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Dir Key Accounts

Company: American Electric Power
Location: Chicago
Posted on: October 15, 2021

Job Description:

Job Description:

Position Summary: 
?    Senior level sales position for energy services devoted to serving national and multi-regional accounts with footprints primarily centred outside of core commodity supply region.  
?    The Director, National Account Services Sales will be 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, the position will identify potential opportunities within customer and prospect engagements for behind the meter assets to be owned and operated by AEP On-Site partners
?    The position will collaborate 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

Key Duties & Responsibilities:
Lead Generation, Prospect Development, and opening
?    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

Deal Planning and Development:  
?    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

Customer Relationship Management and Value Development  
?    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 

Sales Aptitude and Solution Selling:
?    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
?    Knows how to drive 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

Knowledge & Skill Requirements
?    Must have 5-10 years of sales, business development, and/or or customer relationship management experience, including outside direct sales.
?    Demonstrated capability to develop new business and extend business with existing relationships through sales of advisory, consulting, information and analytics, and programmatic engagements
?    Ability to work collaboratively with multiple areas and functions to develop tailored, holistic, and high value solutions based on uncovering customer needs and opportunities and insights driven by AEP’s unique knowledge and expertise
             
Attributes:             
?    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.

Requirements

Education & Experience Requirements:
?    Bachelor's Degree Required 
?    5-10 years of sales, business development, relationship management experience preferred
?    The position will require travel, mostly local and occasional longer distances.

Keywords: American Electric Power, Chicago , Dir Key Accounts, Other , Chicago, Illinois

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