What are the responsibilities and job description for the Account Manager position at ESG?
Account Manager- Retail Energy
Job Description
POSITION INFORMATION
Department
Sales
Reports To
Account Management Director
Work Location
Remote/Periodic Travel
Hours of Work
40
Position Type
Full-Time
Rate Type
Salary/Commission Plan
Summary
ESG is a SaaS provider serving competitive retail energy suppliers. You will own a portfolio of retail energy clients, drive renewals and expansion, and be the trusted advisor on best practices and product usage. This role requires hands-on retail energy experience, strong commercial instincts, and the ability to navigate nuance across markets.
Position Responsibilities
Job Description
POSITION INFORMATION
Department
Sales
Reports To
Account Management Director
Work Location
Remote/Periodic Travel
Hours of Work
40
Position Type
Full-Time
Rate Type
Salary/Commission Plan
Summary
ESG is a SaaS provider serving competitive retail energy suppliers. You will own a portfolio of retail energy clients, drive renewals and expansion, and be the trusted advisor on best practices and product usage. This role requires hands-on retail energy experience, strong commercial instincts, and the ability to navigate nuance across markets.
Position Responsibilities
- Own end-to-end account health for a book of C&I-focused retail energy customers, including QBRs, roadmap alignment, and executive updates.
- Lead renewal strategy and timelines, forecast risk, and execute mitigation plans to protect GRR and NRR.
- Identify and close expansion opportunities across modules, seats, services, and new business units, partnering with Sales on larger pursuits.
- Translate ISO and utility process requirements into practical product configurations and workflows.
- Manage stakeholder expectations, triage issues with Support, and drive resolution with Product and Engineering.
- Build and maintain senior relationships across the industry, leveraging your network to open doors and accelerate deals.
- Maintain accurate CRM hygiene, forecasts, success plans, and executive dashboards.
- Gather VOC insights and influence the product roadmap with clear problem statements and quantified impact.
- Develop relationships with major clients in order to increase revenue.
- Pursues relationships and seeks business expansion opportunities with current clients
- Has detailed knowledge of products and services being offered and ensures that products and services consistently meet client needs
- Visits client locations periodically to ensure client satisfaction and promote ongoing contract renewal.
- Provides sales quotations and responds to requests for proposals.
- Bachelor's degree.
- Experience with SaaS implementations, change management, and value realization programs.
- Effective communication and presentation skills
- Prior ownership of a revenue or renewal target.
- 3 years in U.S. retail energy with direct exposure to supplier operations or C&I customer portfolios.
- Demonstrated knowledge of how competitive retail energy operates. Working knowledge of different ISOs and how suppliers operate within them
- Proven sales or commercial experience, driving renewals and expansions for SaaS or technology services.
- Strong client management skills with a record of setting and meeting expectations and leading cross-functional issue resolution.
- Existing relationships in the retail energy ecosystem with suppliers, brokers, channel partners, and market stakeholders.
- Excellent communication, executive presence, and data-driven decision making.
- Proficiency with CRM tools such as HubSpot and comfort with Excel or BI dashboards.
- Gross renewal rate and net revenue retention across the book.
- Expansion ARR and pipeline coverage for upsell and cross-sell.
- Time to resolution and CSAT for high-impact issues.
- Executive alignment scorecard completion and QBR cadence adherence.
- Forecast accuracy within agreed thresholds.
- Able to demonstrate ESGs key values of
- Excellence : be accountable to deliver our best
- Passion : show how much we care each day
- Integrity : do the right thing when no one is looking
- Collaboration : work together to succeed together