Account Manager II or Senior

APS•Phoenix, AZ

9d•Hybrid

About The Position

Arizona Public Service (APS) is seeking an Account Manager II or Senior to serve as the primary APS representative for Key Accounts. This role involves building and maintaining relationships with business leaders and designated customers, typically those generating over $1,000,000 in annual revenue and with an energy demand greater than 1MW. The Account Manager will deeply understand each customer's business to anticipate and meet their needs. This position requires advocating for and orchestrating across various APS functions to provide appropriate solutions that balance APS' corporate goals, customer needs, and regulatory requirements.

Requirements

Account Manager II: BS/BA in Marketing, Sales, Business, Engineering or related field plus five (5) years of customer service or technical sales relationship building experience. In lieu of a degree, high school diploma/GED and a total of nine (9) years of related education and customer service or sales relationship building experience.
Senior Account Manager: BS/BA in Marketing, Sales, Business, Engineering or related field, plus eight (8) years of technical sales and relationship building experience. In lieu of a degree, high school diploma/GED and a total of twelve (12) years of related education and customer service or sales relationship building experience.
Proven success in customer account management and a strong track record of B2B relationship sales required.

Nice To Haves

Proven success in customer account management.
Prior customer management experience in a service-related industry is desirable.
Demonstrated knowledge of technical sales, energy analysis, engineering applications, energy end-use products and processes required.
Demonstrated experience of understanding electricity fundamentals, APS distribution system, electric utility industry, and associated regional challenges.
Mastery of all relevant pricing structures, power cost fundamentals, APS tariffs, rates, and rules, schedules and regional issues.
A thorough understanding of metering options (including totalizing), APS programs and services, and payment and billing options.
Need to be able to explain rate components and adjusters.
Ability to achieve results by navigating APS to identify and partner with subject matter experts.
Ability to effectively communicate both orally and in writing complex proposals to sophisticated customers, executives, their staff, and consultants, as well as APS executive management.
Strong analytical, interpersonal communication, and presentation skills.
Highly developed advocacy and negotiating skills.
Employ strong business ethics, protect customer's confidential information, and comply with a broad range of regulatory requirements.
Comprehensive knowledge of business principles and fundamentals of energy efficiency and renewable energy.
Demonstrated ability to analyze renewable energy proposals on behalf of APS customers.
Proficiency with Customer Care & Billing (CC&B), Cognos, and Customer Relationship Management (CRM) databases such as Saratoga and proficiency with Microsoft Office suite.

Responsibilities

Act as single point of contact with identified customers for all programs and services to provide technical sales support and solutions.
Demonstrate ability to understand and explain APS operations, utility industry, and energy policy.
Demonstrate ability to identify risks and opportunities affecting APS business model.
Manage internal/external customer expectations up front to meet and exceed company and customer program goals.
With the engagement of the Customer Support Team, package and deliver innovative solutions, to create a valuable partnership between APS and the customer. Establish and maintain effective communications, input and relationships with all members of the customer support team and all internal partners required to manage and address customer issues, requests and achieve APS's objectives.
Proactively call on assigned customers on a regular basis, developing relationships with their energy decision-makers.
Ensure high value customer relationships by providing energy advice and leadership using thorough knowledge of the customer's business.
Understand assigned customer's existing and potential uses of energy. Promote and assist customers in identifying energy efficiency opportunities.
Work with Marketing and Customer Service to identify customer wants and needs. Work with customers and Segment Manager to develop and maintain customer profiles, annual sales plans, and service reports.
Collaborating with Transmission, Distribution & Customers (TD&C), assess APS's reliability to assigned customers and advocate internally for cost effective improvements with an eye on revenue erosion.
Actively coach and endorse the importance of high level customer service throughout all areas of the company, i.e. engineering, service and design, and line operations.
Facilitate the education and awareness of energy efficiency and renewable energy opportunities to customers through speaking opportunities and memberships in professional organizations.
Manage a number of Customer Data Base technologies including Saratoga and CC&B.