Major Accounts Mgr

Job Summary

Columbia Gas of Kentucky has an opening for a Major Accounts Manager. The position is responsible for managing an assigned account base of Columbia Gas of Kentucky’s largest customers.  The Major Account Manager (“MAM”) is responsible for managing an assigned account base of the largest industrial and commercial customers; as well as assisting in business development efforts to further grow the account base and increase revenues.  To effectively service the interest of large industrial and commercial customers, the ideal candidate must possess strong interpersonal, account management, sales, utility industry, and technical 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 Account 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. The ideal candidate is self-motivated and capable of managing numerous projects, issues, and inquires, both internal and external, in a timely and professional manner.  In addition, effective sales tactics and the ability to negotiate difficult situations are all vital tools/attributes for a successful MAM.  

Principal Duties and Responsibilities

• Act as the “single point of contact” for assigned Major Account customers 
• Develop and maintain strategic relationships with customers’ decision makers
• Effectively work with economic development agencies to promote the Columbia brand and growth its customer base
• Professionally manage all facets of the business relationship to ensure a high-level of customer satisfaction.
• Introduce our services to potential new Major Accounts
• Evaluate growth projects with an understanding of cash flow, return on investment, and tariff requirements 
• Conduct feasibility studies and payback analyses for competitive gas supplies and other alternative energy sources 
• Coordinate and Manage growth projects with other departments such as Engineering, Legal, and Regulatory
• Develop an understanding of customers business, their products, processes and markets they serve
• Coordinate and manage economic development growth projects with other departments
• Negotiate contracts with both existing and new customers that result in revenue growth to achieve financial objectives
• Achieve annual assigned revenue goals 
• Periodically submit reports, and respond to data requests as required
• Create forecasts of revenue, volumetric throughput, and capital needs related to Major Accounts 
• Mitigate financial exposure to Company by identifying and monitoring at risk customers and by developing and implementing plans for managing such risk
• Cultivate business relationships with customers, related industry associations, trade partners and internal contacts
• Maintain individual customer profiles
• Provide customer feedback to assist in the development of viable tariff / product / service offerings
• Promote the development of needed Columbia Gas product & service offerings based on sales strategies and customer feedback
• Support regulatory initiatives such as rate cases and tariff changes
• Support NiSource sustainability and decarbonization goals through interaction with customers
• Demonstrate knowledge of our company, the energy industry, as well as applicable rules, regulations, standards, policies, and procedures
• Demonstrate and embrace NiSource’s safety as well as inclusion and diversity culture

Requirements:

• Basic education requirement: Bachelor’s Degree or comparable experience
• Strong oral and written communication skills
• Demonstrates effective negotiation skills 
• Proven analytical skills 
• Excellent sales, negotiation, and contract development abilities 
• Competent computing skills including the Microsoft family of software 
• Basic financial, business and industry acumen 
• Understanding of rate making concepts, applicable rates & tariffs, as well as of the applicable regulatory agency(s)
• Strong and effective people skills for working with customers, as well as internal and external stakeholders
• Demonstrates a professional and respectful demeanor with both internal and external customers 
• Exercises independent judgment and initiates solutions
• Frequent interface with customer base
• Travel across assigned territory as needed, covering all industrial customers across 30 county footprint
• Time required outside of traditional b