Manager, Account Management

Who we are:

Energy Management Collaborative (EMC) provides best-in-class LED lighting + technology solutions and services to a broad range of multinational retail, commercial, industrial and specialized customers. Since 2003, the company has used its total project management approach, EnergyMAXX® to successfully implement thousands of lighting upgrade projects, saving clients across industries billions in kilowatt-hours of energy.

EMC is looking for a self-starter who is driven to learn and take on new challenges. Ideal candidates share our company values of Always Go the Extra Mile, Teamwork, Continuously Improve and Drive Change and Take Initiative.

Job Summary:

The Manager, Account Management provides leadership and oversight for all activities within the Account Management department. This role is responsible for managing a portfolio of existing EMC clients and overseeing the delivery of client-related services in alignment with EMC’s sales strategy. The Manager collaborates closely with cross-functional teams throughout the end-to-end process to ensure the customer perspective is effectively represented and to identify opportunities for new or expanded business with current and prospective clients. Additionally, this position ensures accuracy, consistency, and best practices across key sales systems, processes, and methodologies.

Essential Job Functions:

• Align Account Management priorities with broader company strategy.
• Provide leadership and management oversight of the Account Managers and Account Coordinators.
• Set performance expectations and KPIs, foster a high-performance, customer-centric culture, and lead hiring, onboarding, and succession planning.
• Manage a portfolio of existing EMC clients and their client-related services
• Conduct coaching, performance reviews, and career development planning, and address performance gaps through corrective action plans.
• Ensure the voice of the customer is represented internally across the end-to-end process, including proposals, sales, services, problem reporting, and follow-up.
• Ensure Account Managers are integral members of cross-functional teams to successfully execute projects.
• Lead the end-to-end sales process within the Account Management team.
• Assess and allocate accounts to Account Managers/Coordinators and support sales forecasting for assigned clients.
• Support Account Managers in consulting with current and new customers to identify new business opportunities.
• Manage all Account Coordinator activities to ensure effective support of the National Account Executives.
• Partner with Sales leadership and collaborate with EMC Sales Team members to improve sales processes and drive increased customer sales.
• Support Marketing campaigns focused on incentive insights and qualified lead generation through communication with active customer accounts.
• Manage the sales process within Salesforce.
• Serve as the subject matter expert on Salesforce and Vision.
• Develop, document, and maintain sales training, policies, processes, procedures, and analytics dashboards to ensure data accuracy and visibility of sales activities.
• Continuously improve sales and account workflows to reduce errors and improve efficiency.
• Manage change adoption for new tools, processes, or organizational initiatives.
• Attend and conduct customer meetings and events.
• Other duties as assigned.

Skills and Abilities:

• Ability to lead and manage
• Excellent oral, written and interpersonal communication
• Strong problem-solving and analytical
• Proven team player/leader with measurable
• Proficient in Microsoft Word, Outlook and Excel used for tracking and
• Proficient in Salesforce and
• Able to work well in a team environment as well as
• Detail-orientated, high degree of accuracy and ability to multi-
• Ability to work effectively with limited
• Ability to work well under pressure and meet
• Proven customer service and sales

Education:

• Four-year degree preferred in Business or Communications, Environmental Engineering or related degree.

Experience Required:

• 5 years managing a team
• 4-6 years in sales or account management
• Experience within the energy industry and/or experience working with or within utility incentive program groups is required.
• Leadership and communications skills necessary to be an effective leader and
• Salesforce experience

Experience Preferred/Other Qualifications:

• Experience and success in a fast-paced and changing industry/business.
• Experienced in customer/trade partner relationship

Physical Job Requirements and Working Conditions (include if applicable):

• The employee must occasionally lift or move office products and supplies, up to 20
• 20% travel

EMC is an Equal Opportunity Employer– Race, Color, Religion, Sex, Sexual Orientation, Gender Identity, National Origin, Disability, Veteran.