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Lead National Account Representative

Job ID 23785 Location Worcester, Massachusetts; Waltham, Massachusetts Organization Sales and Commercial Department Channel Sales NE

About us

National Grid is hiring a Lead National Account Representative for our Channel Sales department in Worcester, MA but the role can be based in any other MA office location.

Every day we deliver safe and secure energy to homes, communities, and businesses. We are there when people need us the most. We connect people to the energy they need for the lives they live. The pace of change in society and our industry is accelerating and our expertise and track record puts us in an unparalleled position to shape the sustainable future of our industry.

To be successful we must anticipate the needs of our customers, reducing the cost of energy delivery today and pioneering the flexible energy systems of tomorrow. This requires us to deliver on our promises and always look for new opportunities to grow, both ourselves and our business.

Job Purpose

The primary purpose of this position is to strengthen National Grid’s relationships with our National Account customers in Massachusetts region with the intent of increasing awareness around customer solutions including but not limited to energy efficiency, electric charging stations and demand response along with delivery of future National Grid products and services to the segment. The successful candidate would need to effectively respond to other business needs of National Account customers and essentially serve as the customer advocate and single point of contact. The goal is to ensure high levels of customer satisfaction and to deliver mutually beneficial energy solutions and services effectively.

Key Accountabilities

•    Develop/maintain relationships with Energy Decision Makers
•    Serve as the primary point of contact for National Account Customers
•    Promote and sell energy efficiency programs and new products and services to National Accounts to meet Energy Efficiency and other sales goals within budget.
•    Encourage participation in National Grid’s Energy Efficiency Programs 
•    Develop expertise with National Grid’s Energy Efficiency Programs and advise customers and trade professionals regarding these programs
•    Become proficient with the Gridforce.com customer relationship and trade ally management tool in order to:
o    Maintain customer & trade ally contact information and account hierarchy
o    Track and progress projects through the sales pipeline
o    Manage the resolution of customer issues

Key Accountabilities (Continued)

•    The National Account Representative will need to facilitate strong internal relationships with Marketing, Sales Support, Operations, Customer & Community Teams (JDx), Managed Account Services, Program Strategy, Program Execution and other Company departments as needed.
•    Coordinate a Company team response to satisfy customer needs, empowered to commit resources and resolve conflicts in the best interests of the customer and the Company.
•    Develop and implement business strategies (including revenue producing products/services and achievement of the highest levels of customer satisfaction) designed to maintain and enhance corporate revenues, all in an increasingly competitive business environment. 
•    Use Account Planning and Market Segmentation to develop and implement strategies to maintain exceptionally high customer and client satisfaction levels, while driving participation in Company programs.
•    Effectively build and strengthen long term business relationships in an increasingly complex and competitive and regulatory environment.
•    Conduct critical analysis of customer data, develop and implement recommendations which support the retention and/or expansion of revenues for the company and increase customer satisfaction.
•    Identify non-traditional methods for achieving sales and retention goals that may entail new product sales, turn-key services, performance contracting, shared savings projects and third party partnerships.
•    Advocate for enhanced reliability to drive both attraction and expansion of certain commercial and industrial customers. 
•    Ability to research industry trends (utility and customer industries) which may have a direct impact on the Company’s ability to provide competitive, value-added services or which may impact key account customers individually or by market segment.
•    Provide competitive intelligence to determine negotiated and tariffed pricing opportunities and strategies to retain and expand revenue base.
•    Actively represent the company in industry, trade, and/or community associations that can enhance the company profile.
•    Attend meetings outside of normal business hours when necessary and make public presentations as required.
•    Take on other responsibilities as required including but not limited to: on-call duties, storm restoration efforts, outage coordination and support for customer service on a 24/7 basis, with the handling of elevated customer and stakeholder complaints.
•    Meet and uphold all corporate environmental, ethical and safety requirements and goals.
•    Assist in the collection of arrears and drive maximum TC revenue from assigned customer segment.

Qualifications

•    A Bachelor’s degree in business, marketing, finance, economics or engineering is preferable, and at least 5 years of relevant industry or business experience is required.  Individuals with significant progress towards a Bachelor’s degree with strong experience may be considered.  Possession of an advanced business degree (MBA) is desirable.
•    Must have a thorough working knowledge of the energy industry including and understanding of the changing regulatory and economic climate the Company will operate in.
•    Must possess strong business skills in order to interact with senior management level executives of external customers to articulate information and develop innovative energy solutions, thereby maintaining and increasing company revenues.
•    Must possess team based / consultative sales knowledge.
•    Must be able to develop and implement negotiation strategies with our customers to secure revenue-producing projects in order to retain and expand revenues.
•    Knowledge of the rate structures, customer billing concepts, distribution; commercial/industrial HVAC management (including ability to conduct cost analyses); corporate finance concepts, and company policies and procedures is critical.
•    Must possess strong project management skills, excellent verbal, written, and presentation skills.
•    Must have strong interpersonal skills and have the ability to provide positive influence in the customer decision making process as well as facilitate the resolution of internal and external conflicts.
•    Knowledge of energy utilization and management techniques, including the use and applicability of alternative energy sources; applicable tariff codes, governmental regulations and energy conservation.
•    Keen knowledge of Company Emergency Operations strategies, inclusive of those requiring 24/7 emergency coverage.  Must be available for customer contact on 24/7 basis.
•    Knowledge of HVAC technologies as well as non-traditional gas technologies (specifically gas cooling, cogeneration and power systems) and/or electric technologies, as applicable to service territory.
•    Strong organizational and planning skills.
•    Demonstrated ability to accomplish very creative customer solutions.
•    Knowledgeable about his or her segment, and/or other segments, as well a strong expertise in operational and service procedures.  
•    A superior understanding of electric and/or gas rates.   
•    Additional education and/or certification in advanced energy or business concepts desirable.

Valid Driver's license required.

More Information

National Grid is an equal opportunity employer that values a broad diversity of talent, knowledge, experience and expertise. We foster a culture of inclusion that drives employee engagement to deliver superior performance to the communities we serve. National Grid is proud to be an affirmative action employer. We encourage minorities, women, individuals with disabilities and protected veterans to join the National Grid team.

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