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About the Role
As a Sales Manager – Stadtwerke, you will gain new municipal utilities and regional energy suppliers as customers and partners, and strategically develop existing customer relationships. Your goal is to make municipal utilities the drivers of the digital heat and energy transition, with your deals measurably reducing energy costs and CO₂ emissions in entire cities.
Responsibilities
- Acquire new municipal utility customers (70%)
- Generate qualified leads by leveraging your network in the municipal energy industry and proactively contacting management, sales, technical, and innovation leaders.
- Manage complex sales cycles from initial contact through pilot projects and tenders to contract signing, including navigating municipal decision-making processes (supervisory boards, shareholders).
- Build partnerships by developing offers for local housing companies with municipal utilities, such as for meter operation, neighborhood solutions, and municipal heat planning.
- Represent KUGU at industry events and association formats in the energy sector.
- Develop long-term relationships with decision-makers, create account plans, and independently identify cross- and upselling potentials.
- Manage C-level stakeholders and negotiate with managing directors as well as technical and project managers.
- Provide market intelligence by analyzing competitors, regulatory developments, and customer feedback from the municipal utility market for product development.
- Actively shape sales funnels and CRM workflows.
Requirements
- 5+ years of B2B sales experience with municipal utilities, energy suppliers, metering service providers, or in the energy/smart metering industry, with proven success in long-term customer development.
- Proficiency in end-to-end sales, including convincing customer conversations, closing deals at the decision-maker level, and negotiating complex contracts.
- Experience with public tenders and procurement procedures is a must.
- Strong understanding of the municipal utility landscape, a pronounced sales mentality, customer empathy, and the ability to build and maintain robust networks.
- Understanding of the framework conditions for municipal utilities (e.g., Metering Point Operation Act, smart meter rollout, heat planning).
- Interest in IoT, SaaS, and digital business models.
- Willingness to travel within Germany (approx. 30-40% of the time).
Skills
- B2B Sales
- Customer Development
- Sales Negotiation
- Tender Management
- Network Building
- Market Analysis
- CRM
- IoT
- SaaS
- Digital Business Models
Location
- Germany
- Berlin (Office)
Work Type
- 100% Remote
- Hybrid
Experience Level
- 5+ years
Salary/Compensations
- Unlimited, performance-based bonus payments with a monthly advance payment
- Individual package with meal and internet subsidies, Urban Sports Club, etc.
- Company car
Benefits
- Meal subsidy
- Internet subsidy
- Urban Sports Club
- Company car
- Workation (up to 3 months/year in the EU)
- Mentoring
- Open feedback culture
- Flexible working hours
- Team events
About the Company
- KUGU digitizes energy optimization in buildings with an IoT platform for smart metering, remote maintenance, and AI-based energy optimization, making real estate smarter, greener, and more profitable.
- With over 50 employees and a growing customer base in the DACH region, KUGU is on a successful path.
- The company is expanding its sales to municipal utilities and energy suppliers.
- KUGU consists of 50+ techies, designers, and business enthusiasts from 15+ countries passionate about sustainable technology.
- Their mission is to make every building in Europe energy-efficient and climate-neutral.
- Their solution is an IoT platform for smart metering, remote maintenance, and AI-based energy optimization.
- Their customers include 100+ housing companies, energy service providers, and property managers in DACH.