Sales Manager Strategic Business & Public Accounts

As Sales Manager you are leading the commercial team of Strategic Business Accounts (SBA) & Public Accounts (PA) and have the end-responsibility of the sales results and allocated budget. You are responsible to

(1) sell tailor-made energy solutions using the various products provided by Luminus group to Strategic Business Customers & Public Authorities in Belgium, and

(2) act as SPOC for development of internal products, in this context, you are expected to work in close collaboration with teams “Optimization” and “Wind”.

The product spectrum includes selling power & gas, buying own generated power from customer side, buying flexibility from the customer side and selling all available energy service products.

Key Responsibilities:

Your role is to develop the strategy of both segments; plan, organize, coordinate and control the sales activities of his/her team in order to achieve the defined objectives and sales targets of the segment, in terms of volumes, margins and customer satisfaction.

The SBA segment targets large industrial customers, where we can offer energy solutions, through commodity contracts and services to help them manage their energy in a more efficient and sustainable way.

The PA segment targets all customers obliged (by law) to launch an official market for purchase of energy or energy services. Goal is to develop a long term (service oriented) relationship in the public sector, in order to analyze the customers’ service potential and to work on a tailor-made service offer in conformity with applicable law.

Strategic Business Accounts & Public Accounts Management:

You translate this strategy in concrete and balanced action plan (4-year plan), clear objectives and targets for the team. Incorporate the different stakeholders and departements (marketing, pricing, optimisation…) in the construction of such plan

You deduct and manage the needed means (FTE, budgets) to achieve the strategy

You organize regular sales events and represent the segment on fairs, commercial chambers and other professional organizations

You regularly report to the Director B2B about results and activities, analyse them and propose (and if adequate lead) corrective actions when necessary.

Sales Strategy Development

You develop a segmented strategy for renewal and acquisition of customers, in both commodity products (power & gas) and services, in line with our defined B2B strategy and adjusted to the market reality.

You further develop the fundamentals and processes to meet our growth ambitions

You develop multi-year sales plan for key target accounts, works on share of mind for key target accounts.

You look for optimal interactions and efficient processes with Marketing, Pricing and Customer Operations departments.

Team Leadership

You contiunously coach, lead and animate the sales team, in order to help them achieve the defined objectives. This on the different areas (renewal, acquisition, services) while looking at constantly inspiring them in improving their skills and knowledge.

You closely monitor sales performance (including quality of sales) and optimize profitability by account, take corrective actions where needed.

You monitor the quality of the offers built by the Sales Support, and ensure the correctness of commercial information and profitability, while meeting the defined deadlines

You continuously develop and inspire the team through a customer-centric culture. You help the team in complex files, organize regular joined visits and act as roleplay within the organization.

You lead the team in the transformation process of the B2B department.

Customer Satisfaction

You act as facilitator between Luminus and our service companies (ATS, Dauvister, Insaver, Luminus Solutions…) through daily contacts and formal meetings.

You ensure that processes and activities between the different companies are running smoothly, in order to create sales synergies.

You follow-up on sales pipelines and joined results; exchange customer information and look for sources of new synergies (new products and collaborations).

You bring commercial information internally to Marketing and Strategy departments in order to further develop our B2B commercial offer.

You bring the end-to-end view of the customers throughout the organization and act as voice-of-the-customer.

Requirements

- Master degree, preferably in Engineering or Business

- Good knowledge of MS Office tools

- Fluent in English, French and Dutch

- Strong in the creation and an