Dir Key Accounts
Company: American Electric Power
Posted on: October 15, 2021
? Senior level sales position for energy services
devoted to serving national and multi-regional accounts with
footprints primarily centred outside of core commodity supply
? 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
? 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
? 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
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
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
? 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
? Personalizes sales message to the
? Delivers new insights to
? Knows how to drive the customer to a
? 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
? 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
? Embodies AEP Energy Values (i.e.,
Accountability, Passion, Integrity, Innovation, Humor, Humility,
? 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
? 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
? 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
? 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.
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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