Account Management Specialist

Department:
Commercial - Sales & Account Management

Location:
São Paulo, Brazil

Description
Are you enthusiastic about energy transformation? Do you enjoy being in a client-facing position and proposing worldwide Market Analysis solutions to leading companies, utilities, banks, and investment funds in the energy industry?

Aurora is seeking a Client Manager to join our Commercial team. In this role, you'll drive sales and manage accounts for our energy market subscription and software services – with a focus on clients from Chile and Brazil. We're looking for someone with a strong commercial mindset, excellent communication skills, and a passion for Account Management. You'll play a crucial role in client interactions and contribute to our growth in a dynamic, collaborative environment with opportunities for progression and innovation.

The role will be based in São Paulo office. This position is offered with a full-time employment contract.

Key Responsibilities

• Onboard customers to our services and strategically map out accounts to identify future opportunities.
• Track and improve engagement metrics to enhance client interactions and satisfaction, leveraging growth and developing strategies to enhance account value through cross-selling Aurora's full-service portfolio.
• Achieve and exceed net retention targets by fostering growth and addressing client needs effectively.
• Develop a deep understanding of several strategically important accounts by building strong relationships across multiple touchpoints.
• Maintain regular contact with key stakeholders, identify opportunities for growth, and proactively nurture new connections within the organization to enhance collaboration and drive long-term value.
• Drive account value growth by cross-selling and up-selling services and products globally to existing clients.
• Conduct sales demonstrations for our analytics services.
• Provide exemplary customer service, ensuring that deliverables are met and seeking opportunities to maximise engagement at a senior level.
• Process and support advisory opportunities.
• Lead complex negotiations involving multiple stakeholders, ensuring alignment on objectives, managing differing interests, and guiding discussions to secure mutually beneficial agreements.
• Support clients by providing invoicing assistance.
• Maintain an opportunity pipeline using Salesforce CRM to track and report on opportunities and ongoing account plans.
• Guide new clients through the onboarding process, ensuring a smooth transition and setup.
• Ensure effective delivery of services (e.g., workshops, group meetings) to clients, maintaining high standards and satisfaction.
• Assist with invoicing processes to ensure timely and accurate billing.
• Identify opportunities for upselling additional services and products to existing clients.
• Act as the regional Account Manager for accounts managed in other regions, driving sales, growing account value, and expanding reach with clients.
• Proactively engage with clients, especially those with low usage metrics specifically pertaining to software services.
• Develop and maintain strong relationships with key clients, addressing their needs and enhancing their experience with our services.

Skills, Knowledge and Expertise
Required attributes:

• Demonstrated commercial acumen with a creative and intuitive approach to identifying impactful opportunities.
• Proven track record of managing a portfolio.
• Calm and adaptable in high-pressure and uncertain situations.
• Highly organised, persistent, and diligent.
• Proactive and versatile in adapting to an evolving and fast-moving industry.
• Ability to communicate and collaborate effectively with senior stakeholders.
• Strong commercial mindset with a proven track record in sales and account management.
• Excellent written, verbal, and interpersonal communication skills.
• Proven success in team-oriented environments.
• Passionate and curious about the energy transition.
• Fluency in English, Spanish and Portuguese is required.

Desirable Attributes:

• Experience in technical or subscription account management.
• Account management, and client relationship experience in energy related industry, subscription sales Account Management and Customer Success.
• Experience with Salesforce or other CRM system.
• Previous professional exposure to energy economics, power markets and power networks

What we offer

• The opportunity to substantially influence major decisions in the energy sector.
• Direct engagement with clients through Aurora conferences, workshops and webinars.
• The opportunity to grow into a publicly visible industry expert.
• The chance to work on multiple deals and develop key commercial and sales skills.
• Hybrid working
• A fun, informal and international work culture.
• A competitive salary package.
• Access to the Aurora Academy, our training programme offering a range of opportunities to develop your skills within the responsibilities of your role and within the wider context of the industry
• Access to our Employee Assistance Programme (EAP), offering a complete support network that offers expert advice and compassionate guidance 24/7/365, covering a wide range of personal and professional aspects

Aurora is committed to the principle that no employee or job applicant shall receive unfavourable treatment on grounds of age, disability, gender reassignment, race, religion or belief, sex, sexual orientation, marriage and civil partnership and pregnancy and maternity.

Only applications with a resume in English will be considered.