• The Commercial Sector Lead is accountable for revenue growth of ENGIE Impact's most strategic accounts, with a typical portfolio assignment of five-10 client accounts. This role is also responsible for new revenue sales within a defined target list. This role is focused on building long-term Client value through developing trusted relationships, contributing to the P&L of new and existing business at the Client, and promoting new strategic initiatives that align ENGIE Impact and other ENGIE Business Unit solutions to the client's needs and values.
• The Commercial Sector Lead will own the most strategic commercial and industrial accounts and target accounts, creating and implementing all sales and marketing strategies for assigned clients with short- and long-term vision using their comprehensive industry understanding of one or more Customer Segments (e.g. TMT, industrial, Manufacturing, Services). The Commercial Sector Lead will have excellent analytical and communication skills (both written and verbal), along with a keen ability to convey marketing content, find new revenue sources from existing account(s) as well as new accounts, achieve measurable goals and sales quotas, and build strategic plans. A proven history of successful business development in one or more Customer Segments will ensure the right individual is placed to grow and succeed in this challenging and critical role focused on revenue growth.

PRIMARY FUNCTIONS AND ESSENTIAL RESPONSIBILITIES: Leadership/ Financial Accountability/ Client Engagement/ Decision Making/

• As owner of the most strategic ENGIE Impact clients, expectation that the Commercial Sector Lead will set the standard in administration, consultative selling and executive engagement (internally as well as externally).
• Responsible for maintaining and growing the relationships with ENGIE Impact's most strategic global/national accounts with substantial energy or sustainability program spend and additional revenue potential for ENGIE Impact services.
• Establish new business opportunities for Engie Impact services with targeted strategic accounts for defined sectors through prospecting, networking, qualifying and closing techniques.
• Collaborate with Sector Leads to Animate the Sector Pod for key sector(s)
• Collaborate with the Sector lead to develop and execute a go to market strategy for key sector (s)
• Responsible for supporting the reporting of commercial pipeline, bookings and revenue for a given sector (s).
• Identify and deliver sales qualified meetings to the Strategy and Implementation teams for assigned accounts.
• Prepare, maintain and execute a high-level Account Plans, which outlines strategic and tactical approaches for key accounts.
• Adoption and development of best practices for Account penetration and development to be a trusted advisor for client stakeholders, with focus to continually nurture relationships with the client's C-Suite, decision makers and owners and other influencers.
• Effectively work through power mapping strategies to inform sales and campaign strategies.
• Plays a pivotal role in contract negotiation and development, aligning ENGIE Impact revenue goals with appropriate pricing and service level agreements.
• Collaborate with Sector Leads to develop cross functional strategy for account growth for a broad solution set, identifying areas of improvement to meet and/or exceed sales quotas/company revenue targets.
• Own the client relationship and maintain a living-client strategy through account planning and management, including but not limited to account growth.
• Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts).
• In-depth understanding of ENGIE Impact and ENGIE Group capabilities and portfolio of offerings, with the ability to effectively convey the value of ENGIE Impact's products and services, explaining their purpose and performance and how they interconnect for maximum value.
• Establish new business opportunities with targeted accounts through networking, qualifying and closing techniques. Establish buying influences, budgets and purchasing criteria for client.
• Support ongoing relationships with existing clients in service territory and industry, up-selling new products and services matched with identified client needs and requirements.
• Understand customer's long-term business and increase level of contact within customer's organization to allow for cross selling of new opportunities across the organization.
• Develop knowledge and keep up to date on ENGIE Impact's service and product offerings to properly advise clients and drive sales opportunities.
• Leads executive business reviews with clients, working in coordination with Operations, Finance, Client Success and other business partners regarding execution against the client program.
• Results both financial and leverage are critical to the success of this role. Reliable forecasting and deal transparency as well as reference case development and roadmap inputs will form part of the measures of success for performance assessment.
• Interact with all ENGIE Impact departments and businesses, including but not limited to Client Success, Sales Operations, Marketing, and Strategy and Implementation to accomplish goals and objectives.
• Support peer development programs through mentoring and coaching initiatives. Act as an example when given direction from Leadership, by constructively challenging where appropriate and executing direction with excellence.

