Director Key Accounts

Job Posting End Date

Please note the job posting will close on the day before the posting end date

Job Summary
Senior level sales position for energy services devoted to serving national and multi-regional accounts with footprints primarily centered outside of core commodity supply region. Responsible for developing and closing opportunities for advisory, consulting, brokering, and information and analytics services in the areas of energy supply (power and gas), sustainability and renewables, efficiency and technology, load management, and cost management through end-to-end tailored programs and focused assignments and projects. Additionally, identifies potential opportunities within customer and prospect engagements for behind the meter assets to be owned and operated by AEP On-Site partners. Collaborates with program management and business development functions within the Services and On-Site partners business units to execute business development campaigns, develop prospect opportunities, close deals, and fully develop customer relationships for maximum value.

Job Description
What You'll Do:

• Identify, develop and maintain a consistent pipeline of prospective customers. This requires self-direction, discipline, and consistent effort to make sufficient cold calls and/or in-person canvassing of businesses.
• Develop and execute effective messaging to open prospects and bring to deal development stage
• Gather key customer information to include customer priorities, objectives, initiatives, and energy and asset positions to be managed, along with key personnel with responsibilities and personal priorities
• Complete customer expositions in collaboration with Services/On-Site to identify needs and opportunities and scope out solutions and benefits.
• Plan each customer engagement to ensure maximum probability of positive impact and deal advancement.
• Identify, plan for, and resolve potential deal barriers on customer side and internally to maximize probability of deal closing
• Deepen engagement and identify additional value streams for customer and company through regular contact and uncovering of customer needs and opportunities
• Ensure total customer satisfaction and delight by working with Services and OSP businesses to identify potential and actual issues and ensure avoidance/prompt resolution of errors and misses
• Build company credibility, brand value, and trust with prospective customers.
• Gain knowledge, insight and understanding from key decision-makers regarding customer energy needs/challenges.
• Utilize knowledge of products and product structures and customer needs and opportunities to tailor effective solutions and selling strategies
• Help consumers effectively control their overall energy expense and manage associated risks based on the end user's unique characteristics
• Utilize techniques to drive the selling process toward broader based value creation for the customer.
• Adopts the ChallengerTM approach to selling: Personalizes sales message to the customer/prospect
• Delivers new insights to customers/prospects, drives the customer to a decision
• Consistently demonstrate the ChallengerTM behaviors that lead to commercial success:
• Teaches – Differentiates and delivering commercial insight through a dialogue
• Tailors – Customizes sales messaging for business and individuals
• Takes Control – Guides customers/prospects to recommendation by reinforcing the change's value
• Builds Constructive Tension – Compels customers/prospects to act on an opportunity

What We're Looking For:
Education:
Bachelor's degree, OR Associate's degree plus 2 years of related experience, or a high school diploma plus four years of related experience (sales, business development, and/or customer relationship management experience).

Experience:
In addition to any experience required above, a minimum of five years (5) of sales, business development, and/or customer relationship management experience, including outside direct sales.

Preferred Qualifications:

• Position requires travel, mostly local and occasionally longer distances. Embodies AEP Energy Values (i.e., Accountability, Passion, Integrity, Innovation, Humor, Humility, and Candor).
• High-energy, drive and ambition.
• Commitment to learn and self-improve.
• Strong service and results orientation.
• Effective problem-solving skills: ability to work from concept to analytics, identify alternatives and develop unique solutions.
• High EQ-- superior interpersonal skills, win-win mindset, relationship-builder.
• Excellent communication skills – written, spoken, listening with ability to explain and interpret complex issues clearly, mindful of audience. Ability to prioritize, plan proactively, manage conflicting priorities, and multi-task, effectively.
• Energetic performer consistently cited for unbridled passion for work with a driven, upbeat, self-motivated and positive attitude.
• Consultative work-style with strong service and results orientation; develop understanding of client issues, offer advice and road-map to solutions.
• Proactive problem-solving ability with results/solutions orientation, identify alternatives and develop unique solutions.
• Excellent communication skills – written, spoken, presentation and listening with ability to explain and interpret complex issues clearly, mindful of audience.
• Work with functional leaders to resolve customer service issues and exceptions and to develop new customer value propositions.
• Well organized; ability to prioritize, plan proactively and execute properly while managing conflicting priorities and multi-task effectively.
• Negotiation and mediation skills.
• Effective and comfortable in a dynamic, fast-paced work environment.
• Acts with a sense of urgency.

What You'll Get:
In addition to a competitive compensation, AEP offers a unique comprehensive benefits package that aims to support and enhance the overall well-being of our employees.
Compensation Data
Compensation Grade:
Sales-002

Compensation Range:
$ USD

The Physical Demand Level for this job is: S – Sedentary Work: Exerting up to 10 pounds of force occasionally (Occasionally: activity or condition exists up to 1/3 of the time) and/or a negligible amount of force frequently. (Frequently: activity or condition exists from 1/3 to 2/3 of the time) to lift, carry, push, pull or otherwise move objects, including the human body. Sedentary work involves sitting most of the time but may involve walking or standing for brief periods of time. Jobs are sedentary if walking and standing are required only occasionally, and all other sedentary criteria are met.

Candidates will be considered based on their qualifications and the candidate's ability to work from an approved work location. Although the location is flexible, AEP does not have a presence in all states and localities. The following locations are NOT currently approved for this position: AK, CO, CT, DE, HI, IA, ID, KS, MA, ME, MS, MT, ND, NH, NJ, NM, NV, NY, OR, RI, SD, UT, VT, WY, US Territories or international work locations. AEP will consider qualified candidates who are willing to relocate to an approved work location, at the candidate's expense, provided the relocation can be completed within a timeframe that meets AEP's staffing needs. NOTE: All remote work locations require vetting and final approval prior to offer and/or start date. Any work locations listed as preferred or unapproved relate specifically to the requirements for this position and are not necessarily applicable to other posted positions.

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It is hereby reaffirmed that it is the policy of American Electric Power (AEP) to provide Equal Employment Opportunity in all respects of the employer-employee relationship including recruiting, hiring, upgrading and promotion, conditions and privileges of employment, company sponsored training programs, educational assistance, social and recreational programs, compensation, benefits, transfers, discipline, layoffs and termination of employment to all employees and applicants without discrimination because of race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), national origin, age, veteran or military status, disability, genetic information, or any other basis prohibited by applicable law. When required by law, we might record certain information or applicants for employment may be invited to voluntarily disclose protected characteristics.