Director, Residential & Small Commercial Sales

Date:  Aug 27, 2021

Calgary, AB, CA, T2P3S8

Company:  NRG

NRG is the leading integrated power company in the U.S., built on the strength of our diverse competitive electric generation portfolio and leading retail electricity platform. A Fortune 500 company, NRG creates value through best-in-class operations, reliable and efficient electric generation, and a retail platform serving residential and commercial businesses. Working with electricity customers large and small, we implement sustainable solutions for producing and managing energy, developing smarter energy choices and delivering exceptional service as our retail electricity providers serve almost three million residential and commercial customers throughout the country.

More information is available at Connect with NRG Energy on Facebook and follow us on Twitter @nrgenergy.



Job Summary: 
The Director, Residential & Small Commercial Sales, Canada will be responsible for building and leading a Sales organization focused on energy products and services in targeted residential and small commercial markets across Canada with the initial focus in Alberta.  Direct Energy continues to evolve and grow using the most effective sales tools to give our people the best opportunity to win in all channels.  This role will be responsible for balanced growth by delivering targeted volume and Cost of Acquisition (COA) objectives on an annual and monthly basis in alignment with the company corporate goals and strategies.  In addition, the Director is also responsible for managing the sales execution functions for the unit with a focus on KPI delivery and people development. 


Essential Duties/Responsibilities:

  • Create, implement and execute the Sales Strategy for the business units. As a member of the Leadership Team, contribute to the broader leadership and strategic development of the business.
  • Deliver/exceed the annual plan from a targeted count and COA perspective and be the partner of choice for our customers.
  • Train, coach, lead and motivate direct reports to deliver maximum impact in the market and to optimize sales.
  • Lead direct reports effectively by clearly communicating roles and responsibilities, expectations and deliverables.
  • Maintain high levels of employee engagement and a culture that encompasses the values of the company.
  • Manage internal and 3rd party Direct Sales teams that are accountable to drive acquisition sales campaigns for multiple channels including Face-to-Face, Direct Sales, Inbound call centers, Retail, Events, Urban/Rural Community Events and Homebuilders. 
  • Manage Telesales vendors to optimize conversion and exceed planned sales target and COA.
  • Drive and manage sales team to achieve objectives (margin, volume, share of market/wallet, reduced sales leakage, sales complaints, quality and Sales NPS).
  • Develop and implement a strategy to achieve sales goals and build our brand through regional partners and channels.
  • Work collaboratively with Marketing and Customer Operations.
  • Develop and implement sales, business development and market development initiatives and activities to drive revenue growth.
  • Identify commodity and non-commodity opportunities to add to organizational capabilities and drive differentiated capability offering vs. competitors.
  • Develops tools and processes to measure performance and continuously improves sales processes and customer experience.
  • Identify new partner relationships for Retail & Events teams to sell.
  • Identify new vendor relationships to support growth of Face-to-Face channels.
  • Continuously monitor the market for small book acquisition opportunities.
  • Gather and share competitive intelligence.
  • Recruit, develop and change staff as necessary to ensure team has successful combination of ability, drive and culture to achieve business objectives.
  • Drive efficiency of business process and effectiveness of team.
  • Develop and maintain relationships with key client decision makers.
  • Ensure team is leveraging organizational relationships to further business connections to achieve sales objectives.
  • Assist team with originating, managing, and closing high value-added business opportunities to targeted clients.
  • Well versed in interpreting raw data including sales patterns, call and Sales volumes, and marketing touchpoints to accurately forecast revenue projections. Keep informed of relevant regulatory requirements, industry standards, competition, and technology developments.


Minimim Requirements

  • Bachelor's degree in business or related discipline from an accredited university required
  • Minimum of 7 years’ experience in sales/marketing with a proven sales record in specified industry target markets, energy, or financial services industries
  • Must have a successful track record of profitable selling and managing relationships with residential and commercial customers or Channel Partners
  • Must have experience closing consumer partnerships and Retail deals
  • Must possess a valid Driver’s License



  • MBA preferred
  • Call Center Sales Management experience preferred
  • Retail energy experience


Additional Knowledge, Skills and Abilities:

  • Strong Channel Partner management skills as needed.
  • Strong business development and presentation skills.
  • Strong Selling/Closing Skills.
  • Strong Sales Coaching/Management capability.
  • Strong industry/technical background knowledge of risk management.
  • Team player – always willing to do what is best for the business
  • Dedicated to meeting the expectations of customers; ability to get first-hand customer information and use it for Improvements in products and services.
  • Effective in a variety of formal presentation settings; one on one, small and large groups; effective both inside and outside the organization; can change tactics midstream accordingly.
  • Detailed understanding of Energy Marketing processes or has sufficient technical background and learning aptitude to be able to quickly master the basic components of the processes.
  • Able to communicate effectively in oral and written form to all levels of an organization.
  • Ability to manage projects and resources.
  • Demonstrated ability to learn new industry, company, product or technical knowledge and effectively convey that knowledge to customers.
  • Proficient in Microsoft Word, Excel and PowerPoint.

Working Conditions:

  • Primarily a sales/office environment
  • Some travel required


NRG Energy is committed to providing broad access to employment opportunities so that diverse job seekers can apply to positions, and to ensuring our workforce represents the diverse communities we serve.  We abide by human rights legislation and accommodate applicants and employees in accordance with applicable law.