Manager of Key Accounts - OUC

OUC - The Reliable One, is presently seeking a Manager of Key Accounts to join the Customer Experience & Sales division.

At OUC, we are dedicated to fostering a culture of innovation, sustainability, and community engagement. We are looking for visionary leaders who recognize the value of diverse experiences in driving industry transformation.

We are looking for a strategic and results-driven professional to manage and direct our Key Accounts (Large Customer) team. In this role, you will collaborate with internal teams to develop strategies that align with OUC’s business goals, policy objectives, and reputation management. Your ability to build and maintain strong relationships with stakeholders will be critical in ensuring the success of OUC's initiatives and maintaining our high standards of customer service.

OUC’s mission is to provide exceptional value to our customers and community by delivering sustainable and reliable services and solutions. Click here to learn more about what we do.

The ideal candidate will have:

• Bachelor’s degree in Business or related field from an accredited college or university.
• Minimum of seven (7) years of progressive experience with roles in customer service, finance/pricing, sales, account management, business development and/or sustainability, (required) to include:
  • Three (3) years of experience with large commercial customers;
  • Three (3) years of managerial/supervisory experience;
• Valid Driver’s license (required);
• Electric or Water utility experience (preferred);
• Special training/certifications to be completed as indicated:
  • Certified Energy Manager (CEM) within 2 years of hire and
  • Achieve APPA Key Accounts certification within 1 year of hire

OUC offers a very competitive compensation and benefits package. Our Total Rewards package includes to cite a few:

• Competitive compensation
• Low-cost medical, dental, and vision benefits and paid life insurance premiums with no probationary period. Retirement benefits include a cash balance account with employer matching along with a health reimbursement account
• Paid vacation, holidays, and sick time
• Paid parental leave
• Educational and Professional assistance programs; Paid Memberships in Professional Associations
• Access to workout facilities at each location 
• Paid Conference and Training Opportunities
• Free downtown parking
• Hybrid work schedule

Click here to view our Benefits Summary.

Salary Range: $125,000.00 to 156,000.00 yearly commensurate with experience. 

Location: “The Greenest Building in Downtown”- Reliable Plaza, 100 W. Anderson St., Orlando, FL 32801

Job Purpose:    

Develop and execute targeted sales plans and stakeholder relationships with OUC’s largest and most complex customers for the purposes of enhancing customer satisfaction, growing revenue, and strengthening relationships. In collaboration with other internal groups, develop and execute strategies for the success of OUC’s business goals, policy objectives, and reputation management.

Create sales targets, and action plans for program opportunities with OUC non-regulated services; provide insights and direction on development and implementation of new programs, products, services, and technologies aligned with Key Account customer needs and expectations. Manage and direct the Key Accounts (Large Customer) team.

Primary Functions:       

• Build and execute customer-specific Key Account Plans; leverage and grow sales opportunities with top accounts;
• Identify opportunities and relevant products, service offerings and technologies, growth and retention targets, and timelines; develop a communication strategy within the Key Account Plans, to include messages, frequencies, and methodologies for interacting with the Key Account customer, established goals for proactive contacts and for relationship management;
• Create overarching sales forecasts/targets and performance metrics for OUC products and services, including non-regulated services;
• Develop a process to utilize customer data to perform analysis for revenue growth and/or retention and to provide value added recommendations to Key Account customers and OUC stakeholders;
• Create and/or coordinate opportunities to promote OUC via reputation, sustainability, products and, services, technologies and ability to add value to both existing and potential new accounts;
• Oversee and review the contract administration process, including, but not limited to:
• financial analyses of proposed projects for profitability or efficiency gains, review and provide input into proposals and related agreements/contracts; ensure contract documentation and process are timely and accurate as they traverse various business departments to completion; develop and execute processes to ensure timely delivery of services and proper billing;
• Manage, grow and develop Key accounts team. Provide coaching, manage performance and provide professional development opportunities;
• Develop and share insights and information through proactive pursuit of knowledge about current and future industry trends, new/upcoming technologies, and awareness of issues in the economic, political, regulatory, and legal landscape that may impact OUC, its large accounts and/or sales and retention strategies;
• Assess the competitive landscape to identify new business development opportunities, products, and services; Review the efficacy of current sales strategies and programs and make process improvements and adjustments as necessary;
• Assess the ROIs on current sales strategies with large customers, report on performance metrics and KPIs and modify to maximize opportunities for OUC products and services;
• Collaborate with internal stakeholders to leverage communication, brand recognition and enhancement strategies for expanding key account customer base and contracts;
• Represent OUC at industry or professional association meetings and other events; enhance relationships with key customers, gain knowledge of technologies and business development intelligence.
• Provide key account advocacy, leadership, and guidance with departmental representatives and support personnel.
• Perform other duties as assigned.

