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New Business Development Manager in Vint Hill Farms, VA at NiSource

Date Posted: 2/22/2018

Job Snapshot

Job Description


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
Other Information

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.

Inclusion & Diversity

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.

How To Apply

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

Equal Employment Opportunity

NiSource is committed to providing equal employment opportunities in each of its companies to all employees and applicants for employment without regard to race, color, religion, national origin or ancestry, veteran status, disability, gender, age, marital status, sexual orientation, gender identity, genetic information, or any protected group status as defined by law. Each employee is expected to abide by this principle.

By applying, you may be considered for other job opportunities.


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