Account Executive

Vicinity Energy |

With 13 networks in 10 major cities, Vicinity Energy is North America’s largest provider of district energy solutions, offering energy investment, infrastructure and management to municipal, commercial and institutional customers with mission-critical energy needs. Our 450+ skilled engineers, operators and energy experts have a singular dedication to our customers’ success and a relentless focus on delivering efficient energy, resilient management and operation of cooling and heating networks, the production of green energy and carbon footprint reductions for the customers and communities in which we serve.

Vicinity Energy is currently seeking a bright, motivated individual to join our organization as Account Executive (AE) in Philadelphia, PA. The AE will primarily be responsible for driving new district energy solutions sales process for properties on/near the Vicinity’s pipe infrastructure in the respective region. Secondarily, he/she will manage a small book of critical, existing customer accounts to be retained and grown. This role is located in Philadelphia, PA.

Based on a strong understanding of Vicinity’s offerings, customers, and value proposition, the AE will build relationships with various stakeholders at prospect properties to explore their energy needs and propose district energy solutions against competing energy systems. The AE will own the end-to-end sales process from identifying buying signals and qualifying leads to closing new businesses. He/she is expected to leverage regional and corporate resources from operations, engineering, marketing, and finance as appropriate throughout the process. He/she must possess strong sales and business acumen and self-motivated “hunter” mentality to deliver against an individual target. He/she must have background/interest in the development and delivery of energy and utility solutions for diverse customers (residential, commercial, medical, institutional, government, etc.).

The role will report directly to the Regional Director of Sales, who will provide coaching/guidance on sales and customer-facing techniques and other development goals at a regular cadence.

Primary Duties and Responsibilities:

  • Drive new on/near-pipe district energy sales process in the region
  • Develop a deep understanding of Vicinity Energy’s products, services, customer objectives and value proposition in order to execute value-based selling, focusing on understanding the prospects’ energy/utility issues and defining a solution that resolves their problems
  • 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
  • Participate in company sponsored activities and professional associations to ensure an active and effective outreach program in the community
  • Identify influencers in the region (engineers, architects, contractors, developers, etc.) and develop relationships to demonstrate Vicinity’s value; drive new growth and sales via engagement with influencer community
  • Manage a small book of critical existing district energy customer accounts
  • Maintain full accountability for the assigned accounts, retaining and managing contract renewals
  • 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.)
  • Leverage customer service team to address and resolve service, billing, collections, and other issues in a timely manner, driving customer satisfaction

Required Skills, Knowledge & Experience:

  • Bachelor’s Degree in business, finance, engineering, or related field
  • Minimum of 5 years of experience in sales/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
  • Demonstrated “hunter” mentality for finding, qualifying leads and closing new business
  • 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 level (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
  • Occasional travel required (semiannual sales meetings, visits to other regions, training); <10%
  • Admit to Company required alcohol and drug screening program
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