Account Executive, Distributors

About the Role

As an Account Executive focused on the electrical distribution market, you serve as the revenue engine of our business, driving growth through ambitious sales targets and dedicated customer engagement. You leverage deep technical knowledge of our transformer and switchboard products to develop solutions and quotes that meet customer requirements. You act as the primary point of contact for electrical distributors, both at the corporate and branch level, building and maintaining long-term relationships through consistent engagement and excellent service. Working collaboratively with customers and internal teams, you manage customer inquiries, process RFQs, and ensure customer satisfaction throughout the entire sales cycle. You also leverage every customer interaction to maximize sales opportunities and expand our market presence across the distributor channel.

Role Responsibilities

• Primary Customer Contact: Serve as the primary point of contact for your accounts by maintaining regular communication, responding promptly to inquiries, understanding their business needs, and building strong relationships with key decision-makers.
• Product Knowledge and Solution Design: Develop and maintain a strong technical understanding of our transformer and switchboard product lines, including key specifications, common configurations, and competitive differentiators. Support distributor sales teams in specifying and quoting our products effectively, and build accurate preliminary quotes independently for standard products.
• Requirements Analysis and Quote Development: Gather and analyze customer technical requirements, site conditions, and project specifications to develop comprehensive quotes. For standard configurations, independently develop quotes while recognizing when to engage Sales Engineering support for complex or custom solutions. Ensure all quotes accurately reflect customer needs, delivery requirements, and commercial terms.
• Account Development: Identify and pursue opportunities to expand business relationships with existing accounts, grow revenue share within branches, and strengthen our position as a preferred supplier. Develop strategies to increase stocking levels and gain primary supplier status.
• Managing Account Profit Margins: Own your accounts' P&L statements with a focus on maximizing revenue and maintaining strong profit margins. Drive pricing strategies that optimize both sales volume and profitability.
• Technical Coordination: When complex requirements arise, collaborate with Sales Engineers and Product Teams to address technical questions, validate specifications, and ensure customer needs are met accurately and efficiently. Coordinate internal resources to support customer requirements throughout the sales cycle.
• New Business Generation: When engaging with existing customers, leverage established relationships to identify and pursue new business opportunities through referrals, networking, and industry connections. Actively seek introductions to new branches, sister companies, or business partners of current accounts to expand our customer base.
• Pipeline Management: Maintain an accurate and up-to-date sales pipeline within Hubspot, including detailed opportunity tracking, activity logging, and deal forecasting. Ensure all customer interactions, quotes, and deal stages are properly documented to support reliable revenue forecasting and team collaboration.
• Product and Market Intelligence: Stay current on industry trends, competitor activities, and product developments in the electrical distribution space. Monitor developments in distributor business models, consolidation, and market dynamics to identify opportunities. Provide regular feedback to Product and Marketing teams about distributor and end-user needs, market demands, and competitive pressures to help inform product development and go-to-market strategies.
• Process POs: Collaborate with the Finance Team to convert quotes and POs into invoices, ensuring all critical details like delivery information and AP contacts are accurately captured and documented.
• Revenue Collection: Collaborate with Accounts Payable to ensure your accounts’ pay on schedule and coordinate communication in the event of extended late payment.
• Strategic Performance Reporting: Lead bi-weekly presentations to go-to-market leadership covering key account metrics, strategic initiatives, pipeline developments, and risk factors. Provide data-driven insights on market trends, competitive dynamics, and opportunities for growth while highlighting wins and addressing challenges proactively.

About You

You bring a dynamic blend of technical understanding and commercial instinct, paired with the relationship-building skills that come from recognizing how strong partnerships drive channel success. Your consultative approach is balanced by your natural ability to understand and translate both distributor and end-user requirements into practical solutions. You dive into the details of customer specifications while keeping sight of the bigger picture, managing multiple opportunities with both strategic focus and day-to-day hustle. Above all, you're driven by building successful channel partnerships and thrive in connecting distributor needs with innovative solutions.

Requirements

• 2+ years of sales experience in electrical distribution equipment or related industrial products
• Experience developing and maintaining relationships with electrical distributors at both corporate and branch levels
• Strong technical foundation with the ability to understand and discuss electrical systems, particularly transformers and switchgear
• Understanding of distributor business models, including inventory management and pricing strategies
• Experience managing multi-level relationships within distributor organizations
• Proven track record of consistently meeting or exceeding sales targets
• Demonstrated success managing channel partner relationships
• Proficiency with CRM systems (Hubspot experience preferred)
• Excellent written and verbal communication skills with the ability to present technical information effectively
• Bachelor's degree in Business, Engineering, or related field and/or evidence of exceptional experience
• Willingness to travel up to 25% for customer meetings and branch visits