Major Accounts Manager

NiSource

80d • $110,200 - $165,300

About The Position

The position is responsible for managing an assigned account base of NiSource's largest customers, both electric and natural gas. The assigned customers represent 38% or approximately $500 million dollars of the company's total electric margin and 15% or approximately $90 million dollars of the company's natural gas margin. To effectively service the interest of large industrial and commercial customers in an assigned area, the ideal candidate must possess strong interpersonal, account management, sales, and utility industry skills. The ability to develop cross-functional relationships to capitalize on growth opportunities, deliver top-tier customer satisfaction and brand perception are essential. The position educates and influences decision-makers across all functions. The Major Accounts Transmission Manager influences margin and margin growth by direct involvement with the customer and other stakeholders for large new economic development business opportunities, expansion projects, and retention of existing business levels. This position also provides coaching and mentoring to the Major Accounts C & I Account Representatives and Transmission Specialist positions. The ideal candidate is self-motivated and capable of managing numerous projects, issues, and inquiries, both internal and external, in a timely and professional manner.

Requirements

• Bachelor's Degree in Engineering, Business, Management, or 5+ years of comparable work experience
• Ability to exercise independent judgment and initiate custom solutions
• Strong people skills working with customers, as well as with internal and external stakeholders
• Strong verbal and written communication skills
• Strong presentation skills
• Excellent sales, negotiation, and contract development abilities
• Strong computing skills utilizing the Microsoft family of software
• Strong financial, business, and industry acumen
• Understanding of rate making concepts, applicable rates & tariffs, as well as of the applicable regulatory agency(s)
• Knowledge of applicable utility core competencies: design, installation, regulatory and O&M practices
• Knowledge of applicable RTO (MISO) supply/demand, market, and transmission considerations and/or energy deregulation, supply, and transportation considerations
• Knowledge of commercial & industrial energy products, services, and end-use applications (HVAC, boilers, furnaces, chemical processes, power generation, CHP, etc.) including conservation, energy efficiency, and demand side management
• Expert knowledge of NiSource / NIPSCOs applicable energy product and its characteristics (combustion, explosive limits, and/or reactive power, power factor, harmonics, etc.) as well as of other fuel sources (oils, coal, propane, wind, solar, etc.) applications and economics
• Frequent interface with customer base
• Ability to use and knowledge of CIS and if applicable, new load economic evaluation program(s)

Nice To Haves

• CEM - Certified Energy Manager Certification Upon Hire

Responsibilities

• Professionally represent the Company as the solutions provider for assigned customers
• Collaborate with other NiSource / NIPSCO departments to ensure the safe, timely delivery of energy to our Customers
• Develop and maintain strategic relationships with key decision-makers
• Manage all facets of the business relationship to ensure a high-level of customer satisfaction
• Develop an understanding of customers business, their products, processes and markets they serve
• Evaluate growth projects with an understanding of cash flow, return on investment, and tariff requirements
• Coordinate and manage economic development growth projects with other departments
• Negotiate and execute commercial agreements
• Conduct feasibility studies for competitive energy supplies and other alternative energy sources
• Mitigate financial exposure to Company by identifying and monitoring at risk customers and by developing and implementing plans for managing such risk
• Routinely forecast assigned Customers revenue/margin and usage to support our financial plan
• Maintain individual customer profiles
• Achieve annual financial goals; Collaborate and implement plans to retain as well as grow business levels
• Provide customer feedback to assist in the development of viable tariff / product / service offerings
• Support regulatory and other stakeholder initiatives
• Be a technical energy advisor to the customer

Benefits

• 401k
• health insurance
• dental insurance
• vision insurance
• life insurance
• disability insurance
• paid holidays
• paid volunteer time
• tuition reimbursement
• professional development
• employee stock purchase plan

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees