Middle Account Director

About Camlin

Camlin is a global technology leader that operates with the vision of bringing revolutionary products to life for a wide range of industries, including power and rail, and also has interests in a number of R&D projects in a variety of scientific sectors.

At Camlin we believe in high quality engineering and design, allowing us to develop market leading products and services. In short, we love creating value for our customers by solving difficult problems. As of now, Camlin operates in over 20 countries worldwide.🌐

You will own a named network operator account and grow it into a multi-year, multi-stakeholder partnership with Camlin Energy.

We no longer lead with the product. Our customers buy outcomes: fewer customer interruptions and minutes lost, deferred asset replacement, safer field operations and better performance against their regulatory targets. You will lead with those outcomes, build the business case with the customer, and bring in our engineers and specialists when the technical detail matters.

The next major regulatory period for GB distribution, RIIO-ED3, begins in April 2028. Operators are shaping their plans now. You will help them see how Camlin Energy fits those plans and turn that into long-term programmes rather than one-off orders.

Most of your time will go on growing your accounts: finding white space, developing new opportunities with existing customers and opening doors into new directorates. Deals are consultative, often run for 12 months or more and involve senior stakeholders across asset management, operations, innovation, finance and procurement.

Role Responsibilities

Your responsibilities follow the four pillars of how we generate opportunities at Camlin Energy.

1. Industry intelligence – Know the customer's world well enough to be useful before you are commercial.

• Understand the regulatory cycle, including price controls, business plans, determinations, incentives and innovation funding, and how a customer's performance against its targets shapes what it will spend.
• Understand how each network operator is run, and how asset management, strategy, the control room, operations, capital projects, innovation, policy and procurement see the same problem differently.
• Explain how Camlin Energy's portfolio solves the customer's network and asset problems, how it fits with their SCADA, ADMS and asset management systems, and where we are stronger than the competition.
• Read the political landscape inside each customer: who holds formal and informal power, and why a deal is moving or stalled.

2. Account leadership – Own each account as a multi-year portfolio, not a list of opportunities.

• Build and maintain a written account plan for each major customer, with white-space mapping, a multi-year revenue ambition, identified plays and relationship coverage at every level. Review it quarterly and invite the customer's input.
• Map stakeholders across every directorate: power holders, approvers, sponsors and influencers.
• Develop genuine, tested champions at executive and subject-matter-expert level who will sell for us when you are not in the room, and plan to neutralise detractors.
• Grow existing relationships into new programmes, extensions and adjacent products across the account.

3. Sales execution – Run disciplined, well qualified opportunities from first conversation to signed contract.

• Qualify rigorously & walk away from poorly qualified deals.
• Build quantified business cases in the customer's own language, covering avoided interruptions and customer minutes lost, deferred asset replacement, TOTEX efficiency and safety.
• Shape commercial structures, tender pricing, framework agreements, multi-year commitments and managed-service models, and hold price and margin under procurement pressure.
• Keep sales forecast accurate every week, with honest commit, upside and best-case calls.

4. Personal effectiveness – Bring executive presence, internal orchestration and a habit of learning.

• Hold the room with directors and C-suite leaders, such as asset directors, CTOs and heads of innovation.
• Sell internally: mobilise engineering, delivery, marketing and the leadership team so Camlin Energy shows up well for the customer.
• Manage yourself through long sales cycles, and ask for help early when a deal or target is at risk.
• Keep learning about the sector, our products and the regulatory environment.

Summary

You will own your network operator account(s) as a multi-year partnership and be the person that they trust to help them with their regulatory and financial targets. You lead with outcomes, not product. You build business cases in the customer’s language and bring in specialists when the technical detail matter. You know the UK & Irish energy markets, hold the room at every level and share what you learn so the whole team wins.

Essential Requirements

• At least three years’ experience in a UK energy sales role, preferably working with Distribution Network Operators (DNOs), Transmission Network Operators (TNOs) or the renewable generation sector.
• Strong customer service skills, with the confidence to engage customers and connect them with our subject matter experts and equipment and product training.
• Strong commercial and financial acumen.
• Excellent written and verbal communication skills.
• Proficiency in Microsoft Office.
• Flexibility to start early or finish late when required.
• Willingness to stay away from home occasionally.
• A full, clean, UK driving licence and willingness to travel across GB and Ireland, with occasional overnight stays.

Desired criteria

• Knowledge of UK and Irish electricity regulation, such as the RIIO price control framework, the Interruptions Incentive Scheme, TOTEX and innovation funding.
• Experience selling to network operators, including DNOs, TNOs, DSOs or TSOs, or to their asset management, planning or operations functions.
• Understanding of LV and HV networks, particularly faults, monitoring, protection and diagnostics.
• Experience selling a combination of hardware, software and services, or managed-service and outcome-based contracts.
• Training in a recognised sales methodology, such as Revenue Storm, MEDPICC, Solution Selling or Challenger.

Our Values

• We work together
• We believe in people
• We won’t accept the ‘way it has always been done’
• We listen to learn
• We’re trying to do the right thing

Equal Employment Opportunity Statement

Individuals seeking employment at Camlin are considered without regards to race, colour, religion, national origin, age, sex, marital states, ancestry, physical or mental disability, gender identity or sexual orientation.