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
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
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
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 careers.nisource.com on or before March 16th!
Job Family: Marketing and Sales