STRATEGIC ACCOUNT MANAGER

SUMMARY:
Responsible for establishing, managing, and enhancing relationships with PNM¿s large complex and influential businesses, government, and institutional customers. Acts as a trusted advisor to their customers and is the liaison between their assigned accounts and PNM cross-functional organizations.

ESSENTIAL DUTIES AND RESPONSIBILITIES:
Works with PNM team to deliver pricing, rate design, engineering, or regulatory principles, and perform economic and decision analysis studies of in support of strategic customers

Assists to ensure that PNM meets assigned customers¿ existing and future electricity service needs by developing an in depth understanding of the customers business operations and translating this into product and service recommendations

Effectively communicates PNM key messages to assigned customers and provide clear customer feedback to PNM staff at all levels (e.g. PNM cross-functional support teams, executive leadership, etc.)

Plans and conducts meetings with customer and PNM staff to understand applicable industry trends, risks, and impact of local economic factors; may work with customer to develop a risk mitigation strategy and promote business growth

Facilitates the understanding and documentation of assigned customers electric infrastructure through reviews with assigned customer and PNM engineering support

Develops customer contacts at multiple levels and align them with appropriate staffing within PNM

Understands assigned customers Energy Effeciancy goals and coordinate the alignment of appropriate PNM personel to complete those objectives

Develops and updates applicable Strategic Account documents

Identifies product and service opportunities to benefit PNM and customers based on customer needs

Represents PNM as a trusted energy advisor and business leader at customer events in assigned territory

Creates and maintains a safety conscious work environment by leading and influencing others to follow safe work practice

COMPETENCIES:
Business, utility, and technical acumen

Strong relationship-building, negotiation and facilitation skills

Project management skills

Ability to lead the research and analysis of customer issues

Strong research and analytical skills

Ability to develop company and personal credibility

Ability to function in a regulated environment

Ability to manage conflict and competing interests

Ability to influence internal resources and manage professionals to complete important projects

QUALIFICATIONS

MINIMUM EDUCATION AND/OR EXPERIENCE:
Bachelor’s degree from four-year college or university in business, marketing, or sales with five to six years related sales experience, including technical sales, account management, community management or equivalent combination of education and/or experience related to the discipline

Understanding of engineering or utility regulatory and pricing concepts preferred.

CERTIFICATES, LICENSES, REGISTRATIONS:
Must possess a current, legally valid driver’s license and meet the company’s driving record requirements.

COMMUNICATION SKILLS:
Expert communication and public speaking skills

Ability to read and comprehend instructions, correspondence, and memos

Ability to write correspondence

Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization

MATHEMATICAL SKILLS:
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume

Ability to apply concepts of basic algebra and geometry

COMPUTER SKILLS:
Strong working knowledge of word processing, spreadsheet, email, and presentation software; preference in MS Office

Experience with Customer Relationship Management and Billing software preferred

ANALYSIS AND PROBLEM-SOLVING ABILITY:
Ability to analyze customer and company information and propose robust solutions. Ability to work with assigned resources to interpret engineering, utility billing, electric rate, or other information and data to identify root causes for problems and develop strategies and manage recommended actions and mitigation activities. Ability to balance the needs and issues of multiple high visibility customers simultaneously.

DECISION MAKING:
Serves as a strategic resource for developing solutions and program offerings for PNM customers, and has the accountability and authority to champion decision making. Operates with a high degree of autonomy while supporting company strategy.

PHYSICAL DEMANDS:
While performing the duties of this job, the employee is regularly required to walk bend and observe operations and equipment, sits up to 1/3 of the time. The employee must occasionally lift and/or move up to 10 pounds. Travel is required.

Must be able to attend events as necessary, and visit customer locations on occasion.

WORK ENVIRONMENT:
Field and office environment; works approximately 40 percent in the field and 60 percent in the office.