The Senior Accounts Executive – Utilities is responsible for growth within the Utilities (T&D and Generation) market. In this role, you’ll be responsible for defining and executing a market-based sales strategy to drive revenue and profit growth across the entire Powell portfolio. Developing new business relationships, partnerships, channels, and opportunities which align with our strategic focus. Enrolling peer sales teams and collaborating across business units in achieving KPIs while delivering exceptional customer satisfaction.
Essential Responsibilities
Market & Relationship Development
- Establish, cultivate, and maintain senior-level relationships across electric, gas, water, and related utility organizations nationwide
- Develop trusted-advisor status with key decision makers, influencers, and procurement stakeholders
- Represent the organization externally at industry forums, conferences, and customer engagements
- Build and manage a strategic account ecosystem, including partners, subcontractors, and technology providers
Opportunity Identification & Sales Execution
- Identify, qualify, and prioritize new business opportunities aligned to the company’s capabilities and growth strategy
- Lead the full sales lifecycle from early engagement through contract award, including complex and long-cycle pursuits
- Develop customer-specific value propositions that articulate commercial, operational, safety, and regulatory benefits
- Maintain a healthy, forward-looking pipeline and deliver against defined revenue and growth targets
Route-to-Market Strategy
- Define and execute effective routes to market across different utility segments and geographies
- Navigate utility procurement models, including RFPs, RFQs, sole-source, framework agreements, and strategic partnerships
- Influence go-to-market strategy by identifying emerging trends, regulatory drivers, and customer buying behaviors
- Collaborate cross-functionally to ensure offerings are aligned with market demand and delivery capability
Commercial & Strategic Contribution
- Provide market intelligence and competitive insights to inform strategic planning and investment decisions
- Support pricing strategies, commercial models, and risk assessments for major pursuits
- Partner with operations, delivery, and leadership teams to ensure successful mobilization and customer satisfaction
- Contribute to continuous improvement of sales processes, tools, and best practices
- Collaborate with our sales teams across the business to identify areas where we can improve utility penetration and sales. Work with said team to develop strategies catered to their territories and account base.
Minimum Qualifications
- Bachelor’s degree required (business or technical discipline preferred).
- Minimum 10 years of related experience.
- Electrical products and services experience or knowledge of electrical distribution systems.
- Previous utility sales experience required.
- Excellent communication, negotiation, and presentation skills.
- Strong analytical skills with the ability to translate data into actionable insights.
- Comprehensive knowledge of sales strategy development, client agreements, and account planning.
Preferred Qualifications
Personal Qualities
- The ability to be genuine, sincere and take responsibility for actions.
- The ability to communicate, negotiate and be influential at all levels is essential
- Build trust by being consistent, open and honest.
- Establish and maintain effective working relationships with internal and external contacts.
- Exercise due diligence and care on moral, financial and legal considerations
Competence Profile
- The ability to meet the expectations of both internal and external customers, clients and suppliers through a sound understanding of their requirements, being responsive to their needs and exceeding their requirements.
- The ability to think strategically, be aware of market conditions
- To have sound financial and commercial awareness
- The ability to think through and adopt a clear, sensible approach to planning, prioritizing and organizing tasks and activities to meet deadlines and targets. Makes most efficient use of time and other resources.
- The ability to use a wide variety of approaches to solving problems. Consider all relevant factors and options before making a decision. Take responsibility for decision and justify where necessary.
- The ability to clearly understand and express information and ideas using relevant methods and techniques.
- The ability to actively encourage teamwork whilst recognizing that all individuals are members of the bigger team.
- The ability to proactively develop competencies to help improve and realize the potential of self and others with measurable benefits for individuals, the team/department and the Company.
- The ability to demonstrate energy, drive, commitment and dedication to achieving success for themselves and the Company. Adopts a proactive approach to their work, is resilient under pressure, maintains a clear vision, and possesses strong results orientation.
- The ability to seek opportunities for beneficial change, persuade others of the benefits and encourage and enable others to adapt to change.
Skills, Abilities & Other Requirements
- Past working experience in sales/tendering of electrical products and services is preferred.
- Expert in responding to solicitations, RFI’s, and RFQ’s.
- Good knowledge of commercial issues relating to contracts and agreements.
- Ability to work independently and lead initiatives.
- Ability to learn company products and services and apply various designs and solutions to resolve customer needs.
- Ability to manage multiple solicitation opportunities with varying deadlines and requirements.
- Experience with Full Cost Modeling and project budgeting.
- Ability to develop and deliver product presentations.
- Experience of working in a Sales and Marketing environment.
Working & Environmental Conditions
Work will require travel to current and potential clients with overnight travel (>50%).
More Information
This job description outlines the essential functions of the job and does not contain a comprehensive list of all possible responsibilities, tasks, and duties.
