Energy Solutions Manager - Sales
Join the diverse and dynamic team that powers Michigan's largest energy provider and one of the nation's largest gas and electric combination utilities.
Consumers Energy services 6.
7 million of Michigan's 10 million residents - caring for our friends and neighbors in all 68 Lower Peninsula counties.
We embrace a cleaner and leaner utility vision focused on eliminating energy waste and adding renewable energy from sources such as wind and solar.
At Consumers Energy, we offer more than just a place to work.
We foster a culture that supports career development, growth, and stability, and we take pride in offering our co-workers excellent benefits and compensation packages.
We are deliberately creating an inclusive culture that makes our diverse team of co-workers feel valued, supported, and empowered every day.
We're a company made up of thousands of people, all with different stories to share and work to do, but we stand united in our company purpose:
world class performance delivering hometown service.
DEPARTMENT SUMMARY
The primary goal of the Energy Solutions Management team is to provide premium customer service to our company s largest commercial and industrial electric and natural gas users.
The team is responsible to proactively engage business customers with the focus of maximizing customer value (satisfaction) through enrollment, promotion and sales of energy programs, products, and services.
This includes the promotion and expansion of Consumers Energy as a full-service energy and energy services provider.
LOCATION
This position will be in the Grand Rapids area.
Initially this position is likely to be fully remote, consistent with the company s response to mitigate the effects of COVID-19.
Even after normal work conditions resume when COVID-19 is acceptably mitigated, we intend to continue to encourage acceptable remote-work arrangements on an ongoing basis, consistent with the company s evolving policies for the performance of office work.
Some in-person work will eventually be required, as well as occasional travel for off-site meetings, training or between company locations.
Work will include a flexible schedule, which may include evenings, weekends and holidays.
JOB DESCRIPTION/RESPONSIBILITIES
The position of the Energy Solution Manager (ESM) is responsible to build and foster relationships while providing an exceptional customer experience to our largest Commercial and Industrial customers within an industry segment.
ESMs proactively engage business customers to deliver value through our portfolio of energy management programs and customized solutions and services that achieve corporate goals tied to our companies clean energy plan of reducing carbon emissions by 80%.
To meet this goal, the role will provide opportunities for Consumers Energy customers to enroll in programs like energy efficiency programs, energy curtailment programs, renewable programs (wind, solar, battery) along with load growth/retention, and sustainability initiatives.
ESMs are responsible to develop segment intelligence, knowledge of industry trends, and customer insight.
ESMs act as the customer's key utility contact to steward any electric or gas service concerns or issues while uncovering opportunity to deliver individualized energy management solutions through consultative-based sales.
ESMs perform basic sales functions like prospecting, identifying potential leads, qualifying them, overcoming objections and closing sales with actionable solutions through our clean energy products.
You will achieve this in partnership with the appropriate internal groups.
This will involve staying informed about both company and customer needs and wants.
KNOWLEDGE / SKILLS / ABILITIES:
- Results oriented
- Exceptional selling skills
- Excellent communication and interpersonal skillset
- Ability to negotiate and contribute as an effective team player in a fast-paced environment
- Strong influence and negotiation skills including managing contractual arrangements
- Ability to utilize business and industry knowledge to offer solutions and create value propositions
- Ability to self-manage, multi-task and learn new skills quickly
- Strong Financial business acumen
- Teamwork, integrity, ownership, and customer focus
- Effectively manage internal networks through cross functional collaboration
- Ensures that all processes and procedures are completed, and quality standards are met.
- Utility knowledge or experience with Electric/Gas systems is a plus
REQUIREMENTS/QUALIFICIATIONS
- Bachelor s Degree in Business, Engineering, Communications or related fields or equivalent combination of education & experience
- Minimum of 2years of sales or account management experience in a technical industry
PREFERRED QUALIFICIATIONS
- Bachelor s Degree in business administration preferred or equivalent degree with three years sales experience in a customer facing role.
- Professional Sales training preferred
ESSENTIAL FUNCTIONS
- Support achievement of company goals and sales targets through customer acquisition and enrollment activities.
- Demonstrate the ability to document via CRM and call reports activity level, identified opportunity, and action items
- Ensure proper records keeping through the tracking and reporting of business activity through CRM Reporting.
- Be able to demonstrate a successful track record consistently meeting or exceeding goals in a technical sales role.
- Demonstrable solution selling skills and abilities
- Act as key contact for customer throughout the acquisition process while coordinating sales support as needed to present product or service solutions and develop proposals.
- Effectively communicate and sell complex technical solutions and services including the financial impacts on proposals to customers (ROI, savings to invest ratio, NPV, ROR).
- Utilize technical, business, and financial knowledge to create value propositions
- Develop, expand, and nurture client decision maker/influencer relationships including the executive level.
- Foster knowledge of customers and segments including industry trends, changes, and pain points.
- Serve as customer steward by channeling customer service and support needs through Business Support and/or internal teams for timely and efficient resolution.
- Communicate and ensure consistent application of policy (Rates/Tariffs, Operational, Regulatory).
- Effectively communicate customer feedback and insight to inform internal departments and product owners.
- Work with internal teams to build holistic solutions to present one Consumers Energy brand to clients.
Core Competencies:
- Self-motivated
- Innovator
- Results oriented
- Customer focuses
- Planning and organization
- Conceptional selling
HOURS AND TRAVEL
- Regional travel/driving required to visit customer sites, which may include large scale C&I industrial and manufacturing facilities.
- On Call is required, which may require working evenings, weekends, holidays, and overtime to serve customers during storm restoration and other related events.
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to sit; stand; walk; and stoop, kneel, crouch, or crawl; use hands to finger, handle, or feel objects, tools, or controls; and reach with hands and arms.
The employee frequently is required to talk or hear.
The employee will be using a computer and the associated keyboard and mouse.
The employee must frequently lift and move up to ten pounds and occasionally lift and move up to seventy-five pounds.
Specific vision abilities required by this job include close vision, color vision, depth perception, and the ability to adjust focus.
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
The noise level in the work environment is usually moderate.
The noise level on the construction site is often loud.
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Estimated Salary: $20 to $28 per hour based on qualifications.
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