Client Growth Manager

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 growth of approximately twenty medium to large ENGIE Impact commercial and industrial accounts. Focused on building long-term Client Value through trusted relationships, contributing to the P&L of new business at the client, and promoting new strategic initiatives that align ENGIE solutions to the client’s needs and values.
• The purpose of the Growth Manager is to provide account management services to a defined portfolio of medium to large, high profile accounts, meeting revenue objectives and maximizing the use of ENGIE Impact solutions and services within these accounts.

Role Responsibilities:

• Responsible for growth of medium to large global/national multi-site firms with energy or sustainability program spend and revenue potential for ENGIE Impact services and solutions.
• Manages Sales directly to end-users of the organization’s products or services in a large specified geographic area or is responsible for a specific industry or product segment on a national or geographic basis.
• Identifies, pursues and develops long-term relationships with key points of contact in the client organization, resulting in high client satisfaction and retention.
• Develop cross functional strategy for account growth, utilizing product and industry knowledge to deliver the value proposition to customers.
• Establishes buying influences, budgets and purchasing criteria for client. Identifies new business opportunities to achieve assigned quota through networking, qualifying and closing techniques. Engages more senior Account Growth Managers or Leadership as appropriate.
• Identifies objectives, strategies and action plans to improve short- and long-term sales and earnings for assigned account.
• Prepare, maintain and execute a high-level Business Plan, which outlines strategic and tactical approaches for achieving targets.
• Able to effectively convey the value of ENGIE Impact’s products and services, with moderate understanding of ENGIE Impact and ENGIE Group capabilities and portfolio of offerings. Utilizes more senior Account Managers or Leadership as necessary.
• Responsible for managing sales efforts, including sales presentation and contract negotiations. Coordinates with other departments 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 facilitating, planning and organizing all related sales activities with guidance from more senior Account Growth Managers.
• Identify and deliver sales qualified meetings to the Strategy and Implementation teams for responsible accounts.
• Establish new business opportunities with targeted accounts through networking, qualifying and closing techniques. Establish buying influences, budgets and purchasing criteria for client.
• Prepare, maintain and execute a high-level Account Plan, which outlines strategic and tactical approaches for key accounts.
• 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. Account Growth Managers will carry lower quotas and have fewer complex accounts than Senior Account Growth Managers.
• May participate in executive business reviews with clients and work in coordination with the Operations organization 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.
• Actively seeks opportunities to learn from Senior and Strategic Account Growth Mangers, building sales and closing skills.

Experience and Experience:

• Bachelor’s Degree required in one of the following fields; Engineering, Sustainability, Business Management (marketing/sales/business administration concentration)
• Minimum seven years of professional experience in sales and/or account management.
• Minimum five years of experience in Energy/Waste/Water sector.
• 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.
• Demonstrated ability to establish and maintain effective relationships with existing customers, including issue resolution and escalation.
• 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
• Passion to drive Engie Impact’s mission and values