Manager Key Accounts

Summary

Applies knowledge of market needs, business development, and customer service to provide compelling products, value propositions and excellent service to NYPA customers. Engages in customer strategy planning and retention strategies. Develops new products to meet customer needs, aligns with the organization for implementation, and manages P&L. Forges strategic business relationship with NYPA customers to promote organizational awareness, profitable business, and clean energy solutions. Leverages knowledge of energy industry and market trends to enable customers make informed decision, anticipate their needs, and provide optimal solutions. Uses data analytics to review/report on customer retention, enhance relationship with high value clients and identify new business opportunities.

Develops medium to long-range sales plans and prepares strategies to protect, grow, and diversify the relationship with a defined group of existing customers. Identifies and manages interactions with assigned group of existing customers to identify cross/up and repeat sales opportunities. Resolves problems and ensures customers receive high quality customer service and develops client retention and growth plans and strategies for developing profitable business with assigned accounts. Reviews and reports on customer retention, business opportunity and market trends.

Responsibilities

• Leads staff to help resolve day-to-day key account management issues that arise in the various customer segments. Inform Sr. Management of any issues that deserve attention from Sr. or Executive Management.
• Manages staff on utilizing NYPA’s various power supply and grant programs that help customers throughout the state.  
• Works with staff to ensure customers are meeting all contractual requirements such as energy efficiency audits, job/capital investment commitments, power utilization, contract extension process, etc. 
• Represent NYPA at local government, business stakeholder, muni/coop association, economic development, and customer meetings.
• Lead and manage team including performance reviews, salary administration, succession planning and resource balancing
• Manage the execution of formal power supply and energy services contracts.
• Ensure that customers are on track to achieve their goals and develop metrics to measure success.
• Create and facilitate regular forums for the sharing of information including customer needs and key strategic planning.
• As applicable, actively manage performance in terms of business lead opportunities and sales cycle status reporting as the basis for reporting, outcome metrics, and forecasting.
• Advocate for the customer and advise senior management on current trends, issues, or customer challenges and makes recommendations to address and resolve them.

Knowledge, Skills and Abilities

• Knowledge and perspective of external forces that could impact customer decision making. 
• Ability to articulate the customer point of view, influence NYPA’s interaction, and balance customer needs with ability to deliver.
• Ability to motivate, lead and coach staff as well as ability to develop strong working relationships with other groups within NYPA.
• Strong ability to deliver engaging, informative, well-organized presentations. 
• Demonstrated ability to think strategically, develop strategic account plans, proactively identify problems, and to develop and implement solutions selling to overcome obstacles.
• Ability to anticipate, manage and constructively resolve conflicts, overcome objections, and create value added customer solutions.

Education, Experience and Certifications

• Bachelor’s degree required.
• Bachelor’s Degree in Business Administration, Marketing, Finance, Engineering is preferred. 
• Minimum of 5 years energy experience with specific emphasis on customer engagement/account management is required. 
• New economic business development experience is preferred
• Prior management/supervisory experience preferred

Physical Requirements

Ability and willingness to travel up to 25% within the state of New York.