Key Account Manager B2B (M/W/D)

CountryBelgiumLocationWalloon RegionWorkplace locationLIEGE-SAINT LAURENT(BEL)DomainSalesType of contractRegular positionExperienceMinimum 6 yearsCandidate Profile

• Bachelor's degree or master's degree;
• 5 years' experience in a sales environment (B2B preferably) with proven track records;
• A previous experience in the energy sector is a must;
• Excellent ability to work in a team and with other departments;
• Good understanding of client needs and high sense of respect for clients;
• Excellent negotiation skills, strong sense of contact and communication;
• Be able to build trust, both internal & external;
• Hunter spirit, eager to develop new commercial relationships;
• Eager to learn, like challenges, open for change;
• Analytic skills and ease with complexity;
• Pro-active, service minded, flexible, positive thinking, results driven, demonstrate initiative and agility;
• Rigorous, precise, organized, and respects the procedures (preparation of offers, Legal, pricing, internal procedure, etc.);
• Mother tongue French or Dutch, with good knowledge of Dutch/ French. Fluent in English;
• Good knowledge of the Office suite;
• Salesforce knowledge is a plus.

ActivitiesThe Key Account Manager is in charge of developing the portfolio of industrial & corporate (I&C) for power & gas supply mainly in Wallonia, but also in Flanders & Brussels.Target clients are industrial and corporate (I&C) companies from all sectors (Gas
7GWh/year and Power
5 GWh/year).He/she will work closely in a team of 5 sales people consisting in 3 Key Account Managers and 2 expert Account Managers for the housing sector. Head office of TotalEnergies Power & Gas is located in Liège with an office also in Brussels.He/she improves the path to decarbonization of customers via tailored bundled solutions across energy supply, solar and electric mobility and in closely collaborate with Legal, Sales Operations and Energy Management teams to secure volumes and margin in deliver.The scope of activities:

• Achieves his/her portfolio growth (volumes and margins) in Belgium through retention of existing client portfolio and prospection inbound and outbound for I&C Gas & Power clients;
• Initiates and organizes outbound prospection on New Business;
• Frequently visits customers and prospects on a "not seen, not sold" basis, keeping in mind Safety when travelling: no phone in the car, regular stops, safety belt;
• Develops and maintains excellent relationships with consultants, an important source of new business inbound leads and information;
• Accompanies B2B clients on their personal path to decarbonization and, with the existing products in close relationship with product management & dedicated sales, promote renewable energies, solar installations as well as solutions to ease electric mobility product diversification;
• Adapts to the increasing complexity in the energy market and develops, with the support of the Sales Manager and other stakeholders, a perfect knowledge of the product range and pricing mechanisms;
• Communicates and exchanges feedback from customers and consultants on our offers and our competitiveness and thus contributes to the design/adaptation of (new) commercial offers adapted to the needs of the I&C and Housing customers and teams;
• Prepares and presents complex offers to the Corporate Bid Tender Committee;
• Represents the Company and promotes its image/presence in the I&C markets (sales network, events);
• Achieves individual objectives and participates in achieving the collective objectives;
• Monitors his/her sales results in line with targets using Sales Pipe exports in Salesforce, and takes action if needed (prospection, closing, …);
• Ensures that the sales pipe is continuously fed, up to date with enough leads in each negotiation maturity (new, ongoing, quoting, offer, won, lost, disengaged) to be able of achieve the targets;
• Prepares his/her one-to-one meetings with the Sales Manager (min. 1 every 2weeks) in particular by presenting his/her up to date Sales Pipe and commenting on the evolution compared to the previous meeting, identifying the blocking points and looking for solutions in order to transform them into "Won" opportunities;
• Ensures quality of his/her dossiers, proper usage of the tools made available such as quoting engine, Salesforce Lead-to-Contract,…;
• Actively contributes to the risk management and securization of clients payments in cooperation with the Credit & Collection team;
• Participates to cross-selling with other sales departments of the Company, especially TotalEnergies Charging Solutions and Marketing & Sales teams;
• Promotes the sale of the B2B2E (B-to-B-to-employees) offering Pixel Partners;
• Helps to solve problems that may arise at your customers in partnership with internal departments (Care, Credit & Collection, ...).

Context & EnvironmentThe energy market is undergoing profound change.
Belgium is a key market for TotalEnergies and Integrated Power BtoC and BtoB activities are flagships of the company's ambitions in the integration of low-carbon value chain and strategy to achieve Net Zero emission by 2050.
The Belgian energy market is a very mature and competitive market, with the highest churn level of all European markets:

• Complexity and diversity of supply offers, mainly price driven in a commodity market;
• Strong competition with a multitude of players, including DSO starting to compete against energy suppliers & profitability under high pressure;
• Rapid technological and digital evolution, including smart metering roll out;
• Multiple and evolving regulatory contexts (3 regions and 1 federal level), with a trend of increasing differences between the 3 regional markets;
• Multilingual market (FR, NL, DE, EN).

Integrated Power Belgium is also an innovation laboratory for European projects, through diversification and packaging of integrated offers.The ambition of Integrated Power Belgium is to accompany each client on their personal path to decarbonization via tailored bundled solutions across solar, electric mobility and energy at the office, while acting as a privileged one stop shop partner. Digital experience with a human personal point of contact are the core of the interactions.Additional InformationThe job consists in, on one hand, prospecting for new customers and, on the other hand, establishing a relationship of trust. You will identify the needs of customers/prospects, and you will offer in addition to the supply of electricity, EV and Solar solutions in collaboration with the departments concerned.AccountabilitiesBy joining the B2B organization and more specifically the Key Account Corporate and Industry & Housing department, you will play a key and strategic role at the TotalEnergies group level and you will be at the forefront of the group in terms of the energy transition strategy and the ambitious ambitions for the exit from carbon products.This transition in terms of electricity volume will largely take place in the Key Account Corporate & Industry and Housing segment, where the volumes sold are the largest.In this position, you will actively participate in the energy transitions of your customers and the group in accordance with the ambitious volume and margin objectives.This is done within a very professional and experienced team, which shows team spirit, sharing the knowledge, in an environment where the person, well-being and safety are put first.