Account Director, Power

ERM is looking for a Key Client Account Director (Electric Utility) to join us and take ownership of one of ERM’s most strategically important utility relationships in the western United States—an account generating over $20M in annual revenue with significant growth potential in the next 2–3 years.

This is a high-impact leadership role for a commercially driven, client-centric leader who can shape strategy, unlock growth, and deepen executive relationships.

Location: California, preferably, or West Coast.

What Your Impact Is

The Account Director owns the account end-to-end, with full accountability for commercial performance, growth, and delivery outcomes. This role is responsible for shaping and executing an ambition-led growth strategy aligned with both market opportunity and the client’s evolving priorities, while proactively anticipating and addressing delivery or resource constraints through close coordination across operations, service lines, and support functions. Bringing a strong commercial mindset, the Account Director balances competitiveness and innovation with a clear alignment to the client’s strategy and investment agenda. As a senior market-facing leader, they represent ERM with credibility externally, while internally demonstrating strong commercial acumen, leadership capability, and the ability to navigate complex, multi-disciplinary environments to drive sustained success.

What You’ll Bring

This role will require significant account management experience, where you will have demonstrated your sales management skills and ability to handle global client relationships and account teams expertly. Additionally:

• BSc/MSc degree or equivalent technical expertise.

• 10+ years of commercial and key account management experience, including managing large, complex client relationships.

• Deep understanding of California and West Coast utility clients and power sector dynamics, including competitors and market drivers.

• Proven ability to expand relationships across multiple buying centers and functions.

• Action-oriented, assertive, and solutions-focused approach.

• Strong use of CRM and networking tools (e.g., Salesforce, LinkedIn, IntroHive) to build and activate client networks.

• Demonstrated ability to connect ERM capabilities to client needs, orchestrating cross-service teams to deliver integrated solutions.

Key Responsibilities

Account Strategy & Planning

• Develop and maintain a three-year account strategy covering client priorities, growth opportunities, relationship mapping, and target portfolio mix.

• Translate strategy into an annual delivery plan with clear revenue pathways (recurring, follow-on, and new opportunities).

• Define priority buying centers and maintain accurate stakeholder maps aligned to key market drivers.

• Build a strong personal presence with senior client stakeholders as a trusted advisor.

Account Performance & Growth

• Deliver against annual sales and revenue targets and drive sustained account growth.

• Maintain a strong understanding of the competitive landscape and ERM differentiators to inform winning strategies.

• Expand ERM’s footprint by growing relationships, increasing service line penetration, and accessing new buyers.

• Lead cross-selling and integrated service delivery across existing and new client stakeholders.

• Identify and pursue new opportunities, personally engaging in key pursuits and conversions.

• Monitor account performance, track progress against plan, and intervene proactively where needed.

Collaboration & Leadership

• Aligning regional, industry, and service line teams to support account priorities and growth initiatives.

• Build and lead an engaged account team with clear ownership of goals and relationships.

• Foster a community of practitioners across ERM who are invested in the account’s success.

• Support senior-level project delivery as needed, particularly in stakeholder management and client engagement.

• Develop and activate strategic partnerships that enhance account outcomes.