JOB SUMMARY:
The Customer Development Department focuses on growing our business through the addition of new customers, increased utilization of natural gas from our existing customer base and maintaining long-term relationships with our key customer accounts.
The purpose of this position, including the Sr Account Executive role, is to promote and market natural gas to the large commercial and industrial customer market segments to generate growth for the utility’s distribution system. This position works closely with regional economic development organizations in support of attracting new C&I customers and assisting existing C&I customers for increased utilization of natural gas. A primary responsibility of this role is to develop and maintain long-term relationships with our largest natural gas consumers, providing a single point of contact for all their natural gas needs. This role serves as a subject matter expert with our largest commercial and industrial customers regarding their use of natural gas in their daily operations. This role focuses on strategically identifying target market segments for outreach and working cross-functionally to facilitate the onboarding process for projects in the most optimal manner possible.

JOB REQUIREMENTS:

Account Executive:
Bachelor’s Degree – engineering, marketing, business, or other field relevant to the energy market.
5 years previous experience in a utility and/or energy-related field.
Valid Driver’s License – position requires local travel within our service territory.

Sr Account Executive:
Bachelor’s Degree – engineering, marketing, business, or other field relevant to the energy market.
8+ years previous experience in a utility and/or energy-related field, with a focus on large commercial and industrial market segments.
Demonstrated ability and proficiency in developing trustworthy and productive relationships with customers.
Prior experience negotiating contracts.
Valid Driver’s License – position requires local travel within our service territory.

Preferred for Both Roles:
Prior utility experience and/or prior experience with the large commercial and industrial market segment.
MBA or Masters in a related field.
Previous experience in sales and/or economic development with the commercial/industrial market segment.

Skills:
Excellent communication, presentation, negotiation, and networking skills.
Ability to plan, navigate, and negotiate complex sales and onboarding processes.
Strong organizational skills and excellent follow-through skills.
Leadership skills with a strong understanding of customer business and drivers.
Ability to analyze, understand, and react to changing market conditions and customer demands.
Ability to build strong relationships with both internal and external customers.
Customer-focused mindset with proven ability to respond quickly to customer needs.

Working Conditions/Physical Requirements:
This position is based out of an office environment; however, frequent customer visits and pre-construction meetings are required.
This position may require excessive driving throughout the Nicor Gas service territory.

MAJOR JOB RESPONSIBILITIES:
Develop, manage, and maintain ongoing relationships with our largest Illinois utility customers.
Identify and drive opportunities for growth utilizing a consultative sales approach, promoting the benefits of natural gas over other energy sources.
Call on existing and prospective customers to achieve growth targets; develop customized proposals, provide cost analytics, feasibility studies, and payback analysis for customers.
Prepare and deliver sales presentations to key decision-makers/leaders of prospective/existing large commercial and industrial businesses; effectively communicate the value proposition of natural gas.
Work collaboratively to facilitate and negotiate contracts with large commercial and industrial customers.
Coordinate sales efforts and project management with engineering and construction groups to ensure timely implementation of natural gas infrastructure projects while providing a superior customer experience through the sales and customer onboarding process.
Partner cross-functionally within the organization to optimize sales efforts.
Provide technical assistance to the Customer Development new business coordinators and service representatives.
Act as a subject matter expert and liaison between the customer and the company.
Understand our customer’s energy needs – identify needs and opportunities to provide solutions for increased utilization of natural gas; educate customers about process, technological, or efficiency improvements in natural gas equipment.
Participate in economic development activities to attract new business and industry to our service territory; work collaboratively with local, regional, and state community economic development agencies to support attracting new business and retention of existing business.
Perform analytical, life cycle economic studies for commercial and industrial customers regarding their utilization of natural gas in their operations.
Balance external stakeholder (customer, regulatory agency, permitting jurisdiction, etc.) needs with company goals and objectives to reach favorable resolution to stakeholder issues and/or concerns.
Maintain a thorough knowledge of the company’s terms and conditions, tariffs, rates, processes, etc..
Utilize the company’s Customer Relationship Management (CRM) tool daily, schedule and document all activities, and develop robust information profiles on existing and prospective customers to facilitate growth.
Provide monthly metrics and analysis of customer consumption profiles and growth/margin targets.