Account Executive - Mid-Central Regional Sales

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Job Summary

The Account Executive on the Mid-Central Regional Sales team is responsible for building new and expansion business across the PJM and MISO markets. The role develops opportunities through direct customer engagement and partner channels, including energy brokers and consultants, energy-efficiency and automation providers, and distributed energy solution partners.

The Account Executive cultivates long-term relationships with commercial, industrial, institutional, and public-sector customers. The position uses a consultative approach to identify business and energy challenges, develop demand response and distributed energy resource solutions, and deliver agreements that support customer objectives while achieving company revenue and margin goals.

Essential Duties/Responsibilities:

• Develop and maintain a qualified Mid-Central sales pipeline equal to three to four times the assigned sales quota, with emphasis on opportunities in PJM and MISO.

• Identify opportunities through direct outreach, existing customer relationships, energy brokers and consultants, public-sector channels, and providers of energy efficiency, automation, storage, generation, and other distributed energy solutions.

• Actively manage the opportunity pipeline in the company CRM, maintaining accurate status, projected enrollment, probability to close, expected close date, next steps, and other information needed for prioritization, forecasting, and management visibility.

• Interface with customer and partner stakeholders, including executive leaders, energy and sustainability managers, operations and facility managers, procurement personnel, technical teams, and legal representatives, to develop and execute participation agreements.

• Assess customer business and energy challenges, including energy spend, sustainability objectives, reliability, operational flexibility, and efficiency improvement, and present practical options that support a beneficial long-term relationship.

• Educate and collaborate with customers and sales partners to identify the optimal mix of demand response, distributed energy resource, and related energy solutions for each customer’s operating conditions and objectives.

• Achieve assigned sales goals for new and expansion business while supporting company revenue and margin objectives.

• Lead the transition of closed business to operations and internal account management teams to support accurate, timely enrollment in contracted programs.

• Coordinate with operations and account management after contract execution to support customer performance, issue resolution, renewal, and expansion opportunities.

• Develop market-specific sales strategies for PJM and MISO and remain informed about market conditions, program changes, competitive activity, and customer needs.

• Provide regular forecast and pipeline updates to sales leadership and communicate risks, dependencies, and actions needed to achieve objectives.

• Work collaboratively across Sales, Operations, Account Management, Marketing, Sales Operations, Legal, Technical Sales, Product, and other internal functions.

Working Conditions:

• Remote or hybrid work environment, based on business needs and company policy.

• Regular travel within the Mid-Central region to establish and maintain customer and partner relationships.

• Work requires independent planning, timely customer follow-up, and coordination across a geographically dispersed organization.

Minimum Requirements:

• Five or more years of energy-related selling experience, or seven to ten years of strategic business-to-business and/or consultative sales experience.

• Experience selling energy, energy efficiency, demand response, and/or distributed energy resource solutions to commercial and industrial, institutional, or public-sector customers.

• Working knowledge of demand response programs, energy markets, and the electric power and utility industry.

• Demonstrated experience developing and implementing customer-focused energy solutions directly or through industry partners.

• Proven ability to build and manage a sales pipeline, achieve assigned quotas, negotiate agreements, and close business.

• Effective written and verbal communication skills for executive discussions, formal presentations, one-on-one sales calls, internal meetings, and business correspondence.

• Proficiency with Microsoft Excel, Word, and PowerPoint, along with experience using a customer relationship management system.

• Ability to travel within the assigned region as required for customer, partner, and industry engagement.

Preferred Qualifications:

• Bachelor’s degree in business, marketing, management, energy, engineering, or a related field.

• Direct experience with PJM and/or MISO demand response programs and market structures.

• Experience working in North American organized electricity markets and utility demand response programs.

• Experience developing business through energy brokers, consultants, public-sector relationships, or distributed energy partner channels.

• Knowledge of distributed generation, energy storage, energy efficiency, automation, renewable energy, and related monetization opportunities.

• Ability to translate complex market, technical, operational, and commercial information into clear customer value propositions.

Additional Knowledge, Skills and Abilities:

• Consultative and solution-oriented selling skills, with the ability to connect customer business priorities to energy program opportunities.

• Strong listening, relationship-management, presentation, negotiation, and closing skills.

• Customer-focused mindset and a strong sense of urgency in addressing customer issues and commitments.

• Organized and analytical approach, with consistent follow-through and the ability to manage multiple activities and priorities at the same time.

• Ability to communicate complex information in a clear, understandable, and credible manner.

• Sound judgment, practical problem solving, and the ability to recommend feasible solutions on a timely basis.

• Ability to work independently while contributing effectively as a team member in a fast-paced, cross-functional sales environment.

• Adaptability in response to changing market rules, customer needs, industry conditions, and internal priorities.

• Strong ethical character and the ability to operate effectively in a highly visible, diverse, and collegial environment.

• Self-directed learning and the ability to develop knowledge of new programs, markets, products, and customer applications quickly.

Performance Expectations:

• Maintain a healthy, accurate, and actionable pipeline that supports achievement of assigned sales goals.

• Deliver new, expansion, renewal, revenue, and margin results consistent with assigned objectives.

• Build durable customer and partner relationships that support successful enrollment, performance, retention, and growth.

• Demonstrate disciplined CRM use, timely forecasting, effective internal handoffs, and strong cross-functional collaboration.

Equal Employment Opportunity

NRG is committed to providing equal employment opportunities and to maintaining a workplace that values individual contributions and an inclusive culture. Employment decisions are made in accordance with applicable law and company policy.

The base salary range for this position is: $100,000 - $125,000. The base salary range above represents the low and high end of the salary range for this position. Actual salaries will vary based on several factors including but not limited to location, experience, and performance. The range listed is just one component of the total compensation package for employees. Other rewards may include annual bonus, short- and long-term incentives, and program-specific awards. In addition the position may be eligible to participate in the benefits program which include, but are not limited to, medical, vision, dental, 401K, and flexible spending accounts.

NRG Energy is committed to a drug and alcohol-free workplace. To the extent permitted by law and any applicable collective bargaining agreement, employees are subject to periodic random drug testing, and post-accident and reasonable suspicion drug and alcohol testing. EOE AA M/F/Protected Veteran Status/Disability. Level, Title and/or Salary may be adjusted based on the applicant's experience or skills.

EEO is the Law Poster (The poster can be found at http://www.eeoc.gov/employers/upload/poster_screen_reader_optimized.pdf)

Official description on file with Talent.

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