale, delivery/execution and services capabilities in all countries where the assigned client(s) has operations – typically global, certainly multiple countries and regions where Eaton operates.
I. Provide specific Voice of Customer feedback to appropriate product, system, solution and service business leaders – for future product development, quality, modification, customer satisfaction and other purposes. Lead Customer relationship review process (CRR) activities for assigned account(s)
J. Lead and manage Customer Board of Director (CBOD) participation and engagement as appropriate
K. International travel as required and based on the assigned account(s) locations – anticipated up to 50%
A. Lead, develop and deliver presentations involving a variety (Company overview, Programs, Products, Systems, Solutions, Services, Account Plan, etc.) to appropriate resources at various levels in the assigned account(s)
B. Participate and provide customer specific input to Segment, Product and Services Marketing Plan development and Profit Planning for Products, Systems and Services businesses
C. As requested, lead, develop and deliver Industry presentations, lead group discussions/panels and represent Eaton as a subject matter expert and thought leader
Bachelor’s Degree from an accredited institution
Minimum 15+ years experience in oil and gas and possesses C-level professional relationships
Minimum seven (7) years’ experience in the electrical industry
Minimum three (3) years’ of sales experience
Proficient in understanding Eaton's technical products, applications, and customer requirements.
Strong innovation and customer centric mindset and background.
Product knowledge, solution selling combined with field application expertise in at least three core business unit portfolios
Preferred candidates will have:
MBA or post-graduate degree
2 plus years in experience in strategic marketing
3 plus years’ experience in Regional or Global Account Sales or Sales Management
We make what matters work. Everywhere you look—from the technology and machinery that surrounds us, to the critical services and infrastructure that we depend on every day—you’ll find one thing in common. It all relies on power. That’s why Eaton is dedicated to improving people’s lives and the environment with power management technologies that are more reliable, efficient, safe and sustainable. Because this is what matters.
We are confident we can deliver on this promise because of the attributes that our employees embody. We’re ethical, passionate, accountable, efficient, transparent and we’re committed to learning. These values enable us to tackle some of the toughest challenges on the planet, never losing sight of what matters.
Region: North America – US/Puerto Rico
Organization: Electrical Sector
Job Level: Individual Contributor
Is remote work (i.e. working from home or another Eaton facility) allowed for this position?: No
Does this position offer relocation?: Relocation from within United States and / or Puerto Rico
Travel: Yes, 50 % of the Time
Eaton is an Equal Opportunity and Affirmative Action Employer. Eaton is committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.