Director Key Accounts

at American Electric Power in Chicago, Illinois, United States

Job Description

Job Posting End Date

07-20-2024

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

ESSENTIAL JOB FUNCTIONS:

1. Identify, develop and maintain a consistent pipeline of prospective customers.

2. This requires self-direction, discipline, and consistent effort to make sufficient cold calls and/or in-person canvassing of businesses.

3. Develop and execute effective messaging to open prospects and bring to deal development stage

4. 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

5. Complete customer expositions in collaboration with Services/On-Site to identify needs and opportunities and scope out solutions and benefits.

6. Plan each customer engagement to ensure maximum probability of positive impact and deal advancement.

7. Identify, plan for, and resolve potential deal barriers on customer side and internally to maximize probability of deal closing

8. Deepen engagement and identify additional value streams for customer and company through regular contact and uncovering of customer needs and opportunities

9. 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

10. Build company credibility, brand value, and trust with prospective customers.

11. Gain knowledge, insight and understanding from key decision-makers regarding customer energy needs/challenges.

12. Utilize knowledge of products and product structures and customer needs and opportunities to tailor effective solutions and selling strategies

13. Help consumers effectively control their overall energy expense and manage associated risks based on the end user’s unique characteristics

14. Utilize techniques to drive the selling process toward broader based value creation for the customer.

15. Adopts the ChallengerTM approach to selling:Personalizes sales message to the customer/prospect

16. Delivers new insights to customers/prospects, drives the customer to a decision

17. Consistently demonstrate the ChallengerTM behaviors that lead to commercial success:Teaches – Differentiates and delivering commercial insight through a dialogueTailors – Customizes sales messaging for business and individualsTakes Control – Guides customers/prospects to recommendation by reinforcing the change’s valueBuilds Constructive Tension – Compels customers/prospects to act on an opportunity

MINIMUM REQUIREMENTS:

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.

OTHER REQUIREMENTS:

1. Position requires travel, mostly local and occasionally longer distances.Embodies AEP Energy Values (i.e., Accountability, Passion, Integrity, Innovation, Humor, Humility, and Candor).

2. High-energy, drive and ambition.

3. Commitment to learn and self-improve.

4. Strong service and results orientation.

5. Effective problem-solving skills: ability to work from concept to analytics, identify alternatives and develop unique solutions.

6. High EQ— superior interpersonal skills, win-win mindset, relationship-builder.

7. 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.

8. Energetic performer consistently cited for unbridled passion for work with a driven, upbeat, self-motivated and positive attitude.

9. Consultative work-style with strong service and results orientation; develop understanding of client issues, offer advice and road-map to solutions.

10. Proactive problem-solving ability with results/solutions orientation, identify alternatives and develop unique solutions.

11. Excellent communication skills – written, spoken, presentation and listening with ability to explain and interpret complex issues clearly, mindful of audience.

12. Work with functional leaders to resolve customer service issues and exceptions and to develop new customer value propositions.

13. Well organized; ability to prioritize, plan proactively and execute properly while managing conflicting priorities and multi-task effectively.

14. Negotiation and mediation skills.

15. Effective and comfortable in a dynamic, fast-paced work environment.

16. Acts with a sense of urgency.

Compensation Data

Compensation Grade:

Sales-002

Compensation Range:

$0.00-0.00 USD

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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 aspects 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, age, national origin, ethnicity, ancestry, veteran or military status, disability, genetic information, sexual orientation, gender identity, or any other basis prohibited by applicable law. When required by law, we must record certain information to be made part of an Affirmative Action Plan. Applicants for employment may also be invited to participate in the Affirmative Action Program by self-identifying their Race or Ethnic Identity.