Key Account Manager, Energy - CA

Job Summary:

The Key Account Manager – Energy is responsible for owning and growing a strategic account within the utilities, solar, telecom, and related energy infrastructure markets with substantial sales volume, market influence, and long-term growth potential. This role serves as Makita’s primary business leader and strategic partner for the assigned account, driving alignment, execution, and sustainable growth across all levels of the organization. Unlike a traditional territory role, the Key Account Manager operates with deep account focus rather than broad geographic coverage, emphasizing strategic planning, executive-level engagement, and coordinated execution across multiple locations, stakeholders, and internal teams. Success in this role requires strong commercial acumen, executive presence, and the ability to influence outcomes in complex, multi-stakeholder environments.

Salary: $95,000 - $110,000 per year

Essential Job Duties and Responsibilities:

To perform this job successfully, an individual must be able to perform each essential duty to satisfactory standards. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

       Account Strategy & Ownership

• Own the overall account strategy, growth plan, and execution roadmap for the assigned key account
• Develop and maintain a comprehensive account business plan aligned with Makita’s regional and national objectives
• Identify expansion opportunities across locations, product categories, and user segments
• Forecast sales, manage pipeline activity, and drive predictable, profitable growth

Executive & Stakeholder Engagement

• Build and maintain senior-level relationships within the accounts, including executive, operations, merchandising, procurement, and field leadership
• Serve as Makita’s primary escalation points for account-level issues and strategic discussions
• Influence account decision-makers on product adoption, standardization, and long-term partnership initiatives

Sales Execution & Growth

• Drive achievement of revenue, margin, and market-share objectives within the account
• Lead product launches, promotions, and strategic initiatives tailored to the account’s structure and priorities
• Support specification, conversion, and pull-through activity across account locations
• Ensure disciplined pricing, program execution, and agreement compliance

Cross-Functional Leadership

• Coordinate internal resources, including marketing, product management, operations, training, and service to support account objectives
• Act as the internal voice of the account, translating customer needs into actionable insights
• Align regional and field sales teams to support consistent account execution

Field & Partner Collaboration

• Partner with Territory Sales Managers and channel partners supporting the account
• Provide guidance and influence without direct authority to ensure aligned execution
• Participate in key jobsite visits, regional meetings, and account events

Reporting & Governance

• Provide regular business reviews, forecasts, and strategic updates to the Regional Vice President
• Track performance against account KPIs and strategic initiatives
• Ensure compliance with company policies, safety standards, and ethical guidelines

Skills Required:

• Strategic Account Management – Ability to develop and execute long-term account growth strategies
• Executive-Level Relationship Management – Comfort engaging senior leaders and influencing complex organizations
• Business & Financial Acumen – Strong understanding of revenue drivers, margins, pricing, and forecast management
• Cross-Functional Leadership – Ability to align internal teams and resources without direct authority
• Complex Problem Solving – Ability to manage escalations, resolve conflicts, and navigate competing priorities
• Sales Execution Excellence – Proven ability to drive results within large, multi-location accounts
• Communication & Presentation Skills – Strong ability to present business plans, performance reviews, and strategic recommendations
• Industry & Product Expertise – Deep understanding of industrial power tools, battery platforms, and jobsite applications
• Ownership Mindset – Accountability for account performance, relationships, and long-term success

Other Duties:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Supervisory Responsibility:

This position does not have supervisory responsibilities.

Work Environment:

This is a field-based strategic sales role operating from a home office. The Key Account Manager – Energy spends significant time engaging with account leadership, visiting key locations, attending regional meetings, and supporting execution across the account’s footprint. Work environments include customer offices, distributor facilities, retail or industrial locations, and active jobsites as required.

Travel:

The role requires regular (50% to 70%) regional travel aligned to account needs, including local and regional driving. Overnight travel is expected periodically, depending on account size and geographic coverage. Occasional regional and national air travel is required for executive meetings, planning sessions, and company events.

Education and/or Experience Desired:

• Bachelor’s degree in business, marketing, or a related field preferred
• 5-7 years of progressive B2B sales experience, preferably in industrial, construction, or technical products
• Demonstrated success managing large, complex, or high-volume accounts
• Experience working within or selling into the Energy, Utilities, Solar, or Telecom industries preferred
• Proven ability to operate effectively with senior-level customers and internal leadership
• Valid driver’s license with acceptable driving record

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Ability to lift, carry, push, and pull equipment and products weighing up to approximately 50-75 pounds, including items such as lawn mowers, breaker hammers, and display materials
• Ability to safely operate and demonstrate power tools, including saws, drills, breaker hammers, and other handheld or equipment
• Ability to transport tools, displays, and merchandising materials into and out of vehicles, customer facilities, and jobsite environments
• Ability to walk extended distances through large industrial and construction jobsites while carrying tools or equipment
• Ability to navigate stairs, ramps, elevators, ladders, and uneven or outdoor terrain commonly found on jobsites
• Ability to stand, bend, kneel, crouch, reach, and use repetitive hand and arm motions during demonstrations, setup, and merchandising activities
• Ability to drive for extended periods of time, including local and regional travel
• Ability to work in indoor and outdoor environments, including exposure to noise, dust, temperature variations, and typical jobsite conditions
• Ability to wear required personal protective equipment (PPE) such as safety glasses, gloves, hearing protection, hard hats, and protective footwear

Our Benefits Include:

🔹 Health & Wellness

• Medical, Dental, and Vision insurance options after 30 days of employment
• Flexible spending accounts (FSA) & Health Savings Accounts (HSA)
• Employee assistance program (EAP) for mental health and well-being
• Paid subscription to Headspace and 5 other members of your choice

💰 Financial Security

• Competitive pay & performance-based incentives
• Company branded vehicle provided
• 401(k) retirement plan with company match
• Basic Term Life insurance is 100% company paid
• Long-term Disability Coverage 100% company paid
• Disability Coverage
• Voluntary Coverage: Critical illness, accidental, hospital indemnity, whole life, and supplemental life plans.

⏳Work-Life Balance

• Paid time off (vacation, sick leave, and 13 paid holidays)
• Employee discounts on Makita tools and accessories - because we know you love quality tools!

🚀Career Growth & Development

• Training programs
• Tuition reimbursement
• Internal promotion opportunities
• Collaborative, innovative work environment

Join Makita USA and power up your career with a company that values innovation, teamwork, and excellence!

📢 Explore Opportunities & Apply Today!

Disclaimer:

This description is based on management's assessment of the requirements and functions of the job as of the date this description was prepared. It is a general guideline for managers and employees, but it does not intend to be an exhaustive list of all of the elements of the job. Management reserves the right to modify the description at any time, or to vary the duties and responsibilities of the job on a temporary or indefinite basis to meet production, scheduling or staffing needs.

Equal Opportunity Statement:

The Company is an equal opportunity employer and makes employment decisions on the basis of merit. Company policy prohibits discrimination based on race, color, creed, sex, religion, marital status, age, gender, national origin, ancestry, physical disability (including HIV and AIDS), mental disability, veteran status, military service, pregnancy, childbirth or related medical condition, genetic information, medical (including genetic characteristics or cancer diagnosis), actual or perceived sexual orientation, or any consideration protected by federal, state or local laws. All such discrimination is prohibited. Additionally, the Company will provide registered domestic partners with all rights and benefits as required by Law. The Genetic Information Nondiscrimination Act of 2008 (GINA) prohibits employers from requesting or requiring genetic information of an individual or family member of the individual. The Company is committed to complying with all applicable laws providing equal employment opportunities.