Account Manager

Vicinity Energy is North America’s largest provider of district energy solutions, offering low carbon energy to most of the iconic buildings you see in the skylines of Boston, Cambridge, Philadelphia, Baltimore and many other cities in the US. As a member of the communities we serve, all of us at Vicinity understand the critical role we play in reducing the impacts of climate change and being a leader in decarbonization. We are committed to net zero and eliminating our reliance on fossil fuels, but we need the best and the brightest minds on our team to help us reach our goal, not only for us as a company, but for our customers, our communities, and our planet.
Summary
We are currently seeking a bright, motivated individual to join our organization as an Account Manager (AM) in Boston, Massachusetts. The AM will primarily be responsible for managing and growing revenues from Vicinity’s existing district energy customers. In addition, he/she will drive new district energy solutions sales for the customers he/she manages as well as properties on/near the Vicinity’s pipe infrastructure. This is a full-time exempt position and reports to the Regional VP Business Development. This position is located in Boston, MA.
Primary Functions and Responsibilities
Manage and grow a book of existing district energy customer accounts
Develop a deep understanding of Vicinity Energy’s products, services, customer objectives and value proposition in order to provide superior customer service and execute value-based selling, focusing on understanding the prospects’ energy/utility issues and defining a solution that resolves their problems
Maintain full accountability for the assigned accounts, retaining and managing contract renewals
Maintain and nurture deep executive relationships with the accounts, serving as the primary point of contact for the customers
Manage a quality customer relationship to address and resolve service, billing, collections, and other issues in a timely manner, driving customer satisfaction
Monitor client behavior to identify potential attrition risks and proactively address any issues
Maximize revenues from the assigned accounts by identifying, pursuing and winning opportunities to broaden Vicinity’s relationships (i.e. beyond-the-meter services, energy efficiency upgrades, etc.)
Proactively track changes in account/customer data and document on the CRM
Promote new programs, products and services to meet growth objectives
Participate in company sponsored activities and professional associations to ensure an active and effective outreach program in the community
Secondary Functions and Responsibilities
Drive new on/near-pipe district energy sales process in the region
Identify and engage with commercial, residential, and institutional/municipal prospects on or near Vicinity’s pipe infrastructure and assess potential business opportunities
Research relevant prospect data on the property, current energy system in use and decision-makers/stakeholders to be leveraged in the sales process
Build strong relationships with prospects at the executive and operations level, including general managers, finance, engineering, procurement and other stakeholders as necessary
Document and update prospects data throughout the sales process on the CRM (Dynamics) and maintain data hygiene
Manage and participate in financial analysis, proposal preparation, pricing and presentations to prospects
Lead negotiations and close business to deliver against an individual sales target
Work effectively as a member of a coordinated regional sales team to ensure consistent execution of corporate and regional growth strategy
Build relationships with regional influencers; educate them on Vicinity and district energy capabilities
Qualifications and Experience
Bachelor’s Degree in business, finance, engineering, or related field
Minimum 4 years of experience in account management/business development
Relevant industry experience in the Energy & Utilities/HVAC space is preferred
Strong customer/sales orientation and focus
High level of sales/business/business development acumen
Thorough working knowledge of financial aspects of the business, including an understanding of how to calculate ROI using sophisticated financial models
Ability to interpret, develop, and negotiate intricate agreements and influence long-term sales contracts
Energy & Utilities industry knowledge, ability to recommend energy solutions that align with defined priorities to institutional/commercial property stakeholders are preferred
Proficiency in developing influential, consultative relationships at executive and operations level
Skilled in holding strategic conversations at different levels of an organization (technical, managerial, executive, etc.)
Excellent written, verbal, and presentation skills
Excellent interpersonal skills and ability to work in a team towards a goal
Strategic thinker with ability to adapt to fast paced and changing environment
Proven ability to work effectively in a fast-paced operating environment with positive results
Must be self-motivated, able to work independently
Travel Requirements
Occasional travel required (semiannual sales meetings, visits to other regions, training);

EQUAL EMPLOYMENT OPPORTUNITY POLICY STATEMENT VicinityNorth America is an Equal Employment Opportunity (EEO) employer. It is the policy of the Company to provide equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.

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