What are the responsibilities and job description for the Account Executive - Utilities position at Franklin Energy Services?
Franklin Energy, AM Conservation, AESC, and EVA Green Power together are shaping the future of clean energy. For more than 30 years, we've partnered with utilities, businesses, and communities to design and deliver solutions that cut carbon, strengthen the grid, and create a more equitable energy future. With 1,300 experts nationwide, we bring the scale, innovation, and passion needed to make lasting change.
Our enterprise delivers impact across the full energy journey. Through strategic consulting, we guide partners with insights and strategies to navigate an evolving energy landscape. With program delivery, we turn plans into results, managing efficiency, electrification, and flexible load programs that connect directly with customers. Our product solutions bring innovation to life, sourcing and delivering millions of energy- and water-saving products each year. And with design/build services, we create clean energy infrastructure-from audits and engineering to solar, storage, and EV charging installations.
Together, Franklin Energy, AM Conservation, AESC, and EVA Green Power form an integrated, end-to-end provider committed to measurable results and stronger communities. At the core of our enterprise is our people. We are building a culture of inclusion, belonging, and innovation-where every voice matters and every employee has the opportunity to drive change. United, we are accelerating the transition to a cleaner, more resilient world.
We believe the organization's most "precious resources" are its people. We pledge a relentless pursuit to embody a culture that acknowledges, recognizes, and infinitely seeks to understand the unique differences of its people. We are committed to creating employee experiences that continually attract and embrace a multiracial, multicultural, and multigenerational workforce that promotes outstanding performance and mirrors our diverse partnerships, clients and communities we serve.
Position Summary
Our organizationmakes sustainable energy universally accessible and affordable by delivering intelligent energy management products and solutions for communities, businesses, and the planet. We are the utility industry's leading provider of energy, weatherization, and water-saving products as well as value-added solutions, all of which are designed to meet the unique needs of our clients and customers across the industry. The products offered by our own brands are certified ENERGY STAR, DLC or WaterSense for both high quality and efficiency. We are looking for a dynamic sales professional with a demonstrated track record of success.
The Account Executive will manage relationships with utilities and energy efficiency program implementers, ensuring alignment with client goals and successful delivery of program objectives. This role is responsible for achieving all pre-determined KPIs for assigned accounts while driving growth within the portfolio. Additionally, the Account Executive will lead new business development for accounts assigned by the Utility Sales Director and serve as the primary lead on all RFPs for those accounts.
The ideal candidate will be a highly motivated, proven sales professional with verifiable references and is competitive, has great organizational and communication skills, and has a track record for closing. Candidates must feel comfortable prospecting, cold-calling, and negotiating via phone/online video, as well as meeting with customers in person. This sales position is responsible for direct outreach to customers via phone, email, trade shows and in-person visits. The Account Executive will develop both a base of customers that generate repeatable business as well as continuously pursue new customer opportunities. Conducting thorough needs assessments and proposing customized energy efficiency, weatherization and water conservation solutions for customers is key. Finally, collaborating with the internal team to ensure seamless sales process and customer satisfaction is of the utmost importance.
Essential Duties and Responsibilities
This list of duties and responsibilities is not all-inclusive and may be expanded to include other duties and responsibilities, as management may deem necessary from time to time.
- Build a robust sales pipeline for current and future years that will enable you to meet your sales goal in the current year as well as set you up for success in future years
- Source and develop new customers primarily through outbound phone calls and electronic communications, with some in person follow up and trade show attendance
- Prospect new customers from lists generated by marketing and product team
- Develop and present sales proposals and quotes
- Participate in sales team meetings and events as required
- Maintain and expand prospects within CRM while capturing timely, accurate and complete information and forecasts to management
- Attend industry conferences to develop industry expertise and build your client network
- Meet or exceed monthly sales quotas and prospecting activity goals
ADDITIONAL MAJOR REPSONSIBILITIES
This list of duties and responsibilities is not all-inclusive and may be expanded to include other duties and responsibilities, as management may deem necessary from time to time.
- Build and maintain strong relationships with utilities and program implementers to drive growth on existing accounts while discovering new ones that lead to New Business.
- Understand client goals and ensure successful delivery to meet those objectives.
- Achieve all KPIs for assigned accounts and identify opportunities for portfolio growth.
- Drive new business development for accounts assigned by the Utility Sales Director.
- Serve as the lead on all RFPs for assigned accounts, ensuring timely and competitive submissions.
- Collaborate with internal teams to deliver exceptional client service and program performance.
Position Requirements
Education and Experience
- BS or BA from accredited college or university preferred
- 5 years of B2B sales experience required. Preferable B2B sales in the energy efficiency or building product industry (i.e. lighting, weatherization, water conservation and smart home controls).
- Experience with contractors, community action agencies and utility rebate programs a plus.
Required Skills, Knowledge and Abilities
- Strong communication and cross-functional collaboration skills
- Must be able to handle and prioritize a wide variety of work in a fast-paced environment
- Must be a detail-oriented, organized, self-starter with strong problem-solving skills
- Proficient in multiple development environments with a strong desire to learn and apply newly acquired knowledge
- Proficient in Microsoft Office, specifically Word, Excel, PowerPoint and Outlook
- NetSuite, Salesforce or other ERP/CRM experience preferred
- Committed to diversity and inclusion
- Reliable transportation
Licenses & Certifications
- Valid driver's license
Travel Requirements
- Willingness to travel up to 25%
Note: Reasonable accommodations may be made for individuals with disabilities to perform the essential functions of this position.
The above information describes the general duties and requirements necessary to perform the principle functions of the position. This shall not be construed as a detailed description of all the duties and requirements that may be necessary in this position.
An Equal Opportunity Employer