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Key Account Sales Director (4275)

📁
Business Development / Sales / Marketing
💼
North America
📅
SAL00000057 Requisition #

 

The primary objective of this role is to sell retail electricity products as well as cross-sell and up-sell value added products and services from our sister companies to large Commercial and Industrial customers in the Key Accounts sectors for ERCOT, PJM, NEPOOL and NYISO ISO’s (Independent System Operators).  In addition, this person will manage successful customer accounts during and after the implementation phase of projects.

 

We are looking for innovative self-starters to power the future and help achieve the sustainability goals of ENGIE and the customers we serve.  Our people-first and customer centric approach positions us to partner with Fortune 500 companies to achieve their renewable goals.    

 

This role reports to the Regional Vice President of Key Accounts.  We are flexible with location for this role as it is a national accounts position.  Our preference for location is to be near one of our ENGIE offices in the US. 

 

 

What you’ll do:

  • Manage a defined list of Key Account customers using proper sales techniques to develop and maintain a customer account plan resulting in the identification and development of a pipeline of Siebel Opportunities
  • Define and capture in Siebel each Key Account’s volumetric opportunity across our footprint by obtaining permission to access customer load data, and actively manage the Business Under Management as well as the future pipeline by leveraging a deep understanding of the ERCOT, PJM, NEPOOL and NYISO ISO’s in order to communicate at a highly knowledgeable level with the Key Buying Influences within the Key Account organization
  • Develop and maintain relationships with C-Level executives and the Buying Influences (User, Technical, Economic, Coach) on the Centralized Energy Procurement Team of your Key Account customers using honed interpersonal communication/sales skills to prepare for sales calls with the goal of becoming the customers trusted energy advisor/supplier
  • Manage and coordinate customer bidding activities across multiple states and/or ISO’s using the assigned regional sales team members to provide a comprehensive and consistent bidding strategy
  • Qualify Customer’s Interest by obtaining permission to access their load data, using ENGIE Load Analytics to evaluate the data and relying on your persuasive skills to convince the customer of ENGIE’s capabilities in order provide them with a proposal which is informed by their specific load pattern
  • Assess the needs of customers by using Rediscover Energy Assessment tools while relying on your questioning, listening and persuasive skills to influence the customers’ decision about the products they want to buy and assure that our proposal will meet or exceed their requirements
  • Propose electricity supply offers to qualified customers and brokers by using the ENGIE products and terms that are consistent with the aforementioned needs assessment while relying on your knowledge of cost components, ENGIE product catalog & our Min Margin Policy, to assure that customers are evaluating offers on an “apples-to-apples” basis, thus increasing our odds of success in winning deals and maximizing Present Value Gross Margin (PVGM)
  • Negotiate transaction terms & conditions including the Master Services Agreement (MSA) as well as ISO specific Sales Confirmations with our Key Account customers using our standard contracts and the expertise of our Legal team to enable ENGIE to contract with our customers at a national level
  • Close transactions with customers while using Supply for booking, Business Controls for validations & Operations for enrollment while relying on your knowledge of ENGIE’s processes and policies to assure proper service to the customer & realization of the expected revenues & margins from the transaction
  • Comply with all ENGIE NA policies and procedures and carry out other duties as assigned

 

What you bring:

  • Bachelor’s Degree required  
  • 10+ years of experience in Retail Energy Sales, Marketing, Supply or Structuring
  • National business development experience in retail energy working with large key or chain accounts preferred in multi-states with multi-ISO’s
  • Strong customer relations management with demonstrated experience working with C-Level executives and decision makers
  • SalesForce Automation Tools experience
  • Excellent leadership abilities with strong sense of accountability
  • Ability to communicate effectively, both written and verbally
  • Excellent presentation and Microsoft Office Software skills
  • Strong negotiating skills
  • Meet the highest attendance requirements
  • Handle multiple assignments on a timely basis with a high degree of accuracy
  • Natural gas business development experience is a plus

 

 

Additional Information/Conditions:

  • Work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions  
  • While performing the duties of this job, the employee is not exposed to weather conditions
  • Ability to use a personal computer, calculator, etc. and could involve some lifting
  • The noise level in the work environment is usually moderate


Why ENGIE?

ENGIE North America isn’t just participating in the Zero-Carbon Transition, we’re leading it!  Join us as we develop energy that is more renewable, more efficient, and more accessible to everyone. 

 

Unite with us in leading the transformation of the world of energy!  ENGIE is looking for talented and motivated individuals to create the future of energy and customer solutions.  Join a rewarding and flexible work environment that encourages innovation and creativity to help customers meet their energy challenges today and in the future.  Are you up for the challenge?

 

At ENGIE, our goal is to support, promote, and thrive on diversity, equity, and inclusion.  We do so for the benefit of our employees, customers, products and services, and community.  So ENGIE is proud to be an equal opportunity workplace and is also an affirmative action employer.  We are firmly committed to creating an equitable and inclusive environment for all employees.

 

We are committed to providing employees with a work environment free of discrimination and harassment.  All employment decisions at ENGIE are based on business needs, job requirements, and individual qualifications.  ENGIE is committed to providing equal employment opportunity regardless of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship, age, sex or gender (including pregnancy, childbirth, and related medical conditions), gender identity, or gender expression (including transgender status), sexual orientation, marital status, civil union, or domestic partnership status, military service or veteran status, physical or mental disability, protected medical condition, genetic information, or any other legally protected category (referred to as “protected characteristics”) as defined by applicable federal, state or local law in the locations where we operate.

 

If you need assistance with this application or a reasonable accommodation due to a disability, you may contact us at ENGIENA-ENGIEHR@engie.comPlease note:  This email address is reserved for individuals with disabilities in need of assistance and is not a means of inquiry regarding positions or application status.

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