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American Electric Power Small Business Sales Energy Consultant in Lancaster, Ohio



Small Business Sales Energy Consultant

Job Description:

Identify and develop a portfolio of new small business customers for retail electric supply by cold-calling provided prospects and self-generated leads.


Cold Calling:

  • Execute cold calls and follow up calling for leads provided. Keep pace with provided leads to ensure adequate opportunities and market coverage. This requires self-direction, discipline, and consistent effort to make sufficient cold calls and/or in-person canvassing of businesses.

Data Collection and Analysis:

  • Gather key customer information and enter it into AEP Energy’s CRM. Collect account and meter number data necessary to access historical usage data required to generate a sales contract.

  • Collect, analyse, and provide insight into customer feedback for future strategic discussions.

  • Develop industry knowledge to improve ability to give customers their ideal energy solutions.

  • Use CRM tools to ensure customer follow up and repeated strategic touches.

Customer Pre-Qualification & Credit Review:

  • Pre-qualify the opportunity based on data collected in CRM.

  • Determine customer creditworthiness prior to investing additional sales effort and/or requesting executable pricing.

Sales Aptitude:

  • Effectively present AEP Energy’s value proposition to prospective customers via the phone. Build company credibility, brand value, and trust with prospective customers. Gain knowledge, insight and understanding from key decision-makers regarding customer energy needs and challenges.

  • Sales acumen: Adjust sales strategy as appropriate. Identify strategies and product types to help consumers reduce their overall electric expense or avoid exposure by limiting risk from utility or market prices.

  • Learn and adhere to all industry regulatory standards as well as internal AEP Energy standards.

  • Incorporate feedback offered by Channel Manager and Quality Assurance team into improved performance.

  • Overcome objections and raise key considerations based on customer interactions and specific opportunities and concerns.

Contact Management & Negotiation:

  • Ensure the customer has reviewed and pre-approved agreement language and is prepared to decide when presented with executable market pricing.

  • Develop familiarity and knowledge of AEP Energy policies.

Close Deals:

  • Self-manage the number of customer proposal calls necessary to meet or exceed the monthly sales volume requirements.

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Lancaster, OH

Job Type:


Job Category:


Annual Salary To (Mid):


Minimum Requirements:


High School diploma or GED required. Bachelor's Degree Preferred.

Energy industry experience a plus.


  • Embodies AEP Energy Values (i.e., Accountability, Passion, Integrity, Innovation, Humor, Humility, and Candor).

  • High-energy, drive and ambition.

  • Strong service and results orientation.

  • Effective problem-solving skills: ability to work from concept to analytics, identify alternatives and develop unique solutions.

  • High EQ-- superior interpersonal skills, win-win mindset, relationship-builder.

  • Excellent communication skills – of importance are spoken (via phone) and written (via email).

  • Ability to prioritize, plan proactively, manage conflicting priorities, operate in a high stress environment and multi-task effectively.

Physical demand level is Not Yet Determined

Annual Salary From (Min):


Work Designation:


Equal Opportunity Employer | Minorities/Females/Disability/Vets