Indirect Sales Channel Manager

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.

Work with assigned energy brokers (partners) to maximize sales opportunities and meet or exceed new and renewal sales goals. Develop strategic business relationships with brokers that are aligned with AEP Energy’s goals and strategies in order to sell our service offerings including retail electric supply.

Job Description

Key Duties & Responsibilities:

Channel Strategy and Sales:

+ Understand AEP Energy’s Indirect Sales strategies as to optimize the channel partner relationship. Develop Partner Sales Plans and participate in sales and channel development strategy sessions; communicate ideas and partner feedback that will further advance the effectiveness of the channel relationship in order to meet or exceed individual sales goals.

+ The Channel Manager is expected to learn and embrace the ChallengerTM Commercial Sales Strategy.

Training & Development:

+ Work with the Partner Support specialist team to provide training and support for assigned brokers. Partner development activities may include, but are not limited to in-person meetings, webinars, lunch-and-learn meetings, partner portal demonstrations and assisting partners with customer calls and appointments.

Sales Pipeline Qualification and Management:

+ Leverage reporting tools to analyse partner performance and develop strategies to keep partners as productive as possible.

+ Travel is required to meet with all assigned partners on a regular basis.

+ Assist partners in gathering key customer information and ensure it is entered correctly into AEP’s CRM.

+ Ensure customer creditworthiness prior to investing additional sales effort and/or requesting executable pricing.

+ Build company credibility, brand value, and trust with your agents and their prospective customers. Gain knowledge, insight and understanding from key decision-makers regarding customer energy needs/challenges. Identify strategies and product types to help customers reduce their overall electric expense or avoid exposure by limiting risk from utility or market prices.

+ Adopts the ChallengerTM approach to selling:

+ Personalizes sales message to the partner

+ Delivers new insights to partners and their customers/prospects

+ Knows how to drive the partner 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 partners to recommendation by reinforcing the change’s value

+ Builds Constructive Tension – Compels partners to act on an opportunity

Knowledge & Skill Requirements:

+ Three to five years of Indirect Sales or Channel Sales experience is recommended.

+ Proof of an existing book of partner/customer base is a significant advantage.

+ Experience in and knowledge of the energy industry is desirable.

+ The position will require local travel and owning or having access to reasonable reliable transportation is required.

+ The position may require national travel; Ability to be mobile and occasionally work remotely is favorable. Out of office travel, up to 25%.

+ Proficiency in MS Office, Adobe Acrobat and familiarity of using a CRM database is required.

+ Maintain a high awareness of the competitive environment, electricity marketing trends, current pricing strategies and utility tariffs.

Education:

+ Bachelor’s Degree Preferred

Attributes:

+ Embodies AEP Energy Values

+ Accountability

+ Integrity

+ Candor

+ Innovation

+ Passion

+ Humor

+ Humility

+ High-energy, drive and ambition. Effective and comfortable in a dynamic/in-flight/fast-paced work environment.

+ Ability to prioritize, plan proactively, manage conflicting priorities and multi-task effectively.

+ 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.

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

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

+ 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.

+ Seasoned approach to business development with a focus on accountability.

+ Strong critical thinking skills— conceptual and analytical.

+ Innovative and resourceful.

+ Acts with a sense of urgency.

+ Ability to handle stress in a professional and productive manner.

Compensation Data

Compensation Grade:

Sales-002

Compensation Range:

$0.00-0.00 USD

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, CA, 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 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.