QUALIFICATIONS AND REQUIREMENTS: Education/ Certifications/ Experience/ Competencies/ Skills/ Abilities/ Other

• Education/ Certifications/ Experience
  • Master's Degree required in one of the following fields; Engineering, Sustainability, Business Management (marketing/sales/business administration concentration)
  • Fifteen+ years of sales and account management experience with multimillion-dollar portfolios.
  • Seven+ years of experience in energy or sustainability related services, high technology or business process outsourcing related fields to multi-site customers.
  • Demonstrated experience of consistently meeting sales targets and objectives, solution selling, and C-level selling.
  • Provide domain expertise in one or more of the following Customer Segments, such as: Retail, Industrial, Hospitality, Restaurant or Healthcare.
  • Knowledge of resource (energy/waste/water) services and controls including renewable energy solutions.
  • Knowledge of building systems is a plus.
  • May consider fifteen years a combination of relevant experience with educational and other skills and abilities in lieu of educational requirements
• Competencies/ Skills/ Abilities
  • Requires account management and revenue growth skills with a proven and progressive track record of growth and expansion of your portfolio.
  • Must be disciplined to dedicate time to both high value Account Renewals as well as generating New Business from the existing portfolio of clients.
  • Must be able to generate and present strategic solutions for C-Suite buyers.
  • Proven ability to juggle multiple account management project at a time, while maintaining sharp attention to detail.
  • Must possess strong financial and business acumen with the ability to identify overall business value of our solutions.
  • Excellent listening, negotiation and presentation abilities.
  • Demonstrated effective negotiation and closing techniques, including issue resolution and escalation.
  • Demonstrated ability to establish and maintain effective relationships with existing customers.
  • Requires strong communication skills in all forms-written, oral, email, presentation and non-verbal forms of communication.
  • Experience with CRM software (e.g. Salesforce, Zoho CRM or HubSpot).
  • Solid time management and organization skills.
• Other
  • Passion to drive Engie Impact's mission and values

WORK ENVIRONMENT:

• Work schedules are determined by business need and manager discretion; full time employment is considered 40 hours per week
• Health & Safety Working Requirements
  • Adequate working surface (can fit two monitors, a keyboard, mouse, and docking station)
  • Adjustable ergonomic chair
  • Proper Lighting
  • Heating, air conditioning and ventilation to create a comfortable environment
  • Appropriate internet and bandwidth to conduct business
• Incumbent may be exposed to frequent noise caused by telephones, office machines, and nearby oral communications among fellow employees
• As a global organization, attending meetings and events during early mornings and evenings may be required
• Performing duties and attending events during the evening and on the weekend occurs occasionally and may be required
• Business travel required up to 50% of the time

REQUIRED PHYSICAL ACTIVITIES:

• Ability to bend, stoop, reach, stand, move from one area of the building to another on a regular basis, sit and use a computer for a long period of time
• Manual and physical dexterity needed to operate a computer keyboard and handle paper documents
• Adequate hearing and verbal abilities to communicate effectively in person, by telephone, and by video call
• Sufficient near vision acuity to read information appearing on computer display screen, in handwritten forms, and printed on paper
• Ability to lift and carry a stack of forms and documents weighing up to 15 pounds
• The ability to alternate between sitting and standing is present when a worker has the flexibility to choose between sitting or standing as needed when this need cannot be accommodated by scheduled breaks and/or lunch period.
• Entering text or data into a computer or other machine by means of a traditional keyboard. Traditional Keyboard refers to a panel of keys used as the primary input device on a computer, typographic machine or 10-Key numeric keypad.
• The ability to hear, understand, and distinguish speech and/or other sounds (e.g., machinery alarms, medical codes or alarms) in multiple forms; in person speech; telephone, other remote speech
• Clarity of vision at approximately 20 inches or less (i.e., working with small objects or reading small print), including use of computers.