Small Business Sales Energy Consultant

Job Description:

Identify and develop a portfolio of new small business customers for retail electric supply by cold-calling provided prospects and self-generated leads. 

ESSENTIAL JOB FUNCTIONS are listed below:
Cold Calling:

• Execute cold calls and follow up calling for leads provided.  Keep pace with provided leads to ensure adequate opportunities and market coverage.   This requires self-direction, discipline, and consistent effort to make sufficient cold calls and/or in-person canvassing of businesses.

 Data Collection and Analysis: 

• Gather key customer information and enter it into AEP Energy’s CRM.  Collect account and meter number data necessary to access historical usage data required to generate a sales contract. 
• Collect, analyse, and provide insight into customer feedback for future strategic discussions.
• Develop industry knowledge to improve ability to give customers their ideal energy solutions.
• Use CRM tools to ensure customer follow up and repeated strategic touches.

 Customer Pre-Qualification & Credit Review:

• Pre-qualify the opportunity based on data collected in CRM.
• Determine customer creditworthiness prior to investing additional sales effort and/or requesting executable pricing.

 Sales Aptitude:

• Effectively present AEP Energy’s value proposition to prospective customers via the phone.  Build company credibility, brand value, and trust with prospective customers.  Gain knowledge, insight and understanding from key decision-makers regarding customer energy needs and challenges. 
• Sales acumen: Adjust sales strategy as appropriate. Identify strategies and product types to help consumers reduce their overall electric expense or avoid exposure by limiting risk from utility or market prices.
• Learn and adhere to all industry regulatory standards as well as internal AEP Energy standards.
• Incorporate feedback offered by Channel Manager and Quality Assurance team into improved performance.
• Overcome objections and raise key considerations based on customer interactions and specific opportunities and concerns.

 Contact Management & Negotiation:

• Ensure the customer has reviewed and pre-approved agreement language and is prepared to decide when presented with executable market pricing. 
• Develop familiarity and knowledge of AEP Energy policies.

 Close Deals:

•  Self-manage the number of customer proposal calls necessary to meet or exceed the monthly sales volume requirements.

Requirements

BASIC QUALIFICATIONS:

High School diploma or GED required. Bachelor’s Degree Preferred. 

Energy industry experience a plus.

OTHER REQUIREMENTS:

• Embodies AEP Energy Values (i.e., Accountability, Passion, Integrity, Innovation, Humor, Humility, and Candor).
• High-energy, drive and ambition.
• Strong service and results orientation.
• Effective problem-solving skills: ability to work from concept to analytics, identify alternatives and develop unique solutions.
• High EQ– superior interpersonal skills, win-win mindset, relationship-builder.
• Excellent communication skills – of importance are spoken (via phone) and written (via email).
• Ability to prioritize, plan proactively, manage conflicting priorities, operate in a high stress environment and multi-task effectively.

Physical demand level is Not Yet Determined