Solutions Sales Executive

Please read the job description carefully. Relocation MAY be available IF needed and IF you qualify. 

JOB SUMMARY: 

This position will be responsible for commercial and technical solutions sales within Customer Solutions. They are responsible for selling across the full portfolio of Georgia Power offerings. This role will report directly to the Solutions Sales Manager and be supported by the Solutions Sales Analyst position. The Solutions Sales Executive will provide consultative sales to identify customer needs, challenges and goals and then develop customer-centric solutions leveraging both in-house capabilities and external partners. This role will execute a defined solutions sales process, including activities such as account planning, segment/customer targeting, customer discovery, lead qualification, proposal/pitch development and most importantly, closing sales. The Solutions Sales Executive will become subject matter experts on Georgia Power’s entire suite of products and services. They will collaborate with Key Account Management, National Accounts, External Affairs, Customer Choice, Power Delivery, Economic Development, and others within Georgia Power to make sure we provide industry leading cohesive solutions for our customers. This position will also collaborate with other teams within Customer Solutions as needed to support the development of customer-specific solutions and proposals. The Solutions Sales Executives will be responsible for understanding energy usage data and market intelligence to inform customer insights that enable personalized solutions for the cross-selling of additional GPC solutions. The Solution Sales Executive will be responsible for cross-functional sales to a diverse set of customer industry segments, including Municipal, State, K12, Universities, Hospitals, Industrial, and Commercial. This position will require strong energy services sales capabilities. This role will work with senior leadership and collaborate with peers to develop strategies that optimize and grow our market share by bundling our product offerings and providing competitive financing and payment options for our customers. 

REQUIREMENTS: (Education, Experience, Knowledge, Skills)

• 5+ years of competitive sales experience is preferred, with Utility, ESCO, Energy Efficiency, and / or Renewable experience a plus but not required. 
• A bachelor’s degree in business, Marketing, Engineering, or a related field is preferred, with an advanced degree a plus. 
• Proven track record of exceeding goals in commercial sales focused on consultative sales of complex solutions that exceeds goals.
• Experience working with Key Account and National Account customers preferred.
• Experience consolidating complex technical information into simple, understandable customer proposals. 
• Ability to identify, evaluate and incorporate complex, disparate customer trends and developing sales strategies to address.
• Experience successfully partnering across internal and external organizations including product development, customer service, marketing, vendor solutions and legal. 
• A strong understanding of customer expectations for their electric utility and the ability to develop and implement strategies to exceed these expectations. 
• Ability to manage multiple customer proposals and priorities in a high-pressure environment.
• Demonstrated ability to conceive and present effective and creative solutions to diverse and complex business problems. 
• Demonstrated verbal and written communication skills with experience credibly influencing highly technical and executive audiences; the ability to simplify complex subjects and articulate risk in clear business terms. 
• Proven experience in developing and improving an inclusive work environment for all employees. 

MAJOR JOB RESPONSIBILITIES: 

• Solution Sales (80%)
  • Partnering with customers, working to understand their needs, challenges and goals, and problem solving to develop solutions to achieve them. 
  • Responsible for sales performance across the full sales lifecycle, delivering outcomes including lead identification, opportunity qualification, solution development, pricing, financing and contracting.
  • Responsible for applying the pricing, margin and vendor selection process to ensure opportunity specific decisions are aligned with the overall solution portfolio strategy.
  • Responsible for individual sales forecast and individual sales pipeline integrity, reporting, governance through effective use of GPC data systems. 
  • Leverage data and analytics to create insights that enable personalized solutions and support the cross-selling of additional GPC solutions to help meet customer needs. 
  • Work with key account managers to build customer-specific account plans and tactics that are informed by market and customer intelligence. 
  • Ensure individual training on all solutions that GPC can use to solve customer challenges (both regulated and unregulated), as well as external partnerships GPC can bring to the table to create value for customers.
  • Responsible for periodic reporting to GPC leadership on the trends in the performance of your individual sales portfolio, including early identification of challenges that may require management action. 

• Collaboration with other GPC / SO Teams & External Strategic Partners (20%)
  • Closely coordinate with Lighting Sales and Customer Choice sales teams to build on the success of product-specific sales wins as an anchor for a “land & expand” journey with customers, bringing customers through a cycle of awareness around other products and technologies available from GPC.
  • Work closely with the customer facing teams across Georgia Power (managed accounts, external affairs, economic development, etc.) to identify leads and opportunities to solve customer problems.
  • Collaborate with teams across the Southern system who are engaging in customer innovation efforts and with whom GPC can partner to provide valuable solutions to our customers (e.g., OpCo products and services teams, New Ventures, PowerSecure, National Accounts, etc.). 
  • Responsible for the sale-specific engagement with strategic external partners to develop competitive project scope, pricing, proposals, and contracts.