Electricity sales representative

Electricity sales representatives assess clients’ energy needs, and recommend the purchase of electricity supply from their corporation. They promote their corporation’s services, and negotiate terms of sale with clients.

The following job titles also refer to electricity sales representative:

residential electricity sales representative
electric power sales consultant
electricity sales consultant
electricity seller
electricity saleswoman
electricity salesman
electricity sales promoter
electric power sales promoter
electricity salesperson
electric power sales negotiator
electric power seller
electricity sales negotiator
electricity sales rep

A high school diploma or equivalent is generally the minimum required to work as an electricity sales representative.

ISCO skill level is defined as a function of the complexity and range of tasks and duties to be performed in an occupation. It is measured on a scale from 1 to 4, with 1 the lowest level and 4 the highest, by considering:

• the nature of the work performed in an occupation in relation to the characteristic tasks and duties
• the level of formal education required for competent performance of the tasks and duties involved and
• the amount of informal on-the-job training and/or previous experience in a related occupation required for competent performance of these tasks and duties.

Electricity sales representative is a Skill level 3 occupation.

These occupations, although different, require a lot of knowledge and skills similar to electricity sales representative.

renewable energy sales representative
domestic energy assessor
energy consultant
energy assessor
energy conservation officer

These occupations require some skills and knowledge of electricity sales representative. They also require other skills and knowledge, but at a higher ISCO skill level, meaning these occupations are accessible from a position of electricity sales representative with a significant experience and/or extensive training.

solar energy sales consultant
renewable energy consultant
network marketer
movie distributor
technical sales representative in agricultural machinery and equipment

This knowledge should be acquired through learning to fulfill the role of electricity sales representative.

• Sales argumentation: Techniques and sales methods used in order to present a product or service to customers in a persuasive manner and to meet their expectations and needs.
• Characteristics of products: The tangible characteristics of a product such as its materials, properties and functions, as well as its different applications, features, use and support requirements.
• Electricity market: The trends and major driving factors in the electricity trading market, electricity trades methodologies and practice, and the identification of the major stakeholders in the electricity sector.
• Electricity: Understand the principles of electricity and electrical power circuits, as well as the associated risks.
• Sales strategies: The principles concerning customer behaviour and target markets with the aim of promotion and sales of a product or a service.
• Characteristics of services: The characteristics of a service that might include having acquired information about its application, function, features, use and support requirements.

These skills are necessary for the role of electricity sales representative.

• Answer requests for quotation: Make up prices and documents for the products that customers may purchase.
• Carry out sales analysis: Examine sales reports to see what goods and services have and have not sold well.
• Assess customers: Quickly compose a picture of a customers’ personal circumstances, needs and preferences.
• Identify customer’s needs: Use appropriate questions and active listening in order to identify customer expectations, desires and requirements according to product and services.
• Manage contracts: Negotiate the terms, conditions, costs and other specifications of a contract while making sure they comply with legal requirements and are legally enforceable. Oversee the execution of the contract, agree on and document any changes.
• Identify energy needs: Identify the type and amount of energy supply necessary in a building or facility, in order to provide the most beneficial, sustainable, and cost-effective energy services for a consumer.
• Monitor after sales records: Keep an eye on the after sales feedback and monitor customer satisfaction or complaints; record after sales calls for thorough data analysis.
• Inform customers on energy consumption fees: Inform potential customers of an energy retailer on the monthly fees charged for their energy supply services, and any additional charges.

This knowledge is sometimes, but not always, required for the role of electricity sales representative. However, mastering this knowledge allows you to have more opportunities for career development.

• Energy performance of buildings: Factors that contribute to lower energy consumption of buildings. Building and renovation techniques used to achieve this. Legislation and procedures regarding energy performance of buildings.
• Sales promotion techniques: The techniques used to persuade customers to purchase a product or a service.

These skills and competences are sometimes, but not always, required for the role of electricity sales representative. However, mastering these skills and competences allows you to have more opportunities for career development.

• Prepare sales checks: Provide customers with official documents that prove their purchase and payment.
• Identify suppliers: Determine potential suppliers for further negotiation. Take into consideration aspects such as product quality, sustainability, local sourcing, seasonality and coverage of the area. Evaluate the likelihood of obtaining beneficial contracts and agreements with them.
• Implement marketing strategies: Implement strategies which aim to promote a specific product or service, using the developed marketing strategies.
• Promote sustainable energy: Promote the use of renewable electricity and heat generation sources to organisations and individuals, in order to work towards a sustainable future and encourage sales of renewable energy equipment, such as solar power equipment.
• Advise on utility consumption: Advise individuals or organisations on methods in which they can reduce their consumption of utilities, such as heat, water, gas, and electricity, in order for them to save money and incorporate sustainable practices.
• Deliver a sales pitch: Prepare and deliver an understandably constructed sales talk for a product or a service, identifying and using persuasive argumentation.
• Upsell products: Persuade customers to buy additional or more expensive products.
• Negotiate terms with suppliers: Identify and work with suppliers to ensure quality of supply and best price has been negotiated.
• Prospect new customers: Initiate activities in order to attract new and interesting customers. Ask for recommendations and references, find places where potential customers can be located.
• Liaise with advertising agencies: Communicate and cooperate with advertising agencies in transmitting the goals and specifications of the marketing plan. Liaise to develop an advertising and promotional campaign that represent the aim of the marketing plan.
• Manage development of promotional material: Perform, oversee or contact agencies for the content creation, designing and distribution of informational and advertising material.
• Advise on heating systems energy efficiency: Provide information and advice to clients on how to preserve an energy efficient heating system in their home or office and possible alternatives.
• Promote environmental awareness: Calculate the carbon footprint of business processes and other practices in order to promote sustainability and to raise awareness for the environmental impact.
• Assess supplier risks: Evaluate supplier performance in order to assess which suppliers do or may not perform adequately, stick to the agreed contracts, meet the standard requirements and desired quality at all times or who may pose future risks.
• Negotiate improvement with suppliers: Build a good relation with suppliers in order to improve knowledge and quality of supply.
• Implement sales strategies: Carry out the plan to gain competitive advantage on the market by positioning the company’s brand or product and by targeting the right audience to sell this brand or product to.
• Achieve sales targets: Reach set sales goals, measured in revenue or sold units. Reach the target within a specific timeframe, prioritise sold products and services accordingly and plan in advance.
• Plan customers’ sales visits: Plan day-to-day sales routes and customer visits in order to introduce or sell new services or products.
• Review completed contracts: Review content and check accuracy of completed contracts.
• Plan event marketing for promotional campaigns: Design and direct event marketing for promotional campaigns. This involves face-to-face contact between companies and customers at a wide range of events, which engages them in a participatory position and provides them with information about a specific product or service.
• Manage contract disputes: Monitor issues that arise between the parties involved in a contract and provide solutions in order to avoid lawsuits.
• Perform market research: Gather, assess and represent data about target market and customers in order to facilitate strategic development and feasibility studies. Identify market trends.

3322 – Commercial sales representatives

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References

1. Electricity sales representative – ESCO