UNIT:                          LGC Account Sales

TITLE:                        Account Manager of Technical Energy Sales

Reports to:                Director of Account Sales

Overview

The Account Manager (AM) of Technical Energy Sales specializes in generating sales of renewable wind energy credits and carbon off-set products for the large commercial market segment.  In this position, the AM would be responsible for developing a direct book of business of commercial accounts and they would also provide technical sales support to other WGES Account Managers with their sales activities associated with these products.  Additionally, they would research and assess the viability of developing and selling other technical energy products and services such as solar power, demand response, smart metering, cogeneration, energy management, and commercial energy data services in the large commercial market segment.

Responsibilities and Duties:

1)    New Sales – Direct  Book of Business:  Develop a personal book of business of renewable wind energy and carbon off-set sales with large commercial accounts:

a)    Prospect for new accounts for renewable wind energy and carbon off-set sales which includes the development and utilization of customer profiling, targeting and segmentation strategies.

b)    Conduct sales calls with emphasis on face-to-face interaction.

c)    Prepare customized sales materials, including Power Point presentations, as needed.

d)    Collaborate and coordinate with account managers in the preparation of technical submittals of RFPs that have renewable energy requirements or thresholds such as renewable energy credits and LEED certification.

e)    Analyze client energy data.

f)     Negotiate pricing with clients.

g)    Generate custom cost evaluations to support sales.

h)    Utilizing WGES’s standard computerized systems, generate pricing, proposals and contract documents for prospective commercial customers.

i)      Participate in trade shows, attend customer association meetings, give formal presentations as needed

j)      Provide a monthly prospect report to the Director of Sales.

k)    Develop a relationship with key brokers to promote WGES renewable energy to their client base. Provide training in the selling of WGES renewable energy to broker sales personnel.

2)    Existing Accounts – Direct Book of Business:  Maintain and service personal book renewable wind energy, carbon off-set accounts, and other technical products and services.

a)    Track assigned accounts for contract renewal and/or extension needs and opportunities

b)    Undertake all actions listed above necessary to renew/extend contracts

c)    Coordinate with LGC Sales Support and Contract Administration, and Billing to resolve customer billing and credit issues.

3)    Technical Sales Support of Account Sales Staff – New and Existing Accounts:  Collaborate with other WGES Account Managers to develop sales strategies and campaigns to sell renewable energy, carbon off-sets, and other technical products and services to both existing commercial customers and new commercial prospects.

4)    Collaborate with the Manager, Green Products in the Production of Marketing Materials & Sales Tools:  Collaborate with marketing team in the development of technical energy marketing materials and sales tools to support and enhance the sales results of renewable wind energy, carbon off-sets and other technical energy products and services.  This would include developing web-based tools and platforms for WGES customers, brokers and consultants, and maintaining and updating a library of marketing materials associated with WGES technical products and services.

5)    Support the Manager, Green Products in the Development of New Technical Energy Products and Services:  research, assess, and develop new technical energy products and services for the large commercial market segment that would be complement existing WGES products and services and be aligned with the company’s brand and product positioning strategies. 

6)    Industry Knowledge and Competitive Intelligence:  Maintain up-to-date knowledge of the renewable energy industry (e.g., LEED standards, regulations, legislation, etc.) and other relevant technical energy subject matter.  Monitor and track competitor activities and strategies in this sector.   Provide regular updates of this information to senior management.

7)    Technical Energy Sales Performance – Metrics Tracking & Reporting:  Work collaboratively with Sales Support, Customer Data Services and Operations to track, monitor and report on key performance metrics of technical energy sales.  This includes new sales performance for all renewable energy products (actual vs. goal), customer retention (actual vs. goal), and bid success rates.

8)    Regulatory Affairs :  Collaborate as needed with WGES regulatory affairs in the development of WGES regulatory strategies and establishment of priorities with regard to WGES renewable energy goals and initiatives.

Requirements:

1)    BA / BS degree in Business, Marketing, Environmental Studies or related discipline.

2)    At least 2 years of successful direct commercial sales or business development experience.

3)    Background in any one of the following fields: renewable energy, energy efficiency and conservation, energy monitoring, green building or carbon markets.

