NiSource New Business Development Manager in Vint Hill, Virginia

Purpose: Identify and engage commercial and residential builders and developers. Grow, build, and maintain working relationships. Identify, cultivate and sell conversion project(s) from alternative fuels to natural gas by working in communities the Company serves. All sales opportunities that translate into added meters and revenue to the New Business Team and NiSource. Key Results:

Ability to provide market area assessments that include economic evaluation and identification of long term opportunities

Major commercial and residential builders and developers are identified and targeted to quantify new business opportunities

Position natural gas as the fuel of choice over alternate fuels to successfully negotiate customer conversions

Proactively solicit all new business opportunities that results in profitable, incremental gross margin to achieve targeted financial and growth objectives

Support and achieve marketing strategy objectives and goals.

Convey practicable opportunities with Management, Presidents, Regulatory, Construction and Engineering

Engagement with Management, Presidents, Regulatory and Legal on regulatory initiatives within state(s)

Early identification of key stakeholder needs/issues that shall minimize conflict between parties.

Understanding of NiSource growth initiatives, strategy, objectives, messages and direction in order to achieve team and company goals

Essential Responsibilities:

Ability to persuade a commercial or residential builder/developer to install natural gas in their development, home or business

Ability to persuade a commercial or residential customer to convert equipment from alternate fuel use to natural gas use

Ability to persuade a customer to add additional natural gas equipment in order to increase throughput and add value to the project

Provides a local interface with assigned stakeholders in the new business process, both internal and external

Work within a team environment in order to achieve common goals

Identifies, prioritizes and influences key external stakeholders to improve communication flow and convey any issues to management

Ability to persuade and close the deal on conversion from alternative fuels to natural gas for conversion projects

Achieves targeted goals and delivers financial objectives.

Supports marketing strategies and achieves goals established with strategies.

Work with Trade Ally Partners (Heating and Plumbing Contractors) in order to help conversion opportunities

Build relationships with key organizations including builders associations, trade allies and engineering and facility management organizations

Understand, evaluate and know the competition that impacts customers decisions

Understand and communicate the values of natural gas - cost, efficiency, safety, reliability and environmental

Coordinates a communication strategy (printed verbal) with customers to ensure consistent methodology and support from internal/external stakeholders

Understand the company tariff and how it impacts new business

Collaborates with internal stakeholders to resolve issues and improve process execution and success

Identifies and communicates other functional initiatives that could improve or impact new business processes

Ability to financially evaluate projects, understands cash flow, return on investment and explain to internal stakeholders.

Determine alternative means of providing service with reduced costs to maximize return on investment

Required for Selection:

New Business Experience

Bachelors Degree or equivalent experience

Strong negotiation, sales skills and ability to close deals

Ability to build face-to-face relationships with key decision makers

Identify opportunities and manage key issues

Financial Acumen

Ability to manage competing priorities

Ability to resolve conflict, create win/win scenarios

Ability to interact across all levels in an organization, from executive to front-line worker

Ability to read, comprehend and apply related tariff language also ability to identify tariff improvements

Demonstrated computer skills, including usage of Microsoft office products - Strong understanding and ability to use Word, Excel and PowerPoint

Ability to review development sites plans, blueprints and associated engineering drawings

Preferred for Selection:

Technical experience such as HVAC equipment knowledge

Sales Experience

Engineering experience or degree

Energy Industry experience

Knowledge of applicable service territory

Knowledge of new business processes, procedures and company tariff requirements

General gas industry knowledge including understanding gas equipment and its usage

Knowledge of plant and service operations procedures

Understand gas service delivery, including the functional relationship between Engineering, Operations, Construction and Sales

Basic knowledge of how to calculate gas equipment loads

Understand economic evaluation to calculate net present value calculations and cash flows

Demonstrated ability to interpret line extension agreements and related contracts/agreements and assess impacts on the company and customer

Promote a safe work environment by actively participating in all aspects of our employee safety program. Report any unsafe conditions and take actions to prevent personal injuries. Support our interdependent safety culture by ensuring the safety of your co-workers. Stay focused on the task at hand and promote productivity through good work habits.

Value inclusion within your day to day responsibilities by respecting others perspectives/convictions, engaging others opinions, creating a safe environment where people, ideas, and opinions are valued within your Team/Customers and external partners.Respect and take into consideration diversity within your Team/Customers and external work partners by valuing different world views, challenges, and cultures that represent all walks of life and all backgrounds.Treat others with respect and consideration. Actively participate in creating and contributing to a positive work environment.

For immediate consideration, please apply on-line at on or before March 16th!

Job Family: Marketing and Sales