Director, Client Acquisition

Overview

Leads sales team to acquire new clients and drive revenue for ENGIE Impact.

Key Responsibilities

• account development
• territory planning
• sales forecasting
• kpi management
• contract negotiation
• data analysis

Tasks

-Adoption and development of best practices for Account penetration and development as a trusted advisor for client stakeholders, with focus to continually nurture relationships with the client’s C-Suite, decision makers and owners, and other business influencers. -Lead execution of territory plan execution and reselling strategy and in coordination with the executive leadership team. -An Operational Leader: Lead execution of key strategic initiatives, including brining a structured, design-thinking mindset to business process and analysis, technology implementation, and sales strategy. -Responsible for building, coaching, mentoring and driving a high-performing Sales team that is accountable for attaining individual sales quotas, creating a culture focused on sales execution and accountability. -Develop relationships with the executive leadership team and management team. -Provide reliable forecasting and deal transparency as well as reference case development and product roadmap input. -Execute sales initiatives in partnership with executive and technology leadership and in coordination with employee, client and customer needs to deliver best-in-class value to stakeholders. -Establish new business opportunities with targeted accounts through networking, qualifying and closing techniques. Establish buying influences, budgets and purchasing criteria for client. -As a global organization, attending meetings and events during early mornings and evenings may be required -Responsible for the development and execution of the Quarterly Business Review (QBR) for assigned sector. Will work with, Client Acquisition Manager and various business leaders and staff, capturing accurate and timely information to provide clear understanding of each Sales Directors territory plan, review of execution, and go forward strategy and targets for the following 2 quarters. -As owner of key ENGIE Impact commercial region leader will set the strategy and execution path for revenue development by leveraging sales leader territory plan executive engagement, and internal ecosystem collaboration with Product, Legal, Marketing, and other cross functional leaders. -Will participate in the annual review, updating and publishing of commission / variable pay mix for Client Acquisition Managers. Will coordinate and work with business partners, including but not limited to, Head of Commercial Growth, Compensation and Human Resources in the development and execution, ensuring the plans incent appropriate behavior and drive attainment of ENGIE Impact’s strategic goals and initiatives -Develop and implement value creation strategies in collaboration with Company leadership team. -Partner with Client Acquisition Directors, Sales Engineers, and department leaders to deeply understand client and business needs and translate them into solutions that delivery against those needs to create value for the customer and Impact. -Plays a pivotal role in contract negotiation and development, aligning ENGIE Impact revenue goals with appropriate pricing and service level agreements. -Gain full command of the energy and sustainability environment—including technology ecosystem, business process, and organizational structures. -Develop comprehensive 12-month sales plans with detailed 30, 60, and 90-day sales activities, objectives for department as well as ensuring each team member creates their own plan in order to reach annual sales goals. -Identify “quick wins” to improve day-to-day employee and client experience. -Results Driven: Implement and track accountability metrics and KPIs to ensure desired results are being achieved; use data to refine approach and improve results over time. -Collaborates with other ENGIE Impact colleagues and Centers of Excellence to deliver quality services that have a measurable competitive advantage over the current competition. -Provide domain expertise in one or more of the following Customer Segments, such as: Retail, Industrial, Hospitality, Restaurant, Waste, Telecom or Healthcare. -Learn the business and develop an intimate understanding of client experience, service delivery, and industry role. -Responsible for reporting Monthly sales pipeline activities and forecasts, developing mitigation plans when goals are not attained, and implementing performance management plans as necessary for assigned team members. -Performing duties and attending events during the evening and on the weekend occurs occasionally and may be required -Leverage data to drive analysis and re-engineering of existing business processes, implementation of new tools and frameworks, and reshaping the enterprise’s sales ecosystem. -Establish a metrics package (that will be refined over time) to monitor team performance and progress, and key milestones to measure performance to goals. -Implement foundational operating rhythm with team with documentation to support all KPI’s to accelerate territory growth. -Develop cross functional strategy for account growth and/or retention for a broad solution set, identifying areas of improvement to meet and/or exceed sales quotas. -Longer term: Build repeatable processes and create long-term value. -Continuously re-evaluate the strategic selling plan to meet or exceed revenue goals and embrace new innovations or emerging technology. -Provide strategic direction on the functional requirements technology must meet to deliver on growth objectives and generate buy-in to that direction from cross-functional stakeholders. -Forecast and track key metrics (e.g. quarterly sales results and annual forecasts, Weekly operating rhythm KPI’s (meetings/proposals/Pipeline additions) and performance managing team members who are not meeting sales quotas and/or forecasts.

Requirements

• master’s degree
• microsoft office
• renewable energy
• 15+ years
• solution selling
• communication

What You Bring

-Must understand and embody the key functions of Sales leader execution - including but not limited to attracting/hiring/and retaining top talent, coaching, leveraging appropriate tools and technology, and performance management. -Knowledge of resource (energy/waste/water) services and controls including renewable energy solutions. -Adequate hearing and verbal abilities to communicate effectively in person, by telephone, and by video call -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 -Fifteen+ years of sales experience with multimillion-dollar portfolios. -Demonstrated experience of consistently meeting sales targets and objectives, solution selling, and C-level selling. -Comfortable getting into the weeds: Exceptional attention to detail and ability to gather and incorporate detailed requirements from stakeholders into solutions is a must. -Strong verbal, written and interpersonal skills. -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. -Business travel may be required up to 50% of the time -May consider a combination of relevant experience with educational and other skills and abilities in lieu of educational requirements -Ability to lift and carry a stack of forms and documents weighing up to 15 pounds -Manual and physical dexterity needed to operate a computer keyboard and handle paper documents -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 -Adequate working surface (can fit two monitors, a keyboard, mouse, and docking station) -Master’s Degree required in one of the following fields; Engineering, Sustainability, Business Management (marketing/sales/business administration concentration) required. -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. -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. -Clarity of vision at approximately 20 inches or less (i.e., working with small objects or reading small print), including use of computers. -Experience with Microsoft Office suite of products -First Six Months: Learn the business and solidify strategy. -Appropriate internet and bandwidth to conduct business -Proper Lighting -Seven+ years of experience in energy or sustainability related services, high technology or business process outsourcing related fields to multi-site customers. -Sufficient near vision acuity to read information appearing on computer display screen, in handwritten forms, and printed on paper -A seasoned Business Strategist: Goal-driven development and execution strategy across the ENGIE Impact sales ecosystem and its impact on functional business areas. -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.

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Benefits

-Adjustable ergonomic chair -Heating, air conditioning and ventilation to create a comfortable environment

About Engie

-Born in 2008 from the merger of Gaz de France and Suez, the company inherited almost two centuries of industrial roots reaching back to 1858. -With major operations across more than 30 countries, it builds and operates power plants fueled by gas, hydro, wind, solar and nuclear. -Assets include Europe’s top gas infrastructure portfolio — from transmission networks to giant storage facilities. -Typical projects span massive solar and wind farms, district heating and cooling systems, gas distribution networks and decentralized city‑energy schemes. -In recent years it closed coal facilities as part of its strategic pivot. -It also holds a diverse set of financial activities: trading of gas and power, power purchase agreements, and investment in flexible energy storage. -Unique fact: its portfolio once included the EV‑charging firm EVBox, which was ultimately shut down by the group following sustained losses.

Sector Specialisms