4)    Excellent written and verbal communication skills with experience with presenting to high level management and key decision makers.

5)    Excellent strategic and analytical skills with a technical aptitude.

6)    Solid skills in all Microsoft Office applications including Word, Outlook, Excel and PowerPoint.

7)    Strong process-orientation with outstanding organizational skills and the utmost attention to detail.

8)    Proven capability for working collaboratively in developing and launching new products and/or programs.

9)    Demonstrated ability to work well and build relationships with internal management, accounts sales staff, and external constituencies.

10) Strong follow-through and sense of ownership of projects.

11) Highly motivated and collaborative team player.  Comfortable working in a collaborative environment; seeks and welcomes participation from others and incorporates the input of others into proposed plans, processes, etc.  Comfortable working in an advisory role with others who are responsible for communications (e.g., PR, direct mail, advertising, etc.)

12) Requires considerable travel in the Mid Atlantic Region.

13) Dedication and personal commitment to environmental sustainability strongly preferred.

14) Experience in sales/marketing in the energy industry a plus.

Responsibilities and Duties:

Develop personal book of sales with large accounts:

• Prospect for and develop new accounts for natural gas, electric and renewable sales in all Pennsylvania markets.
• Conduct sales calls, with an emphasis on face-to-face interaction.
• Prepare customized sales materials including Power Point presentations.
• Analyze client energy data for use in determining pricing and offerings. 
• Negotiate pricing and other terms with clients.
• Generate custom cost evaluations to support sales (e.g. savings analysis of WGES prices vs. competitors or utilities).
• Generate contract documents for offerings to customers with approved pricing.
• Participate in trade shows and attend customer association meetings. Conduct formal presentations as needed.

Maintain and service accounts:

• Track assigned accounts for contract renewal and/or extension needs and opportunities.
• Undertake all actions listed above as necessary to renew/extend contracts.
• Coordinate with WGES sales support and customer service staff to resolve customer billing and credit issues.
• Monitor interruptible accounts during winter periods to identify needs/opportunities for spot sales.

Maintain industry knowledge and competitive intelligence:

• Maintain up to date knowledge of utility tariffs and other rules and regulations appropriate to account serviced.
• Provide information to Director, Account Sales on competitive pricing offers.

Requirements:

• BA/BS degree in Marketing or related discipline.
• Extensive experience in commercial energy relationship sales and marketing in the energy industry mandatory.
• Currently maintains an active Pennsylvania network in either electricity or gas (or both) preferable.
• At least 3 years of experience with direct sales experience in the Pennsylvania energy markets.
• At least three years of experience prospecting new business and building a book of business via face to face outside sales. 
• Superior interpersonal, oral and written communication skills.
• Proficient in Microsoft Office suite, including Word, Outlook, and PowerPoint.
• This position may require travel to customer sites in in Pennsylvania In addition, travel to WGES headquarters office in Herndon, Virginia and/or the satellite office in Timonium, Maryland may be required.
• Experience working from a remote location is a plus.

Responsibilities and Duties:

Directs the planning and execution of the company's Pennsylvania account sales activities including:

o    Oversees the day-to-day operation of the company's account sales staff in all Pennsylvania markets.  Deploys the account sales effort for maximum effectiveness by assuring the optimal number and type of sales staff in each market and assigning territories and accounts.

o    Develops and carries out appropriate sales training for new and experienced sales staff.

o    Collaborates with the Director, Account Sales to establish sales and performance goals for sales staff and monitors and measures performance accordingly.

o    Partners with the Director, Account Sales to develop and implement sales compensation plans that attract, motivate and retain high quality account sales staff in all Pennsylvania markets, and that reward sales activity aligned with corporate objectives.

o    Ensures effective timing and execution of contract renewal processes for large commercial accounts in Pennsylvania. 

o    Develops sales forecasts and budgets for Pennsylvania and collaborate with the VP of Sales to set organization performance goals.

o    Develops and manages prospecting and customer relationship management (CRM) strategies for Pennsylvania account sales staff.

o    Plans and oversees Pennsylvania promotional activities addressing large commercial accounts including trade show participation, production of newsletters, etc.

o    Develops and executes sales policies and practices to conform to internal control requirements, regulations, and legal requirements.

o    Prepares or directs the preparation of sales reports for management, including market share data.

o    Meets with clients and brokers in support of sales activities as needed.