Technical Requirements:          

• Working knowledge of all, but not limited to, the following:
  • Direct interaction with large and strategic Commercial customers; electric and water utility account management, industrial/energy and/or water efficiency measures and current technologies;
  • Utilizing customer business portfolio and activities and/or industry information to develop strategic priorities and account plans;
  • Analysis, interpretation and usage of energy and/or water consumption to draw relevant conclusions and make recommendations;
  • Review of account data and project design specifications and documentation for business development opportunities;
  • Contract administration oversight and delivery;
• Familiarity with all, but not limited to, the following:
  • Utility rates and related services, policies and regulations;
  • Programs related to sustainability, conservation, renewables and un-regulated services;
  • Electric and water distribution and metering infrastructure; ability to recognize consumption and demand data and trends;
  • Customer billing statements;
  • Software development applications and tools utilized for tracking customer information, billing and related usage data;
  • Related industry, organizational and departmental policies, practices and procedures; legal guidelines, ordinances and laws;
• Ability to:
  • Comprehend sales and/or account management strategy development and execution; setting and delivering on sales/revenue targets, retention and growth plans;
  • Review financial analyses to determine project viability and profitability, taking into account Net Present Value and Return on Investment
  • Understand contract administration, terms and conditions, and relevant legal requirements;
  • Exhibit excellent verbal and written communication skills; listening skills;
  • Develop and present impactful and executive level presentations; explain and answer questions, persuade and influence target audience;
  • Make arithmetic computations using whole numbers, fractions and decimals, and compute rates, ratios, and percentages;
  • Use Microsoft Office Suite (Word, Excel, Outlook, PowerPoint, etc.) and standard office equipment (telephone, computer, copier, etc.).

Education/ Certification/ Years of Experience Requirements:

• Bachelor’s degree in Business or related field from an accredited college or university.
• Minimum of seven (7) years of progressive experience with roles in customer service, finance/pricing, sales, account management, business development and/or sustainability, (required) to include:
  • Three (3) years of experience with large commercial customers;
  • Three (3) years of managerial/supervisory experience;
• Valid Driver’s license (required);
• Electric or Water utility experience (preferred);
• Special training/certifications to be completed as indicated:
  • Certified Energy Manager (CEM) within 2 years of hire and
  • Achieve APPA Key Accounts certification within 1 year of hire

Working Conditions:    

This job is performed in an office work environment and is absent of disagreeable working conditions.

Physical Requirements:             

This job consists of speaking, hearing, reading, typing and writing. This job requires frequent sitting, occasional standing and walking and may require lifting up to twenty (20) lbs., bending/ stooping, reaching over head. This job may require driving a Company vehicle.

OUC–The Reliable One is an Equal Opportunity Employer who is committed through responsible management policies to recruit, hire, promote, train, transfer, compensate, and administer all other personnel actions without regard to race, color, ethnicity, national origin, age, religion, disability, marital status, gender, sexual orientation, gender identity or expression, genetic information and any other factor prohibited under applicable federal, state, and local civil rights laws, rules, and regulations.

EOE M/F/Vets/Disabled