Commercial Sales Consultant

Citizens Energy Group•Indianapolis, IN

9d•Hybrid

About The Position

We have an exciting opportunity for a Commercial Sales Consultant to join our team! The job’s primary purpose is to manage key relationships with the Trust’s top commercial customers, and developers, and assigned municipal customers for all Trust utility services in order to provide high levels of customer satisfaction and loyalty. Key job functions include effective communications and coordination for customer services issues and new construction projects, implementation of profitable sales initiatives that increase the Trust’s margins and income, effective management of existing customer utility contracts and execution of new service contracts. The Commercial Sales Consultant is responsible for generating leads and managing sales activity. Developing key relationships with customer decision makers or parties that influence customer sales decisions are requirements of this position. The Commercial Sales Consultant must be able to understand complex commercial, multi-family, industrial, space conditioning, and lighting processes and have sufficient business acumen to sell executives on the merits of Trust related opportunities related to natural gas, steam, chilled water, water, and/or wastewater. This position often acts as liaison between customers and Citizens’ operations personnel. The incumbent must maintain strong relationships with current customers to retain current load/margin and increased customer satisfaction.

Requirements

Bachelor’s Degree in Marketing, Business Administration, Engineering or related field required.
PC Software: MS Office (Excel, PowerPoint, Word, Teams, Outlook), Activity Tracker, Project Tracker, Internet, financial analysis spread sheets, Customer Rate Calculation Program, Enterprise systems for customer service and billing, SharePoint, Oracle, CRM.
Knowledge of construction processes and schedules.
Must be able to differentiate between true technological needs and other business needs when providing leads to any affiliate or subsidiary.
Must have customer service skills.
Must have excellent communication skills to make effective sales presentations.
Must possess a valid Indiana driver's license and a safe driving record.

Nice To Haves

Five years of experience in business to business/commercial sales.
At least four years of experience in outside, consultative sales.
Knowledge of the energy industry, new technologies and current events/activities within the energy industry. Two areas are especially important. The first area is combustion – how all forms of energy are utilized in various types of industrial space heating and manufacturing process equipment. The second area is our unbundling initiative (Citizens Energy Select) and transportation gas – how the regulatory environment can affect the purchase of natural gas, annual energy costs and revenue streams.
Knowledge of business processes to provide customers with an understanding of the service and meter order installation process.
Knowledge of International Fuel Code, NFPA54 Codes and Regulations to spot potential safety problems that would prevent the customer’s service from being connected or allow an injury to occur.
Must have knowledge of water and sewer businesses.
Must have knowledge of current and developing energy equipment trends and technologies and how they might benefit a customer.
Possess knowledge of Citizens products and services to identify potential business opportunities.
Must possess knowledge of energy costs and compare various pieces of equipment, equipment life expectancies, etc.
Certification as a Registered Commercial Gas Consultant from the Institute of Gas Technology is preferred but not required.

Responsibilities

Manage key relationships with the Trust’s top commercial customers, developers and builders for all Trust utility services.
Provide effective communications and coordination related to customer services issues and new construction projects.
Administer existing utility service contracts and negotiate new contracts based on customer specific needs.
Make sales calls on commercial account owners, executives, energy managers and end-users.
Develop strong relationships with developers, engineers, architects, contractors, real estate brokers, and government representatives who influence energy decisions. The purpose is to achieve commercial customer and load growth objectives as well as to enhance subsidiary/affiliate business opportunities.
Manage sales activities and territory coverage to maximize sales call opportunities.
Keep the customer contact database current with information, including conversations with customers, opportunities for Citizens Energy Group and affiliates or subsidiaries, and project status updates.
Complete administrative tasks and coordinate with sales support personnel in support of outside sales activities.
Training and education.
Perform other duties as assigned.