Mgr, New Business Development

Position Summary

The purpose of this position is to promote and market natural gas to end-use customers and oversee and manage the onboarding process for all industrial and large commercial customers to the utility’s distribution system. The primary focus of this role is to drive team performance through active management, setting clear expectations for lead identification and conversion to drive topline growth. This role is responsible for coaching and mentoring team members in complex negotiations, contract structuring, and relationship management. This role will also manage staff selection, plays integral role in talent planning and will provide training and development to build a high-performing team. Additionally, this role will work with internal and external parties to develop, foster, and nurture relationships that drive sustainable growth.

Major Job Responsibilities

• Manage team responsible for the utility’s top line growth and the customer onboarding experience to ensure all customers are extended natural gas service in a timely and cost-effective manner.
• Identify and drive opportunities for growth through conversions utilizing a consultative sales approach, promoting the benefits of natural gas over other energy sources.
• Establish and monitor goals that are consistent with the departments and company’s overall growth strategy.
• Drive results through performance management of team including setting expectations, evaluating results and taking corrective action as needed.
• Achieve annual growth targets; develop customized proposals, provide cost analysis, feasibility studies and payback analysis for customers.
• Integral in supporting gas system expansion into new communities or markets as well as continued expansion among existing customers in alignment with VNG’s tariffs. 
• Develop and drive growth strategy for new business projects in unserved and underserved communities; facilitate and drive the regulatory process for expansion into non-certificated territories.
• Develop, summarize, analyze and interpret monthly growth metrics for communication and presentation to Growth & Retention team and leadership to drive growth strategy and key business decisions; present departmental performance and report on the progression of major growth projects to key internal stakeholders at the director and/or executive leadership level.
• Work collaboratively with technical staff (Engineering, System Planning, etc.) and other internal departments to ensure timely design and implementation of natural gas infrastructure projects while providing superior customer experience through sales and customer onboarding.
• Partner cross-functionally within the organization to optimize processes to effectively support sales and customer onboarding efforts.
• Balance external stakeholder (customers, regulatory agencies, permitting jurisdictions, etc.) needs with company goals and objectives to reach favorable resolution to stakeholder issues and/or concerns.
• Maintain a thorough knowledge of the company’s rules and regulations, tariffs, rates, processes, deregulation, etc.
• Responsible for staff selection, training and development, talent planning and ongoing performance management through coaching and mentoring. 
• Achieve success through empowering others and delegating responsibility as appropriate.

Job Requirements:

Education, Certifications/Licenses:

Required:

• Bachelor’s degree in business, engineering, economics, energy management or related field or 7+ years of gas utility experience

Preferred:

• MBA or advanced degree

Related Work Experience:

Required: 

• Previous experience in customer-facing/relationship management role.
• Intermediate proficiency with MS Office Suite.
• Valid Driver’s License.

Preferred:

• 3+ years of prior supervisory experience

• Experience with ARM, CCNB or Power BI

   

Knowledge & Skills:

Required: 

• Experience in business development, sales, marketing, and/or leadership in the energy and utility industry.

Preferred:

• Prior experience with builders/developers for industrial/commercial construction.
• Previous experience developing/executing growth strategy.
• Leadership skills, excellent interpersonal skills, ability to take initiative, highly organized.
• Customer focused mindset with proven ability to respond quickly to customer needs.
• Strong organizational skills and excellent follow through skills.
• Excellent communication, presentation, negotiation and networking skills.
• Ability to build strong relationships with both internal and external customers.
• Ability to develop and drive process improvements.
• Ability to develop and execute growth strategies based on market and customer data.

Working Conditions/Physical Requirements:

• Hybrid in the office/onsite 4 days per week with 1 remote day from home and subject to change per business needs. 
• This position is based in an office environment; however, employee visits, customer visits and pre-construction meetings are required.
• This position requires frequent driving throughout the VNG Service Territory to include New Kent (Providence Forge), Williamsburg, Newport News, Chesapeake and Virginia Beach.

Disclaimer: This information describes the general nature and level of work performed by employees in this job.  The description is not designed to be a comprehensive inventory of duties, responsibilities and qualifications required of employees in the job.  Reasonable accommodation may be made to qualified disabled individuals for performance of essential duties and responsibilities.