• Director, Account Management

    Job Locations US-DC-Washington
    # of Openings
    1
    Category
    Sales / Business Dev.
    Deadline to Apply
    1/2/2019
  • Overview

    **Please note we are only able to consider existing residents of the District of Columbia or those willing to relocate into the District within 90 days of offer at this time**

     

    The Director of Account Management’s (D/AM’s) primary responsibilities are to develop and implement a strategy that serves the District’s largest, most complex and strategically important prospective customers which results in cost-effective energy efficiency projects, high value technical assistance, and customer service. The D/AM’s strategy will also include market-relevant and forward-thinking methods (e.g. market transformation, technology pilots) to help the DC Sustainable Energy Utility meet its contract performance benchmarks.
    The D/AM is responsible for leading, coaching, and developing the Account Managers to ensure that consistent and effective consultative sales and customer service methodologies and processes are adopted in all customer interactions.

    Diversity & Inclusion statement:

    We are committed to building a work community that is inclusive and represents a vibrant diversity of background, experience, perspective, and thought. Climate change impacts all of us; however, we are impacted differently based on our identities and experiences. We all deserve a place at the table to make decisions about our collective future – we hope you’ll consider joining us as we work towards our vision for a healthy planet, thriving people, and energy justice.

    Candidates across all markers of identity (age, race, gender, ability, communication style, etc.) are highly encouraged to apply.

    Responsibilities

    • Develop and execute strategic business and account plans that solve customer’s complex energy problems and deliver the expected results.
    • Establish and cultivate long term, high yield business partnerships with key accounts in a broad variety of market segments, including large commercial and institutional.
    • Understand the economic and business needs of high profile customers, as well as the potential political and strategic sensitivity of an Account Manager’s actions within the marketplace.
    • Build strategies to deliver multi-disciplinary technical resources (internal and external), and monitor and orchestrate development of team operations to deliver solutions that are directly responsive to individual client needs and goals.
    • Meet contract goals by delivering cost-effective savings.
    • Manage a complex pipeline and provide accurate projections.
    • Provides leadership, coaching, and development for the Account Management staff to includes:
      • providing real-time constructive feedback on an ongoing basis;
      • developing and communicating clear guidelines and expectations;
      • assessing individual training needs and coordinating training accordingly;
      • assisting employees in setting individual professional development and team goals to maximize performance, efficiency and work quality;
      • providing appropriate support in performance problems;
      • overseeing of staff recruitment and orientation;
      • mentoring staff and holding staff accountable for meeting goals.
    • As part of the Senior Management Team, helps to develop organizational objectives and strategies, oversees progress toward goals and collaborates on issue resolution.
    • Collaborates with other VEIC groups and divisions on cross-functional initiatives, with understanding and flexibility to build organizational unity, efficiency and success.
    • Develops models for efficient work flows and provides guidance and training to account management staff to enable execution. Plans, implements and oversees optimized allocation of account management staff to maximize effectiveness in alignment with the DC Sustainable Energy Utility benchmark performance and VEIC goals.
    • Identifies and keeps current with industry trends and best practices. Develops and manages relationships with DC clean energy stakeholders.
    • Provides field input to customer service and market approaches to ensure the appropriateness, consistency and quality of customer service.
    • Works within and across divisions to support business development opportunities.

    Qualifications

    • Strong personal commitment to the mission, vision, goals and values of VEIC.
    • Strong knowledge and skills in financial, technical, business, personal savvy and strategic agility, and demonstrated ability to communicate effectively with senior level, financial and operational level players in a persuasive, productive manner.
    • Bachelo'rs degree in business or engineering (Master's preferred), plus a minimum of 7 years’ experience utilizing a customer-centric management approach in a business to business Energy or Professional services field, or a combination of education and experience in a related field that demonstrates comparable knowledge and skills.
    • Must be flexible and adaptable in an ever-changing, fast paced environment.
    • Demonstrated ability to deliver expected results in a consultative sales or strategic account organization.
    • Strong financial, technical and business knowledge and skills, including the ability to understand the economic and political dynamics of high profile customers.
    • Sensitivity to the political and strategic impact of his or her actions within the DC Sustainable Energy Utility, VEIC, the DMV marketplace and regulatory arena.
    • Strong interpersonal skills including in the ability to communicate effectively and build strong business relationships. High degree of professionalism, maturity and a polished demeanor.
    • Exemplary written and oral communication skills.
    • Proficiency with contact management, word processing, spreadsheet and database software.
    • Ability to handle competing priorities and proven ability to be organized, detail-oriented and accurate.

    Working Conditions:

    Internal - Office work is normally performed in either a home office or in VEIC climate controlled office environment, where exposure to conditions of extreme heat/cold, poor ventilation, fumes and gases is very limited. Noise level is moderate and includes sounds of normal office equipment (computers, telephones, etc.).  No known environmental hazards are encountered in normal performance of office job duties. Depending on territory assignment, a remote work arrangement may be required or optional

    External - Travel requiring 60% of time on road within DC.  Occasional overnight travel may be required. Work may require exposure to commercial and industrial work environments.  Requires valid DC driver’s license.

    Physical Demands:

    Company will provide adaptive devices as needed.

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