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Director Key Accounts
American Electric Power
Senior sales leader driving energy services solutions for national & multi‑regional accounts.
3d ago
Expert & Leadership (13+ years), Experienced (8-12 years)
Full Time
Columbus, OH
Field
Company Size
17,000 Employees
Service Specialisms
Electric power generation
Electric transmission
Electric distribution
Site selection
Economic development
Grid reliability
Transmission upgrades
Infrastructure investment
Sector Specialisms
Energy
Infrastructure
Commercial
Residential
Renewable Energy
Solar
Wind
Grid Solutions
Role
What you would be doing
solution selling
customer engagement
pipeline development
energy management
value messaging
deal qualification
- Utilize knowledge of products and product structures and customer needs and opportunities to tailor effective solutions and selling strategies
- Takes Control – Guides customers/prospects to recommendation by reinforcing the change’s value
- Gain knowledge, insight and understanding from key decision-makers regarding customer energy needs/challenges.
- Utilize techniques to drive the selling process toward broader based value creation for the customer.
- Consultative work-style with strong service and results orientation; develop understanding of client issues, offer advice and road-map to solutions.
- Identify, develop and maintain a consistent pipeline of prospective customers. This requires self-direction, discipline, and consistent effort to make sufficient cold calls and/or in-person canvassing of businesses.
- Complete customer expositions in collaboration with Services/On-Site to identify needs and opportunities and scope out solutions and benefits.
- Builds Constructive Tension – Compels customers/prospects to act on an opportunity
- Build company credibility, brand value, and trust with prospective customers.
- Tailors – Customizes sales messaging for business and individuals
- Delivers new insights to customers/prospects, drives the customer to a decision
- Ensure total customer satisfaction and delight by working with Services and OSP businesses to identify potential and actual issues and ensure avoidance/prompt resolution of errors and misses
- Plan each customer engagement to ensure maximum probability of positive impact and deal advancement.
- Adopts the ChallengerTM approach to selling: Personalizes sales message to the customer/prospect
- Work with functional leaders to resolve customer service issues and exceptions and to develop new customer value propositions.
- Help consumers effectively control their overall energy expense and manage associated risks based on the end user’s unique characteristics
- Identify, plan for, and resolve potential deal barriers on customer side and internally to maximize probability of deal closing
- Gather key customer information to include customer priorities, objectives, initiatives, and energy and asset positions to be managed, along with key personnel with responsibilities and personal priorities
- Develop and execute effective messaging to open prospects and bring to deal development stage
- Deepen engagement and identify additional value streams for customer and company through regular contact and uncovering of customer needs and opportunities
What you bring
problem solving
communication
negotiation
eq
travel
organized
- Proactive problem-solving ability with results/solutions orientation, identify alternatives and develop unique solutions.
- Effective and comfortable in a dynamic, fast-paced work environment.
- Position requires travel, mostly local and occasionally longer distances. Embodies AEP Energy Values (i.e., Accountability, Passion, Integrity, Innovation, Humor, Humility, and Candor).
- Excellent communication skills – written, spoken, presentation and listening with ability to explain and interpret complex issues clearly, mindful of audience.
- Effective problem-solving skills: ability to work from concept to analytics, identify alternatives and develop unique solutions.
- Well organized; ability to prioritize, plan proactively and execute properly while managing conflicting priorities and multi-task effectively.
- High EQ-- superior interpersonal skills, win-win mindset, relationship-builder.
- Negotiation and mediation skills.
- Excellent communication skills – written, spoken, listening with ability to explain and interpret complex issues clearly, mindful of audience. Ability to prioritize, plan proactively, manage conflicting priorities, and multi-task, effectively.
- Strong service and results orientation.
- Teaches – Differentiates and delivering commercial insight through a dialogue
Information not given or found
Training + DevelopmentInformation not given or found
Interview process
Information not given or found
Visa SponsorshipInformation not given or found
Security clearanceInformation not given or found
Company
Overview
- Powers millions across the United States with a vast electric transmission and distribution network.
- Has been a leader in the transformation of the energy sector for over a century.
- Focuses on reliable power generation, cutting-edge energy solutions, and a growing commitment to renewables.
- Operates one of the largest electricity transmission networks in the U.S., delivering energy to homes, businesses, and industries.
- Has a legacy of pioneering innovative technologies and projects to improve grid reliability and energy efficiency.
- Is expanding its footprint in the renewable energy sector, including solar and wind power projects that are helping shape the future of energy.
- Undertakes large-scale projects such as major power plant construction, infrastructure upgrades, and renewable energy installations, supporting both industrial and residential clients.
- Is dedicated to sustainable energy and modernizing grid infrastructure, making it an influential player in the energy transition.
- Safety is a top priority in everything we do, ensuring the well-being of employees, customers, and communities.
- We operate with the highest standards of ethics and transparency in all our work.
- Our primary focus is on meeting and exceeding customer needs to help them achieve success.
- We commit to excellence across all business operations and customer experiences.
- We are dedicated to innovation, leveraging new technologies and ideas to enhance efficiency and solve challenges.
- Collaboration is key to our success, as we work together across teams to achieve common goals.
Net-zero by 2050
Ambitious climate target
The company aims to achieve net-zero carbon emissions by 2050, aligning with global efforts to combat climate change.
60% CO2 reduction
Emissions decrease since 2005
The company has achieved a 60% reduction in CO2 emissions since 2005, demonstrating significant progress in lowering its environmental footprint.
- Committed to reducing greenhouse gas emissions in line with the Paris Agreement.
- Investing in renewable energy, including wind and solar, with plans to expand clean energy generation.
- Transitioning to cleaner energy sources and modernizing infrastructure to support sustainability.
30% of workforce are women
Representation of Women
Women account for 30% of the company's global workforce, reflecting a notable effort toward gender diversity.
38% of workforce are people of color
Representation of People of Color
People of color make up 38% of the company's workforce, highlighting efforts to promote racial diversity.
- Commitment to creating an inclusive culture that values diverse perspectives.
- Goal to increase the representation of women and people of color in leadership roles.
- Ongoing investment in leadership development programs to promote diversity in leadership.
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