Account Manager

5 days ago

Norwell, Massachusetts, United States Energy Services Group Full time

Account Manager- Retail Energy

Job Description



POSITION INFORMATION

Department 

Sales

Reports To

Account Management Director

Work Location

Remote/Periodic Travel

Hours of Work

40

Position Type

Full-Time

Rate Type

Salary/Commission Plan

SUMMARY

ESG is a SaaS provider serving competitive retail energy suppliers. You will own a portfolio of retail energy clients, drive renewals and expansion, and be the trusted advisor on best practices and product usage. This role requires hands-on retail energy experience, strong commercial instincts, and the ability to navigate nuance across markets.

POSITION RESPONSIBILITIES

  • Own end-to-end account health for a book of C&I-focused retail energy customers, including QBRs, roadmap alignment, and executive updates.
  • Lead renewal strategy and timelines, forecast risk, and execute mitigation plans to protect GRR and NRR.
  • Identify and close expansion opportunities across modules, seats, services, and new business units, partnering with Sales on larger pursuits.
  • Translate ISO and utility process requirements into practical product configurations and workflows.
  • Manage stakeholder expectations, triage issues with Support, and drive resolution with Product and Engineering.
  • Build and maintain senior relationships across the industry, leveraging your network to open doors and accelerate deals.
  • Maintain accurate CRM hygiene, forecasts, success plans, and executive dashboards.
  • Gather VOC insights and influence the product roadmap with clear problem statements and quantified impact.
  • Develop relationships with major clients in order to increase revenue.
  • Pursues relationships and seeks business expansion opportunities with current clients
  • Has detailed knowledge of products and services being offered and ensures that products and services consistently meet client needs
  •  Visits client locations periodically to ensure client satisfaction and promote ongoing contract renewal.
  •  Provides sales quotations and responds to requests for proposals. 

QUALIFICATIONS

  • Bachelor's degree. 
  • Experience with SaaS implementations, change management, and value realization programs.
  • Effective communication and presentation skills
  • Prior ownership of a revenue or renewal target.
  • 3+ years in U.S. retail energy with direct exposure to supplier operations or C&I customer portfolios.
  • Demonstrated knowledge of how competitive retail energy operates. Working knowledge of different ISOs and how suppliers operate within them
  •  Proven sales or commercial experience, driving renewals and expansions for SaaS or technology services.
  • Strong client management skills with a record of setting and meeting expectations and leading cross-functional issue resolution.
  •  Existing relationships in the retail energy ecosystem with suppliers, brokers, channel partners, and market stakeholders.
  • Excellent communication, executive presence, and data-driven decision making.
  • Proficiency with CRM tools such as HubSpot and comfort with Excel or BI dashboards.

SUCCESS METRICS

  • Gross renewal rate and net revenue retention across the book.
  • Expansion ARR and pipeline coverage for upsell and cross-sell.
  • Time to resolution and CSAT for high-impact issues.
  • Executive alignment scorecard completion and QBR cadence adherence.
  • Forecast accuracy within agreed thresholds.

ABOUT YOU

  • Able to demonstrate ESGs key values of
    • Excellence: be accountable to deliver our best
    • Passion: show how much we care each day
    • Integrity: do the right thing when no one is looking
    • Collaboration: work together to succeed together

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