Job description / Role

Eaton has been a key player in the Middle East for 40 years. This July, we announced the construction of a new sustainable campus in Dubai, which will bring together our commercial, manufacturing, and support functions, providing room for future growth.

About Eaton
Eaton is a power management company where we provide energy-efficient solutions that help our customers effectively manage electrical, hydraulic and mechanical power more efficiently, safely and sustainably. Eaton is dedicated to improving the quality of life and the environment through the use of power management technology and services. Eaton has approximately 96,000 employees and sells products to customers in more than 175 countries.

We are seeking an experienced Key Account Manager Utility to join our team in Dubai.

The Key Account Manager Utility is responsible for maintaining and expanding sales and customer relationships within Utilities segment in order to place the full Eaton energy distribution and management offer portfolio. The person will lead customer facing activites and establish a trusted advisor relationship with key decision makers, stakeholders and partners in order to meet Eaton revenue goals in ME. He/she is managing the entire customer’s ecosystem following market analysis, defining the customer portfolio, developing action plans involving the Eaton organization for the best customer exerience. Connect and build strategic relationship with C-Level of key Utility customers.

What you’ll do:

Market insight:
– Build and maintain market and competitor analysis; gaining knowledge and expertise of the relevant ME regulations, standards, Energy Transition Trends, incentives driving demand and the energy market specifics and dynamics.

Strategy and Account Planning:
– Define the proper targeted accounts, nurture and expand customers portfolio, design the proper mid-long term strategy and development plan; KAM will have a strategic perspective orchestrating deals and long-term plans that align with a mutually beneficial strategy for Eaton and Customers.
– Maximize cross selling of all Eaton portfolio of products, solutions and services leveraging our value proposition.

Demand Generation:
– Leveraging the proper Eaton’s products and solution knowledge, target and select the key specifiers and consultants for an effective Eaton presence in specifications for major electrical projects
– Building the pipeline and closing revenue according to growth plans and large projects development in the segment.
– Planning, organizing and carrying out product presentations, training and sales promotions with the support of marketing and product support sales.
– Focus and Leverage the Energy Transition trend and Eaton roadmap for building and secure proper approach and maximize revenues from the Energy Transition.

Processes and Tools:
– Responsible for sales and results for the business processes within the segment and the full country organization, determining and/or proposing and negotiating customer/project conditions within the company rules.

Organization:
– Be a strategic leader and build a strong connection inside Country Sales Organization and Eaton for ensuring proper setup and synergies for sales, opportunities and project management.
– Be the driver for building a structure and gain the leadership of a new team to be established in 5 years with 5-10 people.

– Engineering bachelor degree, electrical engineering preferred.
– Experience in sales and business development or customer facing strategic / technical role in the energy infrastructure industry; knowledge of Utilities and Renewable market is a preferred element.
– Solid knowledge of the Energy/Power Distribution products and solution such as medium voltage, transformers, Low Voltage and Energy Storage technology
– Value-based selling as well as contract management knwoledge and high level negotiations are top skills in the role.
– Commercial Savvy and relationship builder, trusted consultative seller.
– Previous major account selling experience required, with hunter approach.
– Team player.
– Good organization, communication and project management skills.
– Initiative and self-management skills.
– UAE driving license.
– Digital mindset.
– English fluent, Arabic would be a plus.

About the Company

Eaton is an intelligent power management company dedicated to improving the quality of life and protecting the environment for people around the world. We are guided by our commitment to doing the right thing in business, acting sustainably and helping our customers manage energy today and tomorrow. By capitalizing on global growth trends such as electrification and digitalization, we are accelerating the planet’s transition to renewable energy and helping solve the world’s most pressing energy management challenges.