The RequirementsTo meet the basic qualification for this role, you will have legal authorization to work permanently in the United States for any employer without requiring a visa transfer or visa sponsorship. In addition, to be a good fit for the Account Manager opportunity, you will have:
- A bachelor's degree (highly preferred) or an equivalent combination of education and directly relevant experience.
- 3-5 years of experience in business-to-business sales or account management.
- Industry experience is an advantage (natural gas, energy, fleet, trucking or other relevant industry).
- Strong technical savvy and the ability to grasp technology solutions and discuss them articulately with customers; technical sales experience preferred.
- Computer proficiency including Microsoft Office applications, particularly Excel, Word and PowerPoint.
- Ability to travel approximately 40%. You can drive to most areas of your territory daily and be home at night, but you will have some overnight travel.
- Familiarity with the New England territory preferred.
- An entrepreneurial mindset with the drive and desire to learn, develop professionally and grow the territory.
- Excellent interpersonal skills and the ability to develop rapport and long-term relationships with customers.
- Strong verbal and written communication skills.
- A good head for numbers; solid mathematical skills (e.g. percentages, discounts, commissions, interest, basic algebra/geometry).
- Excellent problem solving and analytical reasoning skills.
The RoleRole Overview
Reporting to Vice President of Business Development for Canada and the Eastern U.S., as Account Manager, you will generate sales of natural gas fuel by promoting natural gas vehicle technologies to a variety of fleet customers and airports. You will take ownership of an existing book of business, including several high profile accounts, and target regional and local fleet operators with anywhere from 20 to 400 vehicles or more.
Daily you will work closely with your supervisor and other team members to gain insight into the industry and hone your sales skills, splitting your time between the office (60%) and field (40%). This is a highly consultative sale, and you'll need to be able to explain both compressed natural gas (CNG) and liquid natural gas (LNG) technologies to your customers. Far from being a simple commodity sale, you'll be persuading customers to make a significant capital investment, including converting their vehicles from traditional fuels to CNG or LNG. The focus will be on long-term value and return on investment rather than price points. To help you, you'll find incentives in place, such as at airports, that promote conversion.
As part of your specific duties and responsibilities, you will:
- Seek out and research prospective customers through making phone calls, traveling, attending conferences, and utilizing the Internet.
- Compile lists of prospective customers for use as sales leads based on information from newspapers, business directories, industry ads, trade shows, Web sites and other sources.
- Manage and grow relationships with various prospects, clients, and partners in the natural gas fuel industry.
- Establish and develop relationships with local decision-makers (e.g. city council members, fleet managers, public works directors, etc.).
- Educate the economic and health benefits of natural gas vehicles to local communities, city councils and trade associations.
- Market to new and existing customers through creation, development, and implementation of various business solutions.
- Coordinate the planning of marketing promotions, including advertising and special sales.
- Travel throughout your territory to call on regular and prospective customers to solicit orders, or communicate with customers by phone or email.
- Estimate demand for proposed projects based on market research and consumer trends.
- Develop and deliver presentations on Clean Energy services to small, medium and large groups.
- Develop proposals for prospects.
- Review and understand station contracts and fueling agreements.
- Provide input to the management team on new product or service features to be developed to meet current and future customer needs.
- Work closely with the Engineering department on the development of assigned projects and with the Operations department on station operations and performance.
- Keep account activities and literature up to date.
More Good ReasonsCommitted to your success
If you're the person we're looking for, you are excited to learn about our technologies. In addition, you'll gain a broad understanding of this emerging industry and our business model. We'll also help you hone the skills you need to succeed in this role and beyond, including sales and conflict management techniques, customer service, conversion financing, cost control and proposal writing.
Compelling value proposition
You probably already knew that natural gas burns much more cleanly than gasoline and diesel, producing significantly lower greenhouse gas emissions. Clean Energy helps companies and public organizations meet aggressive environmental goals. But natural gas fuel is cheaper (~$1.50 cheaper per gallon than diesel), domestically abundant, and it works. And using natural gas reduces America's dependence on foreign oil
Green standard for sustainability
Unlike other fossil fuels, natural gas is increasingly renewable, using biomethane reclaimed from landfill via waste-to-energy solutions. Clean Energy is helping companies and public organizations meet aggressive environmental goals.
Proven strong leadership
You will join a team of accomplished, seasoned professionals at Clean Energy, led by Andrew Littlefair. Mr. Littlefair served as President of Pickens Fuel Corp (PFC), predecessor company of Clean Energy, which he co-founded in 1997 with Boone Pickens and was Staff Assistant to then President Ronald Reagan in the Office of Presidential Advance from 1983 to 1987.
In addition to a competitive salary and bonus opportunity, we offer a comprehensive benefits package that includes medical, dental and other insurances, a 401(k) plan with discretionary company match, paid time off and more.
Pictured: Clean Energy's fueling stations make up America's Natural Gas Highway®, a network of truck fueling stations on interstate highways connecting major metropolitan areas coast-to-coast and border-to-border.
Keys to SuccessUpon joining us, you'll dedicate yourself to learning, build a sales plan, begin building rapport with existing customers as well as a pipeline of new business opportunities. We'll teach you the technology, of course, but you should be the kind of person who is motivated to go beyond that and continue to learn on your own. Ours is a longer sales cycle, so you'll need strong self-motivation, the discipline to get on the phone and out in the field daily, as well as the resilience to push through the nos to get to the yeses. Outstanding interpersonal skills, professional polish, and the ability to influence others will take you far both with new business development and in supporting existing accounts.
While this is an outstanding territory, opportunities are accompanied by challenges. There are some large and complex accounts, which your supervisor can help with, the sales cycle requires a good deal of consultation, which can take time, and the territory is wide. You'll know you're hitting the mark as you close deals and earn satisfied customers. You will be responsive and provide timely and accurate information to clients and prospects, create and execute a clear sales plan, and use your analytical reasoning skills and creativity to retain existing and close new business. Honesty and professional integrity will also be key.
About UsTaking the Lead in Clean-air Transportation
Clean Energy has a broad customer base in the solid waste, transit, ports, shuttle, taxi, trucking, airport and municipal fleet markets. We have the most experience in inventing and manufacturing today's natural gas technologies. We develop, manufacture, supply, install and service the equipment at natural gas stations across North America.
Clean Energy owns and operates LNG plants and renewable processing facilities, producing CNG, LNG and Redeem (RNG) fuels for our own stations and our clients' stations. Our network of over 550 LNG and CNG fueling stations ensures fleets are powered for both short routes across town and long hauls across North America. Our stations are fueling service vehicles at 37+ major airports, and our strategically located truck-friendly CNG and LNG fueling stations, the network we call America's Natural Gas Highway™, are designed to keep heavy duty fleets fueled up and on the road.
The Clean Energy vision extends beyond servicing the high fuel-use requirements of fleet operators. We are committed to helping businesses access the measurable advantages of clean-fuel solutions. Simultaneously, we are committed to protecting our environment as the leader in clean-air transportation. Clean Energy has proven that business and environmental goals can indeed find common ground, with mutually profitable results. Our vision and efforts have received recognition and awards from business and environmental organizations alike.