Sr. Account Manager

Vicinity Energy is North America’s largest provider of district energy solutions, offering low carbon energy to most of the iconic buildings you see in the skylines of Boston, Cambridge, Philadelphia, Baltimore and many other cities in the US. As a member of the communities we serve, all of us at Vicinity understand the critical role we play in reducing the impacts of climate change and being a leader in decarbonization. We are committed to net zero and eliminating our reliance on fossil fuels, but we need the best and the brightest minds on our team to help us reach our goal, not only for us as a company, but for our customers, our communities, and our planet.

Summary

The Senior Account Manager will manage strategic customer accounts independently. The ideal candidate will have experience developing meaningful customer relationships, focused on customer satisfaction, retention, and growth. The Senior Account Manager will have a strong commercial acumen and a drive to not only delight our existing customer base but also think strategically about how to grow our business and share of wallet. The ideal candidate will also handle customer requests with a sense of urgency, balancing both customer interest and business requirements. The Senior Account Manager will establish connections not only with account stakeholders and support operational, billing, and other administrative customer needs, but will also develop rapport with key executives and decision-makers. The ideal candidate will have excellent communication skills, an ability to prioritize multiple priorities, engage cross-functionally within Vicinity to solve customer issues and be impeccably organized to manage key deadlines and customer deliverables. The Senior Account Manager will have annual renewal and retention objectives for customer accounts as well as a growth target for account expansion. The position is compensated with salary and bonus, and the individual will also be eligible for commissions for all account expansion and closed new business.  

This is a full-time exempt position with leadership responsibility, reporting directly into Director, Regional Account Management. This position is located in Baltimore, MD.

The compensation range for this position is $95,000 - $115,000 annually plus a 15% bonus target.

Responsibilities

• Retain and grow relationships and business opportunities with assigned customer accounts.
• Renew customer contracts as they approach expiration, retaining Vicinity margin and targeting long contract terms.
• Develop and maintain a quality relationship with customers at the operations & executive level.
• Manage both renewal /retention objectives as well as personal growth targets.
• Promote new programs, products, and services to meet annual business plans and growth objectives.
• Lead negotiations with clients, including preparation of contracts and possible structuring of financing solutions.
• Participate in company sponsored activities and professional associations to ensure an active and effective outreach program in the business and customer community.
• Maintain an active and accurate customer contact database for all assigned customers for reporting of customer activities, marketing conditions and promotional materials.
• Manage a quality customer relationship to address and resolve any billing disputes or collections issues.
• Develop annually and update quarterly a business plan to meet and track business plan objectives.
• Provide leadership in developing Account Managers as well as other support departments to meet customer and organizational excellence.

Qualifications and Experience

• Bachelor’s degree in Business, Finance, Engineering, or related field.  
• Proven experience working in the U.S. energy markets (natural gas, oil, coal, and electricity).
• 5 - 7 years’ experience in account management and business development within the Energy & Utilities industry providing technical, business and financial solutions.
• Proven project management experience as demonstrated through long-duration, financially significant projects.
• Hands-on project experience working directly with clients.
• Proficient with Microsoft Office suite, with a focus on Word, PowerPoint, and Excel.
• Strong ability to interpret, develop and negotiate intricate agreements.
• Experience influencing long-term sales contracts.
• Strong analytical skills to evaluate options and understand competitive positions required to meet internal hurdles and successfully negotiate contracted business with customers.
• Thorough working knowledge of financial aspects of the business, including how to calculate ROI by utilizing sophisticated financial models using Microsoft Excel.
• Proven experience in developing technical and business requirements.
• Ability to build rapport with clients and listen to their needs to create customized client solutions.
• Excellent interpersonal skills and ability to work in a team atmosphere with many departments.
• Strong customer orientation and focus; all experienced through sales relationships, technical services and or customer service background.
• Achievement oriented – adaptable to changing markets and customer needs while maintaining focus on desired goals.
• Ability to handle tense and sometime emergent customer situations depending on operational needs, to include off-hour communications as needed.

Physical Requirements 

• Must submit to company required pre-employment drug screen.
• This position will require travel to customer sites as needed (25% of the time).
• Ability to navigate tight mechanical spaces with uneven terrain and tripping hazards.

Benefits

• Personal Leave
  • FMLA up to 12 weeks based on approval
  • Nonpaid benefit
• Paid Time Off (PTO)
  • 120 hours accrued annually which equals 4.62 hours per pay period
• Sick Leave
  • 40 hours per calendar year prorated based on month of hire
• Paid Parental Leave
  • 100% pay up to 160 hours upon birth or adoption of a child; must be used in weekly increments
• 7 paid holidays annually
• Floating holidays
  • 40 hours per calendar year prorated based on month of hire
• Pension Plan
  • Not available
• 401K plan
  • Including Roth option with matching contributions: 100% of first 1% your contributions and 50% of the next 5% of your contributions.

EQUAL EMPLOYMENT OPPORTUNITY POLICY STATEMENT Vicinity North America is an Equal Employment Opportunity (EEO) employer. It is the policy of the Company to provide equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.