WGL Energy - Business Development Sales Specialist

AltaGas•Baltimore, VA

39d•$69,000 - $100,200

About The Position

Position Summary Serves as point of contact for assigned customers and channel partners in partnership with assigned Business Development Managers (BDMs) and provides back-up to other members of the team. Much of the time, the Specialist works independently, with limited supervision. This position provides excellent preparation for individuals interested in Sales or Operations career opportunities . Position Summary Working independently, receives, logs-in, researches and responds to inquiries from public sectors customers and channel partners. The range of inquiries includes, but is not limited to, requests for contract and billing documentation; request to research and resolve billing issues; questions about account drops and usage, etc. Serves as chief problem-solver for the public sector sales team. Works with limited supervision.

Requirements

Bachelor’s degree plus at least one-year work experience preferred or three years’ experience in sales support, customer service, and/or administrative work.
Proven ability to use computer software and applications, including Microsoft Office suite, to share, retrieve, research, analyze and present business information.
Demonstrated ability to work independently, with little supervision and still meet all deadlines.
Demonstrated ability to perform with a high degree of flexibility and resourcefulness.
Demonstrated strong organizational, analytical, and problem-solving skills.
Demonstrated ability to present ideas logically and concisely to diverse internal and external audiences at all organizational levels, both verbally and in writing.
Customer service and problem resolution experience/skills.
Demonstrated track record of achieving desired results.
Demonstrated ability to establish rapport and effective working relationships with business partners, supervisors, and peers.
3+ Years of experience in sales support, customer service, or administrative work, preferably in the energy industry required
Proven proficiency in Excel, particularly, with macros, pivot tables, and v-lookups.
Experience and proficiency using DocuSign, PowerPoint, Adobe, Web-based applications, Oracle, Salesforce and/or JIRA required.
Demonstrated track record of customer service and problem resolution experience/skills.
Outstanding organizational skills with the utmost attention to detail and time management.
Demonstrated strong experience with follow-through and sense of ownership, along with an aptitude for building successful relationships with employees and customers of all levels.
Demonstrated self-motivation and the ability to maintain a positive attitude while successfully performing in a fast-paced, deadline-oriented environment.
Demonstrated excellent interpersonal, oral and written communication skills.

Nice To Haves

Preference given to individuals proficient with Excel, i.e., able to accurately and quickly format large amounts of data; to utilize pivot tables and formula functions; etc.
Proficiency in web-based applications, e.g., Oracle, Salesforce, DocuCollab, VertexOne and DocuSign preferred.
Bachelor's Degree in Business, Marketing, Technology, or related discipline in business, marketing or related discipline preferred

Responsibilities

Serves as point of contact for assigned customers and channel partners in support of assigned Business Development Managers (BDMs) and back-up to other members of the team.
Handles customer set-ups: Uploads LOA/E, usage [manually pull BGE/EBG usage from portals], credit, upload bill copies/tax certifications in ECHO.
Sets-up and generates pricing quotes and provides pricing refreshes in response to market changes.
Initiates contract proposal generation on behalf of assigned BDMs.
Creates all generic and matrix entries.
Builds gas usage profiles for all non-EDI gas requests and run DCQs [manual process], adds new gas account numbers for change amendments.
Steps in for assigned BDM to price, execute and implement contracts, responding to customers and/or channel partners, as required.
Uses autonomous decision-making skills to address pre- and post-sale issues
Participates in WGL Energy customer/channel partner events.
Attends industry conferences, trade shows, and events.
Works with assigned BDMs to maintain accurate pipeline reporting, negotiate pricing and contract terms and conditions with external counterparties; obtain internal approvals when non-standard terms and conditions are needed, prepare proposal, pricing, and contract documents as needed.
Obtain and verify customer usage data from utility internal operations to create contract opportunities and cost savings analyses, to make recommendations around price, term and product construct.
Sets-up and maintains contact records for assigned WGL Energy customers and supports the timely delivery of messages to these customers, including memos, newsletters, marketing information, interruption notices, etc. utilizing email, Salesforce, phone and mailings.
Serves as a key participant in the assessment and development of any and all B2B business intelligence systems, including but not limited to the Salesforce, ECHO (contract management system), and DocuSign. Individually or as part of a team, tests new IT systems and/or enhancements and provides feedback.
Coordinates responses to RFPs, working with assigned BDM, representatives from various functional teams, and third-party partners, ensuring that response packages are complete, accurate and submitted on time.
Regularly interfaces with other functional teams to develop new programs and/or procedures to enhance the sales process and/or business relationship with large commercial customers and/or channel partners.
Creates and maintains a personal Career Development Plan and participates in training and development activities, as appropriate.
Ensures all sales comply with WGL Energy policies and procedures.
Is a steward of WGL Energy in the field, representing the company’s Core Values.
All other related duties as assigned.
Serves as the operational support contact for public sector sales team members, customers, and channel partners to assist with contracting, billing, and invoicing questions.
Serves as a key participant for the further development of business intelligence systems to include enhancements to the Indicative Pricing Tool, ECHO, and Salesforce as they relate to the Public Sector functions. As part of a team test new IT systems or enhancements and provide feedback.
Regularly Interfaces with other departments to develop new programs and/or procedures involving pubic sector accounts. Meets regularly with Public Sector BDMs and Supervisor, to review status of projects, and ensure project objectives meet all expectations.
Coordinates pre-pricing response calls with representatives of all functional teams to review RFPs and large pricing requests to identify any issues before internal resources are deployed.
On behalf of public sector sales team members, creates formal requests for functional team review (via JTZilla or similar system) to ensure compliance with all internal policies and procedures.
Follows-up with public sector sales team members, customers, and channel partners to address Have-to-Have (H2H) contract deficiencies (e.g., tax exemption issues; missing initials/signatures on contracting documents, etc.). Every month works with the sales team to clean-up all resolution (negative status) contracts to eliminate carryover of commission payments due to BDMs and channel partners.
Monitors Cost-to-Cover (CTC) notices caused by early terminations of contracts. As needed, assists the sales team, customers, and channel partners with account re-enrollments and works with Billing on fee collections.
Acts as interim sales specialist staff member, as needed and as time permits, to assist Business Development Managers to meet deadlines.
Handles all other related duties, as assigned.