Account Executive

Vicinity•Philadelphia, PA

11d•Onsite

About The Position

Vicinity is looking for a strong candidate for business development in its Philadelphia office. Ideal candidates will have extensive experience in commercial real estate and an understanding of the utilities and energy space. This position will drive new on/near-pipe district energy sales in the region using a value-based sales approach to help buildings assess and execute on energy options in their buildings that support their operational, economic, and sustainability goals and objectives. The Account Executive reports to the Regional Vice President of Business Development and Accounts. This is a full-time exempt position located in Philadelphia, PA.

Requirements

Bachelor’s Degree in Business, Finance, Engineering, or related field.
Minimum of 10 years of experience in sales/business development.
Strong customer/sales orientation and focus.
High level of sales/business/business development acumen.
Demonstrated “hunter” mentality for finding, qualifying leads and closing new business.
Thorough working knowledge of financial aspects of the business, including an understanding of how to calculate ROI using sophisticated financial models.
Ability to interpret, develop, and negotiate intricate agreements and influence long-term sales contracts.
Proficiency in developing influential, consultative relationships at executive and operations level.
Skilled in holding strategic conversations at different level (technical, managerial, executive, etc.).
Excellent written, verbal, and presentation skills.
Excellent interpersonal skills and ability to work in a team towards a goal.
Strategic thinker with ability to adapt to fast paced and changing environment.
Ability to work effectively in a fast-paced operating environment with positive results.
Must be self-motivated & able to work independently.
Must submit to company required pre-employment drug screen.
Occasional travel required (i.e. semiannual sales meetings, visits to other regions, training, etc.) less than 10% of the time.

Nice To Haves

Relevant industry experience in commercial real estate development and/or the energy & utilities/HVAC space.
Strong knowledge and understanding of commercial real estate markets, with some energy & utilities industry knowledge, ability to recommend energy solutions that align with defined priorities to institutional/commercial property stakeholders.

Responsibilities

Identify and engage with commercial, residential, and institutional/municipal prospects on or near Vicinity’s pipe infrastructure and assess potential business opportunities.
Research relevant prospect data on the property, current energy system in use and decision-makers/stakeholders to be leveraged in the sales process.
Build strong relationships with prospects at the executive and operations level, including general managers, finance, engineering, procurement and other stakeholders as necessary.
Document and update prospects data throughout the sales process on the CRM (Dynamics) and maintain data hygiene.
Manage and participate in financial analysis, proposal preparation, pricing and presentations to prospects.
Lead negotiations and close business to deliver against an individual sales target.
Work effectively as a member of a coordinated regional sales team to ensure consistent execution of corporate and regional growth strategy.
Build relationships with regional influencers; educate them on Vicinity and district energy capabilities.
Participate in company sponsored activities and professional associations to ensure an active and effective outreach program in the community.
Identify influencers in the region (engineers, architects, contractors, developers, etc.) and develop relationships to demonstrate Vicinity’s value; drive new growth and sales via engagement with influencer community.
Maintain full accountability for the assigned accounts, retaining and managing contract renewals.
Maximize revenues from the assigned accounts by identifying, pursuing and winning opportunities to broaden Vicinity’s relationships (i.e. beyond-the-meter services, energy efficiency upgrades, etc.).
Leverage customer service team to address and resolve service, billing, collections, and other issues in a timely manner, driving customer satisfaction.