Key Account Manager, Renewable Energy

Key Responsibilities

• Build and execute multi-year account plans for top renewable OEMs/Tier-1s; deliver ARR and share gain targets.
• Develop C-suite and director-level relationships across R&D, sourcing, program management, and operations.
• Drive price-for-value strategies and long-term agreements (LTAs/MLAs) that balance margin, risk, and service.
• Identify and win new sockets across DC/AC protection and power control: fuses, high-speed fuses, TVS/SPDs, contactors/relays, semiconductor protection, current/temperature sensors, power distribution modules.
• Orchestrate cross-functional pursuit teams (FAE, Product Management, Quality, Supply Chain) to secure design-wins in inverters, DC combiner boxes, string/central inverters, BESS packs/racks, PCS, EMS, switchgear, and DC fast chargers.
• Translate technical and compliance requirements (UL, IEC, NEC, CSA) into clear value propositions and proposals.
• Build a healthy opportunity funnel across NPI and sustaining business; manage forecast accuracy (≥90%) and commit-to-ship execution.
• Lead QBRs and executive reviews; provide risk/sensitivity analysis (volume ramps, ASP, mix, supply constraints).
• Negotiate contracts, pricing, and terms (VMI/consignment, PPV, rebates) in alignment with margin targets.
• Partner with Channel/Distributor managers for coverage, POS growth, and design registration effectiveness.
• Capture VOC to shape roadmaps for high-voltage, high-current protection and sensing needs (e.g., 1,500Vdc PV, 800–1,200V BESS, SiC/GaN inverter topologies, UL 2579/248/1741/9540A implications).
• Provide competitive intelligence (spec, price, service levels) and win/loss analyses to Product/Marketing.
• Escalate and resolve delivery, quality, and engineering change topics; drive 8D/PPAP where applicable.
• Ensure compliance with customer onboarding, supplier portals, and EHS & sustainability requirements.

Qualifications

• 5–10+ years in OEM key account management, business development, or technical sales in renewables, power electronics, or industrial electrification.
• Prior wins with solar/wind/ESS/EVSE programs strongly preferred.
• Working knowledge of high-voltage DC, power conversion, protection coordination.
• Ability to read schematics, interpret thermal/current derating, and discuss SiC/GaN implications on protection selection.
• Commercial Skills: Contracting, pricing strategies, LTA/MLA structures, and complex negotiations.
• CRM proficiency (Salesforce preferred), pipeline discipline, and data-driven forecasting.
• BS in Engineering (EE/ME/Power) or related field; MBA a plus.
• Educational equivalencies considered.
• Soft Skills: Executive presence, strategic thinking, cross-functional leadership, and crisp communication.
• Willingness to travel 30–50% across the Americas.