Senior Sales Consultant - Electric

Leads with short - and long-term strategy development, analysis and planning for the business unit which may include but not be limited to five-year strategic plans, long term integrated resource plans, operational plans, and environmental strategy. This role provides administration and analysis of customer research, support with business unit performance reporting and program deployment. Attracts, retains, and expands Company programs' solutions sales for both new and existing accounts for commercial customers. Develops and maintains relationships both internally and externally to support program solutions initiatives, including with major account services teams, external regional economic development organizations, municipalities, large businesses, including many Fortune 500 companies, and others. Partners with product development and marketing teams to ensure alignment with program objectives. Works independently and exercises independent judgment. Mentors and/or coaches less experienced sales consultants on the team. Span of control: 0; individual contributor job.

*Executes sales processes for Company programming solutions pipeline, including coordinating with team members, performing sales activities, and handling direct sales to customers
* Serves as an internal consultant to business units, leads special assignments and projects, and partners with product development and marketing teams to ensure alignment with product development, pricing, and communication channels
*Forecasts and achieves sales and revenue targets for an assigned book of business
*Advises customers on Company programs' solutions and provides account management support
*Leads and provides support in developing the annual strategy presentation or the Company's Senior Management and Board of Directors
*Analyzes the strategic, operating and financial impacts of internal business proposals. Develops recommendations and associated business cases in response to these proposals.
*Develops detailed financial models to support the long-term planning process as well as business cases for major projects.
*Leads cross-functional teams to investigate, analyze, and make recommendations to Senior Management on current strategic or operational issues.
*Establishes and maintains account relationships with customers providing leadership, analytical and financial skills to support Company programs' solutions and related sales initiatives
*Develops and makes presentations to promote program solutions at customer offices, various industry conferences, internal C-level meetings, and with customer c-level executives
*Remains current on energy regulations and rates and provides consulting advice as needed preparing internal and external communications for Senior Management
*Mentors and coaches less-experienced sales consultants on team, and, in some cases, participates in sales activities with them based on the needs of the customer
*Leads lean/six-sigma projects to drive business improvements in the business unit
*Uses continuous improvement tools to identify defects and improve processes.

This is a multi-track base requirement job; education and experience requirements can be satisfied through one of the following three options:

* High school diploma and 11 years of experience in sales or energy-related account management, inclusive of 3 years direct sales experience and professional level business functions exhibiting a progressive work history; OR
* Associate's degree and 9 years of experience in sales or energy-related account management, inclusive of 3 years direct sales experience and professional level business functions exhibiting a progressive work history; OR
* Bachelor's degree and 7 years of experience in sales or energy-related account management, inclusive of 3 years direct sales experience and professional level business functions exhibiting a progressive work history; OR
* Master degree and 4 years of job-relevant experience in sales or energy-related account management, inclusive of 2 years direct sales experience and professional level business functions exhibiting a progressive work history.

Preferred:
*Degree in business, finance, marketing, or an engineering-related technical field or Master's degree
*Experience in energy/utility industry, including marketing and sales to residential, commercial, and industrial customers
*Success in sales with increasing levels of responsibility, including sales to senior leaders of large companies (e.g., Fortune 500)

Other Requirements:
*Proficiency in Microsoft Office and similar applications
*Expertise in sales software, such as SalesForce
*Ability to think strategically and creatively while demonstrating strong analytical and facilitation skills.
*Strong written and verbal communication skills with proven abilities to cohesively defend or justify recommendations.
*Ability to work professionally with individuals at all levels of the corporation and with outside consultants.
*Consulting and influencing skills with the ability to build relationships and influence parties, including engaging individuals to embrace changing expectations and initiatives
*Understands utility distribution and transmission operations and related energy commodity issues
*Understands program related technologies and regulated utility financial concepts
*Analytical and problem-solving skills with the ability to identify key issues from a broad range of alternatives and recommend optimal solutions
*Ability to develop and coordinate cross-functional work groups and projects
*Working knowledge of basic financial and economic analysis and modeling, and project and risk management
*Promotes an atmosphere conducive to the open exchange of new ideas and alternatives approaches
*Effective communication and presentation skills at all levels
*Flexibility and the ability to work with shifting priorities; embrace new and evolving responsibilities
*Initiates new ideas and approaches; challenges prevailing practices and approaches with reasonably sound alternatives

Incumbents may engage in all or some combination of the activities and accountabilities and utilize a variety of the competencies cited in this description depending upon the organization and role to which they are assigned. This description is intended to describe the general nature and level of work performed by incumbents in this job. It is not intended as an all-inclusive list of accountabilities or responsibilities, nor is it intended to limit the rights of supervisors or management representatives to assign, direct and control the work of employees under their supervision.