Director Key Segment Management

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The Director of Key Segment Management is a leadership position for the Key Segment Management team and is responsible for providing the overall strategy, vision, and innovation of the team with the focus of retaining and expanding revenue, profitability, and customer satisfaction across identified segments of Duke Energy’s commercial and industrial customers. This leader will use his or her expertise to develop and apply customer segmentation and needs assessment frameworks across Duke Energy’s business units in support of long-term earnings growth associated with products and services. Reporting to this position is a team of Key Segment Managers who are responsible for developing the overarching segment market strategies and plans to meet the annual business objectives and goals. This team is also responsible for identifying the associated go-to-market strategies most likely to achieve segment growth. The Director of Key Segment Management is responsible for championing segment-specific national strategies to deliver solutions from an array of Duke Energy products and services including but not limited to renewables, microgrids, and other energy-as-a-service offerings. This strategic leader must understand the client portfolio dynamics in terms of the acquisition, expansion, and retention of client relationships and the role of these levers in driving profitable client growth. This position will interface regularly with various internal business units including but not limited to: sales, marketing, demand generation, product management, product development, product delivery, and field service account management.

Primary roles:

• Lead a team of Key Segment Managers (KSMs) focused on the primary targeted growth segments for Duke. Team size will be a minimum of 10 direct reports but is expected to grow as the success of the program grows.
• Drive the team to analyze total and available market potential for our current solutions by segment and establish a share of wallet 1 year and 5 year plan to drive profitable growth overall and by segment.
• Drive team to prepare segment growth plans in collaboration with the key business stakeholders including strategic account manager (SAM), sales, large account management (LAM), renewables, and customer solutions to drive account growth both in the short term (1 year) and the long term (5 year) horizon
• Establish overall order/revenue/EBIT budget for KSM team in line with business growth targets but also commensurate with the segment growth where each KSM is focused.
• Establish and maintain a cost budget for the organization. Ensure the team spends prudently throughout the year to fall within or below the cost budget.
• Establish regular cadence calls/meetings with the KSMs to monitor pipeline development, key pursuits to close in the quarter/year, review any major customer issue preventing or inhibiting growth, and any growth initiatives to increase share of wallet in the KSM segment.
• Working with the various sales and account management teams focused on each targeted segment, establish a voice of the customer in process to identify product/system/solution portfolio gaps and work with customer solutions to influence where we invest organically or inorganically to round out our portfolio for each segment. Also investigate and recommend partners we can work with to provide broader solutions to our customers in the targeted segments.
• Assist with the the customer satisfaction survey process with the KSM team in support of the overall Duke customer satisfaction survey process for commercial accounts. Work with the team to establish an action plan to address the top 5 common areas of dissatisfaction for each segment.

Travel Requirements

25-50%

Relocation Assistance Provided (as applicable)

Yes

Represented/Union Position

No

Visa Sponsored Position

No

Posting Expiration Date

Wednesday, November 27, 2019

All job postings expire at 12:01 AM on the posting expiration date.

Please note that in order to be considered for this position, you must possess all of the basic/required qualifications.