Solution Sales Analyst (Sr.)
JOB SUMMARY:
This position will provide support to the Solutions Sales team, a commercial and technical sales organization within Customer Solutions that is responsible for selling across the full portfolio of Georgia Power (GPC) offerings. This role will provide strategic and day-to-day support to the Solutions Sales Manager, the Product Sales team, and the team of Solutions Sales Executives, using consultative sales to identify customer needs, challenges and goals and then develop customer-centric solutions leveraging both in-house capabilities and external partners.
This role will assist with the solutions sales process, including activities such as account planning, segment/customer targeting, customer discovery, lead qualification, and proposal/pitch development. It will also collaborate with other teams across Customer Solutions (such as Lighting, Customer Programs, Solution Strategy & Development, etc.) as needed to support the development of customer-specific solutions and proposals. This role will be responsible for ensuring that solutions sales data is tracked accurately and will work closely with the Marketing & Strategic Support (M&SS) team to track KPIs and to provide solutions sales data as input into market evaluations and the goal setting process.
The Solutions Sales Analyst will also be responsible for working with the Solutions Sales Executives to use data and analytics from M&SS and other customer touchpoints (such as energy usage analytics) to create insights that enable personalized solutions and support the cross-selling of additional GPC solutions to help meet customer needs. This role also supports the Solutions Sales team in preparing periodic reporting for GPC leadership on the performance of the team.
- This role is a potential pipeline position for sales roles.
REQUIREMENTS: (Education, Experience, Knowledge, Skills)
- Four-year college degree preferred
- Past experience in consultative sales is a plus
- Working knowledge of the solutions that GPC can provide customers
- Experience using data and analytics to drive business decisions and planning
- Experience developing or contributing to the development of proposals
- Ability to identify and manage project dependencies and critical path
- Ability to manage multiple, simultaneous projects and priorities
- Excellent interpersonal and organizational skills
- Excellent communication and diplomacy skills
- Strong problem-solving skills, excellent planning and prioritization habits
- Strong organizational skills, attention to detail and time management skills
- Ability to use good judgement and to make sound decisions
- Ability to use multiple resources to accomplish tasks
- Ability to present information succinctly and clearly to various stakeholders
- Proficiency with computer skills including Microsoft Office products (Word, Excel, PowerPoint, and Outlook) and experience with CRM software (e.g., Oracle Sales Cloud)
MAJOR JOB RESPONSIBILITIES:
- Solutions Sales Support (80%)
- Work with Solutions Sales Executives to help understand customers' needs, challenges, and goals and to match those needs with solutions that drive customer success
- Support and lead portions of the sales planning process, including working with managed accounts and the Solutions Sales Executives to develop a segment/customer targeting strategy and account plans for key customers
- Assist Solutions Sales Executives with initial customer research and discovery, collaborating with M&SS group as needed
- Responsible for lead qualification efforts, including leads from a variety of GPC teams such as Managed Accounts, External Affairs, National Accounts, etc.
- Assist with the development of customer-specific proposals and pitch presentations, including supporting the solution design, pricing development, and vendor selection
- Collaborate with teams across Customer Solutions such as lighting, Customer Programs, Solution Strategy & Development, etc. to gather inputs for and support the development of customer-specific solutions and proposals
- Collaborate with M&SS to use data and analytics to create insights that support proactive lead identification, enable personalized solutions for customers, and support the cross-selling of additional GPC solutions to meet customer needs
- Coordinate with the Solutions Strategy & Development team and with M&SS to ensure the Solution Sales team is aware of and trained on all solutions that GPC can use to solve customer challenges (both regulated and unregulated), as well as external partnerships GPC can bring to the table to create value for customers.
- Data and KPI Tracking and Reporting (20%)
- Responsible for tracking all Solutions Sales data and KPIs from the relevant system (e.g., Oracle Sales Cloud), enabling supporting insights and data analytics
- Coordinate with the Managed Accounts team and the relevant Key Account Manager to support account planning efforts for key customers
- Support the tracking and forecasting of key Solutions Sales performance indicators, including pipeline growth, deal velocity, sales forecasts, etc.
- Responsible for coordinating with M&SS to ensure that Solutions Sales data is being leveraged to track relevant KPIs for the team that align with the organization's goals
- Collaborate with M&SS during the goal setting process to ensure that the captured Solutions Sales data is being incorporated and used to inform the organization's goals
- Periodically support the preparation of reports and presentations for GPC leadership outlining the activities and performance of the Solutions Sales team
