Key Account Manager B2B Enterprise (m-w-d)

Context & Environment

The energy market is undergoing profound change.

Belgium is a key market for TotalEnergies and GRP BtoC and BtoB activities are flagships of the company's ambitions in the integration of low-carbon value chain and strategy to achieve Net Zero emission by 2050.

The Belgian energy market is a very mature and competitive market, with the highest churn level of all European markets:

• complexity and diversity of supply offers, mainly price driven in a commodity market
• strong competition with a multitude of players, including DSO starting to compete against energy suppliers & profitability under high pressure
• rapid technological and digital evolution, including flexibility, curtailment, BESS solutions
• multiple and evolving regulatory contexts (3 regions and 1 federal level), with a trend of increasing differences between the 3 regional markets
• multilingual market (FR, NL, DE, EN)GRP is also an innovation laboratory for European projects, through diversification and packaging of integrated offers. The ambition of GRP is to accompany each client on their personal path to decarbonization via tailored bundled solutions while acting as a privileged single point of contact.

By joining the B2B organization and more specifically the Key Account Corporate and Industry department, you will play a key and strategic role at the TotalEnergies Company level and you will be at the forefront of the group in terms of the energy transition strategy and the ambitious ambitions for the exit from carbon products.

This transition in terms of electricity volume will largely take place in the Key Account Corporate & Industry segment, where the volumes sold are the largest.

In this position, you will actively participate in the energy transition of your customers and the group in accordance with the ambitious volume and margin objectives.

This is done within a very professional and experienced team, which shows team spirit, sharing the knowledge, in an environment where the person, well-being and safety are put first.

Activities

The Key Account Manager is in charge of developing the portfolio of industrial & corporate (I&C) for power & gas supply mainly in Flanders, but also in Wallonia & Brussels (Federal Area).

Target clients are industrial and corporate (I&C) companies from all sectors.

Head office of TotalEnergies Power & Gas is located in Liège, with an office also in Brussels.

He/she improves the path to decarbonization of customers via tailored bundled solutions across energy supply, solar, Curtailment, CPPA, BESS and EV in collaboration with Legal, Sales Operations, Energy Management, and other stakeholders within the Company to secure volumes and margin in delivery and in accordance of the code of conduct.

The scope of activities:

• Achieves his/her portfolio growth (volumes and margins) in Belgium through retention of existing client portfolio and prospection inbound and outbound for I&C Gas & Power clients;
• Initiates and organizes outbound prospection on New Business;
• Develops and maintains excellent relationships with consultants, prospects and Customers;
• Promotes renewable energies, solar installations as well as solutions to ease electric mobility product diversification;
• Adapts to the increasing complexity in the energy market and develops, with the support of the Sales Manager and other stakeholders, a perfect knowledge of the product range and pricing mechanisms;
• Be the primary contact for international tenders. Responsible for preparing and participates in negotiations concerning the Belgium scope;
• Communicates and exchanges feedback from customers and consultants on our offers and our competitiveness and thus contributes to the design/adaptation of (new) commercial offers adapted to the needs of the I&C customers and teams;
• Prepares and presents complex offers to the Corporate Bid Tender Committee;
• Actively contributes to the risk management and securization of clients payments in cooperation with the Credit & Collection team;
• Participates to cross-selling with other sales departments of the Company, especially on EV, Solar, Curtailment, CPPA, BESS, ...

Candidate Profile

• Owner of a bachelor's degree or master's degree ;
• 10 years' experience in a I/C sales environment with proven track records;
• A previous experience in the energy sector is a must;
• Excellent ability to work in a team and with other departments;
• Be able to build trust, both internal & external
• Good understanding of client needs and high sense of respect for clients;
• An in-depth knowledge of the players, products and competition in the electricity and natural gas market
• To be able to share knowledge on equal footing with energy experts on topics such as PV, Curtailment, flexibility, CPPAs...
• Excellent negotiation skills, strong sense of contact and communication;
• Eager to learn, like challenges, open for change;
• Analytic skills and ease with complexity;
• Pro-active, results driven, demonstrate initiative and agility;
• Mother tongue Dutch, with good knowledge of French. Fluent in English.

Additional Information

TotalEnergies values diversity, promotes individual growth and offers equal opportunity careers.

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