Account Executive II at NECI in Foxborough, MA

Job description

• NECI is seeking a resourceful, driven, and consultative Account Executive focused on the natural gas industry. This role will expand NECI’s business within existing gas-industry accounts and develop new relationships across natural gas production, processing, transmission, storage, distribution, and related utility operations.
• The successful candidate will navigate complex customer engagements from account planning and discovery through solution development, proposal, close, and successful implementation. You will build relationships across technical, operational, commercial, and executive stakeholders; understand the business drivers behind customer initiatives; articulate the value and return on investment of technical solutions; and connect NECI’s capabilities to outcomes that matter in gas operations.
• This is a customer-facing sales role for someone who understands the operational realities, regulatory pressures, asset challenges, and technology priorities of the natural gas industry. If you are curious about solving business problems, passionate about customer success, and able to challenge and educate customers while earning their trust, this is an opportunity to make a meaningful impact.

Responsibilities

• Business Development and Solution Selling
• Proactively develop and close opportunities for NECI’s products, services, and integrated solutions supporting gas production and distribution, process automation, field products, data integration, wireless technology, reliability, and asset services.
• Generate new business within NECI’s natural gas market by prospecting, networking, developing referrals, and engaging greenfield accounts.
• Expand NECI’s existing business by identifying operational challenges, new departments, emerging initiatives, and additional opportunities within assigned accounts.
• Lead discovery and solution-positioning conversations that connect customer needs to improved uptime, reliability, compliance, safety, throughput, plant health, predictive performance, and total cost of ownership.
• Deliver effective customer presentations, proposals, business cases, and solution narratives for both technical and executive audiences.
• Manage complex sales cycles, including qualification, stakeholder mapping, opportunity strategy, commercial alignment, negotiation, and close.
• Meet or exceed established orders, revenue, margin, and sales objectives.
• Account Management and Strategy
• Serve as the primary NECI contact for assigned accounts and develop access to the stakeholders needed to pursue and advance opportunities.
• Develop and execute account plans using NECI’s account-planning process, including strategies that look one to three years ahead.
• Work with sales management to define and execute territory and account strategies for natural gas customers across the Northeast.
• Coordinate customer-facing sales calls and appointments with the appropriate NECI product, services, engineering, and leadership resources.
• Indirectly manage customer-care relationships and support successful implementation by maintaining alignment between the customer and NECI’s delivery teams.
• Build long-term relationships that position NECI as an accountable partner beyond start-up and throughout the asset lifecycle.
• Collaboration, Forecasting, and Market Development
• Partner with product, engineering, services, marketing, and leadership teams to define solutions, maintain accurate forecasts, and achieve quarterly and annual targets.
• Maintain complete and accurate opportunities, account plans, contacts, activities, and next steps in CRM; Salesforce experience is preferred.
• Provide timely input to senior management on customer priorities, market trends, industry regulations, and market positioning to support growth and profitability.
• Represent NECI at natural gas industry conferences, technical symposiums, customer events, and other industry-focused functions.
• Attend training on assigned products, services, and industry solutions as determined by management.
• Maintain uncompromising quality in all work processes within the assigned area of responsibility and stop a process when quality is believed to be compromised.

Requirements

• Bachelor’s degree or equivalent combination of education and relevant experience; a degree in engineering or another technical discipline is preferred.
• Three to five years of professional experience in the natural gas industry or in direct sales, account management, sales engineering, operations, engineering, reliability, or a related customer-facing role serving natural gas organizations.
• Demonstrated experience working with customers in one or more of the following areas: gas production, gas processing, transmission, storage, distribution, pipeline operations, utilities, or related midstream and downstream operations.
• Track record of achieving or exceeding quota, revenue, or other measurable business objectives.
• Experience managing and closing complex, multi-stakeholder sales cycles.
• Ability to proactively prospect and develop new business, including greenfield opportunities.
• Ability to engage effectively with stakeholders at all levels of an organization, from plant and field personnel to executive leadership.
• Strong business acumen and excellent written, verbal, presentation, and negotiation skills.
• Strong technical aptitude and the ability to understand and explain automation, instrumentation, control, reliability, data, and related industrial technologies in business terms.
• Experience working effectively in a cross-functional, team-oriented environment.
• Understanding of sales activity and behavior metrics, opportunity management, forecasting, and CRM accountability.
• Must be currently authorized to work in the United States.
• Experience with Emerson technologies, systems, or installed-base solutions.
• Experience with Salesforce CRM.
• Familiarity with natural gas industry regulations, reliability practices, operational technology, process safety, cybersecurity, or asset-management initiatives.

Skills

Required

• Account management and strategy
• Prospecting and networking
• Discovery and solution positioning
• Customer presentations and proposals
• Complex sales cycle management
• Stakeholder mapping and engagement
• Negotiation and closing
• CRM usage and accountability
• Forecasting and opportunity management
• Strong business acumen
• Cross-functional teamwork

Preferred

• Experience with Salesforce CRM

Benefits

• Highly competitive Medical, Dental, and Vision Insurance
• Flexible Spending or Health Savings Accounts
• Unlimited PTO Policy
• 10 Paid Holidays
• 12 Paid Weeks Birthing Parent Leave
• Pet Insurance
• Retirement Savings: 401(k) and Employee Stock Ownership Plan
• Employee Referral Bonus
• Professional Development Reimbursement
• Company Paid STD, LTD, and Life Insurance
• The anticipated on-target earnings (OTE) range for this position is $110K to $130K annually.