Participates in the company's marketing activities including:

o    Develops and recommends Pennsylvania product positioning and retail pricing strategies to achieve:  1) the highest possible long-term profitability for large commercial clients, 2) effective counter competitor offerings, 3) to responsiveness to changing market conditions and customer’s needs, 4) alignment of activities with WGES branding strategies.

o    Coordinates account sales activities with other sales channels, including key consultant and broker relationships, endorsement agreements, and contracted sales channels, for maximum Pennsylvania market penetration..

o    Develops and implements Pennsylvania strategies to leverage WGES web-based systems to support and enhance large commercial sales activities such as affinity end-user programs, renewable energy sales tools, and e-mail communications.

o    Participates in and contributes to product pricing discussions for all customer classes to help assure coordinated policies and alignment with WGES branding strategies.

o    Assures that all account sales materials including sales presentations, collateral materials, newsletters etc. support corporate positioning, are accurate and cost effective.

o    Ensures effective Pennsylvania customer targeting and segmentation and alignment with WGES branding strategies through analysis of market opportunities and segment profitability.

o    Monitors competitor sales and marketing activities in Pennsylvania markets.

Directs departmental forecasting and budgeting including:

o    Develops sales plans and strategies for Pennsylvania to achieve corporate objectives.

o    Develops and manages Pennsylvania account sales operating budget.

o    Works with other WGES departments to assure coordinated efforts to achieve Pennsylvania marketing and sales objectives, and coordinates with other departments in support of broad corporate objectives.

o    Contributes to executive and corporate projects as needed.

Requirements:

o    Minimum of 10 years of successful experience in  energy account sales, at least 5 years of successful Energy sales management experience overseeing an energy sales force

o    BA/BS degree in business, marketing or related discipline required, advanced degree preferred.

o    Proven record of progressive responsibilities and demonstrated leadership.

o    Proficient in Microsoft Office suite including Word, Excel and PowerPoint.

o    Superior interpersonal, oral and written communication skills.

o    Demonstrated ability to work effectively with executive management in a highly collaborative environment.

o    Superior quantitative, analytical and technical skills.

o    Demonstrated ability to negotiate and to work effectively with WGES leadership.

UNIT: IT
TITLE: Senior Analyst - IT

Responsibilities and Duties: 

• Identifies, designs, creates and maintains software applications supporting all business functions of WGES
• Interacts with business and/or user community to gather and analyze requirements
• Provides web-based application design and development based on industry standards
• Mentors staff to understand the WGES data model and operational process flow
• Leads the development of computer applications to support WGES operations providing superior technical expertise and direction
• Communicates with other units within WGES to understand and support ever-changing business processes
• Works with outside vendors to integrate external and internal business processes
• Follows proper processes and documentation requirements for all inputs and assumptions
• Performs unit testing for software components, programs, applications, and database interfaces

    Requirements:

• BS in Engineering, Finance, Math, Statistics, Economics, Physics, Computer Science or other quantitative discipline
• Minimum 5 years experience in programming and development skills, with at least three years direct experience with ASP.Net, C# (.Net Framework), JavaScript, XML, ASP, and HTML. (XSLT preferred)
• Minimum 2 years extensive hands-on experience with Microsoft SharePoint, Oracle SQL and PL/SQL, or MS SQL Server which includes stored procedures, functions, triggers, and views creation.
• Visual Studio 2010 or other IDE experience a plus
• Strong application design, database modeling, and project management skills
• Knowledge of the SDLC process and the ability to manage/promote it
• Proven ability to quickly grasp and implement complex business processes and technical solutions while managing to a schedule
• Ability to be creative while performing in a fast-paced, deadline oriented work environment
• Proven ability to be a process oriented yet innovative, self-starting and hands-on technology professional
• Demonstrated ability to work independently and as a team-member with all levels of staff within an organization.
• Strong organizational, interpersonal, verbal, and written communication skills
• An understanding of physical energy business, energy commodities, or regional energy markets is preferred