Industrial Account Manager

We are seeking a motivated and results-driven Industrial Account Manager to join our dynamic sales team. In this role, you will be responsible for contacting existing customers to renew their contracts through primarily inside sales techniques while also occasionally engaging in face-to-face sales interactions when necessary. Ideal candidates will possess exceptional communication skills, a firm grasp of sales strategies, and efficient and organized workflows.

Are you a fit?

A successful candidate is a results-driven sales professional who enjoys building relationships, uncovering customer needs, and delivering solutions that create value. You are a strong communicator who thrives on developing long-term partnerships, navigating complex sales cycles, and using a consultative approach to drive customer retention and business growth.

Additional Responsibilities

• Decision-maker Engagement: Initiate outbound calls, emails, and other communication methods to engage decision makers to close renewal contracts and develop management strategies for triggers and volume locks. Proactively find new decision makers as contacts change. Collaborate with the marketing team to align outreach efforts with ongoing campaigns.
• OFO (Operational Flow Order) Management: Proactively communicate with customers on OFO days, providing notification of the event, information around previous nominations, and estimated costs. Understand the OFO process and respond to customer concerns and questions, escalating as needed if unique circumstances or customer requests arise.
• Sales Presentations: Conduct compelling sales presentations or rate/cost comparisons over the phone, in-person, and via online platforms to educate and close customers on our natural gas services. Conduct compelling sales presentations or rate/cost comparisons over the phone, in-person, and via online platforms to educate and close customers on our natural gas services.
• Relationship Building: Develop & maintain strong relationships with clients, understanding their energy needs and aligning our energy products to meet their needs. Provide exceptional post-sale support to foster long-term customer loyalty.
• Industrial Markets Selling: Possess and leverage expertise on rate structures and contracts in industrial markets. Understand key sales cycle differences in those markets and touchpoints necessary to meet the unique needs of those customers. Partner internally with middle office and origination teams to share information and feedback to facilitate a strong Gas South brand and identify ways to improve our business in industrial markets.
• Consultant Channel Selling: Develop & maintain strong relationships and foster ease of business with consultant channel partners. Learn best practices on how to engage with and meet the needs of the various consultants. Keep feedback and information sharing strong with internal acquisition consultant reps to facilitate strong Gas South brand in consultant channel.
• Consultative Selling: Listen actively to customers to understand their requirements and tailor solutions accordingly. Provide expert product knowledge and advice to guide customers in making informed purchasing decisions. Leverage customer feedback to fine-tune your consultative approach.
• Sales Goals Achievement: Meet or exceed monthly, quarterly sales, annual sales goals. Develop strong margin management skills to leverage knowledge of the customer and market prices/costs to drive improvements to profitability. Continuously seek opportunities for upselling and cross-selling to existing customers.
• CRM Utilization: Keep customer information and interactions up to date in the CRM system. Use Salesforce CRM data to analyze sales KPI trends and identify areas for improvement. Help streamline CRM processes by providing feedback on usability and functionality.
• Team Collaboration: Collaborate effectively with colleagues, stakeholders, and partners at all levels. Work with cross-functional teams, including marketing and customer care, to ensure a seamless customer experience. Share insights and feedback from customer interactions to contribute to product and service enhancements as well as process improvements. Participate in regular team meetings to foster a culture of open communication and shared insights.
• Face-to-Face Sales: Conduct in-person sales meetings no more than 15% of the time. Occasional industry events and relationship building travel events.

Experience

• Proven experience in sales, preferably within a related industry.
• Excellent communication skills, both written and verbal.
• Strong interpersonal skills with the ability to build rapport quickly.
• Willingness to travel occasionally for face-to-face meetings.
• High school diploma or equivalent is required.

Preferred Experience

• Ability to thrive in a fast-paced and target-driven environment.
• Proficiency in using CRM software to manage leads and track sales activities.
• Self-motivated and able to work independently while contributing to team goals.

Location Requirements

Atlanta, GA or Gainesville, FL

Physical Requirements

Sitting: Ability to sit for extended periods at a desk or workstation while performing computer-based tasks, conducting meetings, and collaborating with colleagues.

Standing and Walking: Ability to stand and walk within the office environment, such as when attending meetings, interacting with colleagues or external stakeholders, or visiting different departments.

Lifting and Carrying: Ability to lift and carry material, files, or equipment weighing up to 20 pounds, such as when organizing documents or setting up for meetings.