Sr Client Growth Manager Job Details | Engie

ENGIE Impact partners with companies to accelerate decarbonization efforts worldwide. ENGIE Impact's comprehensive engagement model goes from strategy to implementation including data excellence and digital tools, project delivery expertise, and financing support. An authentic long-term partner, ENGIE Impact establishes credible paths to hit difficult carbon reduction metrics while sharing commitments and accountability across portfolios. With 20 offices worldwide and headquarters in New York City, ENGIE Impact today has a portfolio of over 1,500 clients, including 25% of the Fortune 500 Companies.

ENGIE Impact is part of the ENGIE Group, a global leader in the transition toward a carbon-neutral economy through reduced energy consumption and more environmentally friendly solutions.

The Role:

• Accountable for the revenue retention and growth of approximately twenty large ENGIE Impact commercial and industrial accounts. Focused on building long-term Client Value through trusted relationships, contributing to the P&L of new and existing business at the client, and promoting new strategic initiatives that align ENGIE solutions to the client's needs and values.

• The purpose of the Senior Growth Manager is to provide account management services to a defined portfolio of large, high profile accounts, meeting revenue objectives and maximizing the use of ENGIE Impact solutions and services within these accounts.

Role Responsibilities:

• Responsible for the retention and growth of large to very large global/national multi-site firms with substantial energy or sustainability program spend and revenue potential for ENGIE Impact services and solutions.

• Manages sales directly to end-users of ENGIE Impact's products or services in specific industry segment on a national or geographic basis.

• Identifies, pursues and develops long-term relationships with client Executives and key decision makers and through these interactions deepens understanding of their client's initiatives and business drivers, which are then used to lead the internal focus that secures ENGIE Impact's position as a strategic partner providing significant value to the customer through transformational sales.

• Develop cross functional strategy for account retention and growth for a broad solution set, utilizing product and industry knowledge to deliver the value proposition to customers.

• Identifies objectives, strategies and action plans to improve short- and long-term sales and earnings for assigned account.

• Prepare, maintain and execute a comprehensive Business Plan, which outlines strategic and tactical approaches for achieving targets.

• Able to effectively convey the value of ENGIE Impact's products and service, explaining their purpose and performance and how they interconnect for maximum value, remaining up to date with deep understanding of all ENGIE Impact services and solutions.

• Participates in sales presentations and contract negotiation. Coordinates with other ENGIE Impact and ENGIE businesses as necessary to obtain product and solutions information and determine pricing.

• Accountable for all activity within the account from opportunity inception to contract closure by planning and organizing all related sales activities.

• Establish new business opportunities with targeted accounts through networking, qualifying and closing techniques. Establish buying influences, budgets and purchasing criteria for client.

• Responsible for sales forecasting activities for assigned accounts and reviews market analyses to determine customer needs.

• Defines, documents, implements and supports continual sales process improvement.

• Maintains appropriate records and documentation; tracks, monitors and reports sales data.

• Understand customer's long-term business and increase level of contact within customer's organization to allow for cross selling of new opportunities and more effective account support.

• Meet and exceed revenue and quota targets. Senior Account Managers will carry higher quotas and more complex accounts than Account Managers. Analyze ongoing performance against plan to develop monthly reporting including long-term strategies with both current and proposed activities, customer visits, revenue status and revenue forecast.

• Leads executive business reviews with clients, work in coordination with the Operations organizations on execution against the client program, and coordinates with all other ENGIE Impact departments and businesses as needed, including but not limited to Sales Operations, Marketing, Sustainability Services and Sustainability Solutions.

• Mentor and coach other less experienced team members to develop their selling skills.

Experience and Education:

• Bachelor's Degree required in one of the following fields; Engineering, Sustainability, Business Management (marketing/sales/business administration concentration)

• Minimum ten years of professional experience in sales and/or account management with multimillion-dollar portfolios.

• Minimum seven years of experience in Energy/Waste/Water sector.

• An independent, seasoned professional who has experience working in a complex sales environment.

• Comprehensive industry knowledge of one or more Customer Segments (e.g. retail, industrial, hospitality, restaurant, healthcare).

• May consider a combination of relevant experience with educational and other skills and abilities in lieu of educational requirements

• Knowledge and understanding of resource (energy/waste/water) services and controls including renewable energy solutions.

Skills and Abilities:

• Requires account management and revenue growth skills with a proven and progressive track record of growth and expansion of your portfolio.

• Strong client management skills. Must be able to generate and present strategic solutions for C-Suite executives and other key buyers/decision makers.

• Must possess strong financial and business acumen with the ability to identify overall business value of our solutions, including sound commercial and analytical skills to help identify market trends and opportunities and ability to refine business and account plans to exploit such opportunities.

• Confident negotiator with demonstrated effective negotiation skills and closing techniques, including issue resolution and escalation.

• Demonstrated ability to establish and maintain effective relationships with existing customers.

• Self-starter with ability to develop new and existing client engagements through the entire sales cycle; positive and determined approach to researching and analyzing new opportunities and then marshalling the resources to pursue and close the business.

• Requires strong communication skills in all forms-written, oral, email, presentation, and other non-verbal forms of communication.

• Solid time management and organization skills.

• Experience with Microsoft Office suite of products

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

• Traveling off-site to employee and client locations, events and vendor meetings may be required

• Business travel may be 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.

Benefits at ENGIE Impact:

At ENGIE, our goal is to support, promote, and thrive on diversity, equity, and inclusion. We do so for the benefit of our employees, customers, products and services, and community. ENGIE is proud to be an equal opportunity workplace, and we are firmly committed to creating an equitable and inclusive environment for all employees.

We are committed to providing employees with a work environment free of discrimination and harassment. All employment decisions at ENGIE are based on business needs, job requirements, and individual qualifications. ENGIE is committed to providing equal employment opportunities regardless of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship, age, sex or gender (including pregnancy, childbirth, and related medical conditions), gender identity, or gender expression (including transgender status), sexual orientation, marital status, civil union, or domestic partnership status, military service or veteran status, physical or mental disability, protected medical condition, genetic information, or any other legally protected category (referred to as "protected characteristics") as defined by applicable federal, state or local law in the locations where we operate.

The pay range for this role is a base salary of $97,000-$146,000 plus commission potential.

Pay range is based on several factors and may vary in addition to a full range of medical, financial, and/or other benefits. Final salary and offer will be determined by the applicant's background, experience, skills, internal equity, and alignment with geographical market data. This position is eligible for our comprehensive and competitive benefits package including medical, dental, vision, and basic life insurance. Additional ENGIE benefits include a 401k plan, paid time off. ENGIE complies with all federal, state, and local minimum wage laws.

Business Unit: GBU Energy Solutions

Division: Functional Organizations

Legal Entity: ENGIE INSIGHT SERVICES INC.

Contract Type: Permanent

Job Type: Full - Time

Professional Experience: Senior (experience >15 years)

Education Level: Bachelor's Degree