Account Manager
1 month ago
Vicinity Energy is North America's largest provider of district energy solutions, offering low carbon energy to most of the iconic buildings you see in the skylines of Boston, Cambridge, Philadelphia, Baltimore and many other cities in the US. As a member of the communities we serve, all of us at Vicinity understand the critical role we play in reducing the impacts of climate change and being a leader in decarbonization. We are committed to net zero and eliminating our reliance on fossil fuels, but we need the best and the brightest minds on our team to help us reach our goal, not only for us as a company, but for our customers, our communities, and our planet.
Summary
We are currently seeking a bright, motivated individual to join our organization as an Account Manager (AM) in Boston, Massachusetts. The AM will primarily be responsible for managing and growing revenues from Vicinity's existing district energy customers. In addition, he/she will drive new district energy solutions sales for the customers he/she manages as well as properties on/near the Vicinity's pipe infrastructure. This is a full-time exempt position and reports to the Regional VP Business Development. This position is located in Boston, MA.
Primary Functions and Responsibilities
Manage and grow a book of existing district energy customer accounts
- Develop a deep understanding of Vicinity Energy's products, services, customer objectives and value proposition in order to provide superior customer service and execute value-based selling, focusing on understanding the prospects' energy/utility issues and defining a solution that resolves their problems
- Maintain full accountability for the assigned accounts, retaining and managing contract renewals
- Maintain and nurture deep executive relationships with the accounts, serving as the primary point of contact for the customers
- Manage a quality customer relationship to address and resolve service, billing, collections, and other issues in a timely manner, driving customer satisfaction
- Monitor client behavior to identify potential attrition risks and proactively address any issues
- Maximize revenues from the assigned accounts by identifying, pursuing and winning opportunities to broaden Vicinity's relationships (i.e. beyond-the-meter services, energy efficiency upgrades, etc.)
- Proactively track changes in account/customer data and document on the CRM
- Promote new programs, products and services to meet growth objectives
- Participate in company sponsored activities and professional associations to ensure an active and effective outreach program in the community
Drive new on/near-pipe district energy sales process in the region
- Identify and engage with commercial, residential, and institutional/municipal prospects on or near Vicinity's pipe infrastructure and assess potential business opportunities
- Research relevant prospect data on the property, current energy system in use and decision-makers/stakeholders to be leveraged in the sales process
- Build strong relationships with prospects at the executive and operations level, including general managers, finance, engineering, procurement and other stakeholders as necessary
- Document and update prospects data throughout the sales process on the CRM (Dynamics) and maintain data hygiene
- Manage and participate in financial analysis, proposal preparation, pricing and presentations to prospects
- Lead negotiations and close business to deliver against an individual sales target
- Work effectively as a member of a coordinated regional sales team to ensure consistent execution of corporate and regional growth strategy
- Build relationships with regional influencers; educate them on Vicinity and district energy capabilities
- Bachelor's Degree in business, finance, engineering, or related field
- Minimum 4 years of experience in account management/business development
- Relevant industry experience in the Energy & Utilities/HVAC space is preferred
- Strong customer/sales orientation and focus
- High level of sales/business/business development acumen
- Thorough working knowledge of financial aspects of the business, including an understanding of how to calculate ROI using sophisticated financial models
- Ability to interpret, develop, and negotiate intricate agreements and influence long-term sales contracts
- Energy & Utilities industry knowledge, ability to recommend energy solutions that align with defined priorities to institutional/commercial property stakeholders are preferred
- Proficiency in developing influential, consultative relationships at executive and operations level
- Skilled in holding strategic conversations at different levels of an organization (technical, managerial, executive, etc.)
- Excellent written, verbal, and presentation skills
- Excellent interpersonal skills and ability to work in a team towards a goal
- Strategic thinker with ability to adapt to fast paced and changing environment
- Proven ability to work effectively in a fast-paced operating environment with positive results
- Must be self-motivated, able to work independently
- Occasional travel required (semiannual sales meetings, visits to other regions, training);
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