Account Manager B2B (m/w/d)

The energy market is undergoing significant changes. 

Belgium is a key market for TotalEnergies, and the TEPGB B2C and B2B activities are the flagship of the company’s ambitions regarding the integration of the low-carbon value chain and the strategy to achieve net zero ambition by 2050. 

The Belgian energy market is very mature and competitive, with the highest attrition rate of all European markets: 

• Complexity and diversity of supply offers, mainly focused on prices in a commodity market; 
• Strong competition with a multitude of players and profitability under high pressure; 
• Rapid technological and digital evolution, including the deployment of smart meters; 
• Multiple and evolving regulatory contexts (3 regions and 1 federal level), with a trend towards increasing differences between the 3 regional markets; 
• Multilingual (NL, FR, GER, EN) market with different cultural approaches

The main challenges of the commercial entity are the following : 

• To design commercial offers adapted to the needs of professional customers; 
• To develop a well-balanced portfolio of customers through direct and indirect sales; 
• To manage the administrative, purchase and billing flows and the exchange of complex data; 
• To diversify its products & services ranges namely through Solar & EV Mobility activities; 
• To be highly professional, cost effective and innovative in the internal processes and risk management; 
• To guarantee a high quality of services and look constantly for customer satisfaction. 

 Our Sales team has a key role towards the customers, prospects, consultants and other stakeholders in this complex Belgian market context. 

Accountabilities 

• Retention and growth of customers portfolio; 
• Increase of delivered volumes and commercial margin; 
• Play a key role within TotalEnergies multi-energies strategy and the ambitious growth plan.

The Account Manager B2B sells electricity, gas and related services to existing and new Mid-Market customers in a highly competitive B2B environment. He/she achieves sales objectives with the highest level of customer satisfaction by understanding the customer needs and proposing solutions that creates value both for the customer and for TotalEnergies. 

Concretely the Account Manager B2B: 

• Manage pro-actively the customers portfolio in the assigned B2B segments/regions to maximize satisfaction and retention of existing customers; 
• Generate leads and gain new business through active prospection;
• In good coordination with his/her colleagues, develop and maintain excellent relationships with consultants (an important source of new business inbound leads and information); 
• Frequently visit customers and prospects; 
• Maintain, monitor and manage sales pipeline in the CRM (SalesForce). Ensure that the sales pipe is continuously up-to-date and fed with enough leads in each negotiation maturity (new, ongoing, quoting, offer, won, lost, disengaged) to secure the achievement of targets; 
• Realize offers and close deals in strict respect of the business rules, processes and guidelines (data quality is key). 
• Defend the interests of TE and keep the quality image of TotalEnergies high; 
• Actively contribute to the risk management and securisation of clients payments in cooperation with the Credit & Collection team; 
• Collect best practice and build thorough knowledge of the market, products and services of the company and its competitors by self-study, sales visits and participation to seminars/webinars/events. Share the insights in a structured and objective way.
• Communicate with respect and empathy to all internal and external stakeholders; 

• Bachelor’s or master’s degree 
• Minimum 3 years experience in a commercial B2B sales environment. Experience in the energy sector or in a specific account segment is a plus; 
• Native Dutch or French speaker and ability to work in English; 
• Demonstrate excellent written and spoken communication & negotiating skills; 
• Possess a hunting spirit and track record in business development in a competitive environment; 
• Result-oriented and familiar with complex customer decision processes; 
• Analytical and understand quickly figures and issues, as well as their impact; 
• Good organizer and planner, formalize action plans and their follow-up/reporting (CRM, salesforce,…). Ensure an accurate administrative follow-up (reporting, tools, data quality,…) 
• Good knowledge of MS Office packages (Excel, Word and Powerpoint) is a must; 
• Flexible and stress-resistant, can work well in a continuously changing environment; 
• Eager to learn; 
• Teamplayer and ability to manage stakeholders (interactions with other departments).