Energy Manager Sr.

at American Electric Power in Chicago, Illinois, United States

Job Description

Job Posting End Date

07-21-2024

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

Job Summary

This role is posted at more than one grade level and will be filled based on commensurate education and/or relevant experience. It is written at the lower grade level and expectations increase with the higher-grade level.

The Energy Manager is responsible for contributing to the financial objectives of the Company by growing, building and maintaining a book of retail energy customers acquired via a direct sales channel. Specifically, the Manager sells AEP Energy products and services to new and existing commercial and industrial customers. In doing so, the Manager is expected to establish a ‘trusted advisor’ relationship with a customer that entails a deep understanding of energy needs, resulting in customer retention, AEP Energy brand loyalty, and overall customer satisfaction

Job Description

Key Duties & Responsibilities:

Sales:

+ Introduce AEP Energy’s line of services, products and serve as the Company’s initial and primary spokesperson. Exemplify professionalism, expertise and credibility as a trusted industry expert.

+ Achieve and/or exceed the assigned sales quota/target for the year and/or assigned period.

+ Demonstrate fundamental sales techniques (e.g., buyer identification, qualification, overcoming objections, listening, closing, negotiation, establishing credibility as a ’trusted advisor).

+ Consistently apply and leverage ChallengerTM selling behaviors/concepts/principles by: personalizing sales message to the customer/prospect, delivering new insights, guiding customers to inform decisions, lead customers/prospects to recommendations by demonstrating value in the proposed solution.

+ Gather critical information and insight from potential customers/key decision makers regarding customer energy needs/challenges, critical dates.

+ Serve as an advisor/consultant-differentiate AEP Energy, deliver commercial insight through a dialogue to identify strategies and product types to help customers reduce their overall electric expense and/or avoid exposure by limiting risk from utility or market prices.

+ Self-manage time/schedule to ensure development of a sales pipeline which sufficiently supports achievement of sales volume objectives.

Contact Management & Negotiation:

+ Ensure the customer has reviewed and pre-approved agreement language and is prepared to make a decision when presented with executable market pricing.

Lead Generation:

+ 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.

Customer Relations / Satisfaction:

+ Close collaboration with Sales Support, Operations, Pricing and Marketing to develop and maintain customer relationships through a well-aligned, structured communication plan.

+ Frequent and proactive interactions with customers by advising/providing market updates, usage insight, and product information.

+ Perform on-going customer satisfaction initiatives, assessing interest in products and services, and developing personalized customer retention strategies positioning AEP Energy to meet and exceed customer expectations.

Data Collection and Analysis:

+ Fully utilize Dynamics (AEP Energy’s CRM)-entering all pertinent customer information, frequently/regularly.

+ Collect account and meter number data necessary to access historical usage data required to generate a sales contract. Pre-qualify the opportunity based on data collected.

+ Leverage data available-using it to structure a sale, advise customers, forecast, organize/time management.

Credit Review:

+ Gather necessary information to determine customer creditworthiness prior to investing additional sales effort and/or requesting executable pricing.

+ Collaborate with Credit department, as needed.

Education & Requirements:

+ Bachelor’s Degree Preferred

+ The position may require local travel; owning or having access to reliable car transportation is a plus.

Attributes:

+ Embodies AEP Energy Values such as: Accountability, Passion, Integrity, Innovation, Humor, Humility, and Candor.

+ Highly motivated by sales achievements/results.

+ High-energy, drive and ambition-acts with a sense of urgency.

+ Excellent communication skills – written, verbal, listening, articulate with ability to explain/interpret complex issues clearly, mindful of audience.

+ High Emotional IQ — superior interpersonal skills, diplomacy, win-win mind-set, relationship-builder, able to work with diverse group of colleagues.

+ Consultative and collaborative work-style in working with potential/current customers and internal departments/colleagues.

+ Well-organized, with ability to prioritize, plan proactively, manage conflicting priorities.

+ Comfortable in a dynamic, fast-paced environment.

+ Enthusiastic learner, eager to meet challenges and quickly assimilate new concepts.

+ Displays confidence in ability and performance on subject and role, exudes subject matter expertise.

+ Enjoys working independently; ability to make decisions effectively with no guidance, if needed.

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

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.