关键客户经理, 可再生能源
Key Account Manager, Renewable Energy
Littelfuse（NASDAQ: LFUS）是一家多元化的工业技术制造公司，致力于为电气能量的安全高效传输提供解决方案。公司总部位于美国伊利诺伊州芝加哥，我们为全球工业、交通和电子市场客户提供服务。公司拥有约16,000名员工，设计并制造创新技术，以支持电气化、能效提升和先进自动化。我们的全球影响力与一种推动创新和长期增长的文化相匹配。我们秉持“我们关心、我们与客户共同成功、我们对结果负责”的原则，协作工作、大胆思考，并提供推动行业前进的解决方案。
可再生能源关键客户经理（KAM）负责与太阳能、风能、储能系统（ESS）和电动汽车充电基础设施领域的顶级可再生能源OEM、一级供应商和生态系统合作伙伴建立并拓展战略关系。您将主导客户策略，利用Littelfuse的电源电子和保护产品组合扩展BOM内容，并加速从概念到量产（SOP）的设计胜出。成功将通过多年收入增长、市场份额扩大、设计导入管道转化率以及高管级客户健康状况来衡量。
您将负责的核心职责
· 客户管理与增长
· 为顶级可再生能源OEM/一级供应商制定并执行多年客户计划；实现ARR和市场份额增长目标。
- 在研发、采购、项目管理和运营部门建立与高管和总监级别的关系。
- 推动价值定价策略和长期协议（LTAs/MLAs），平衡利润率、风险和服务。
- 设计导入与应用扩展
- 在直流/交流保护和电源控制领域识别并赢得新的应用：熔断器、高速熔断器、TVS/SPD、接触器/继电器、半导体保护、电流/温度传感器、电源分配模块。
- 协调跨职能团队（FAE、产品管理、质量、供应链）在逆变器、直流汇流箱、串式/集中式逆变器、储能电池组/机架、PCS、EMS、开关设备和直流快充设备中获得设计胜出。
- 将技术和合规要求（UL、IEC、NEC、CSA）转化为清晰的价值主张和提案。
- 管理销售线索与预测
- 在新产品引入（NPI）和持续业务中建立健康的销售机会流程；管理预测准确性（≥90%）和承诺到交付的执行。
- 领导季度业务回顾（QBR）和高管评审；提供风险/
查看英文原文
Littelfuse (NASDAQ: LFUS) is a diversified industrial technology manufacturing company shaping solutions for the safe and efficient transfer of electrical energy. Headquartered in Chicago, Illinois, USA, we serve customers across industrial, transportation, and electronics markets worldwide. With approximately 16,000 employees we design and manufacture innovative technologies that support electrification, energy efficiency, and advanced automation. Our global reach is matched by a culture that empowers innovation and long-term growth. Guided by our principles We Care, We Succeed With Our Customers, and We Own the Outcome, we work collaboratively, think boldly, and deliver solutions that move industries forward.
The Key Account Manager (KAM), Renewable Energy is responsible for owning and growing strategic relationships with top renewable OEMs, Tier-1s, and ecosystem partners across solar, wind, energy storage systems (ESS), and EV charging infrastructure. You will lead account strategy, expand BOM content using Littelfuse’s power electronics and protection portfolio, and accelerate design-wins from concept through SOP. Success will be measured by multi-year revenue growth, share expansion, design-in pipeline conversion, and executive-level account health.
What You’ll Do (Core Responsibilities)
· Account Ownership & Growth
· 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.
- Design-In & Application Expansion
- 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.
- Pipeline & Forecast Management
- 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).
- Commercial Excellence
- 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.
- Voice of Customer & Portfolio Influence
- 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.
- Operational & Quality Stewardship
- 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
- Experience: 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.
- Technical Acumen: 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.
- Tools: CRM proficiency (Salesforce preferred), pipeline discipline, and data-driven forecasting.
- Education: BS in Engineering (EE/ME/Power) or related field; MBA a plus. Equivalent experience considered.
- Soft Skills: Executive presence, strategic thinking, cross-functional leadership, and crisp communication.
- Travel: Willingness to travel 30–50% across the Americas
#LIOB1
Artificial intelligence (AI) tools may be used in some portions of the candidate review process for this position, however, all final employment decisions will be made by a person.Salary Range:
$104,400 - $185,460The salary offered will vary depending on your location, job-related skills, knowledge, and experience.
At Littelfuse, we support employee growth and development. Guided by our culture principles, our teams work together to deliver value for customers and make a positive impact in the communities where we operate. We are an equal opportunity employer committed to fostering an inclusive workplace where everyone has the opportunity to grow and contribute. We offer competitive compensation and benefits, performance-based incentives, flexible work arrangements, and development opportunities.
Originally posted on Himalayas