Mgr, New Business Development

About the Role

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 is to drive team performance through active management, setting clear expectations for lead identification and conversion to drive topline growth. This role involves coaching and mentoring team members in complex negotiations, contract structuring, and relationship management, as well as managing staff selection, talent planning, and training to build a high-performing team. Additionally, this role works with internal and external parties to develop, foster, and nurture relationships that drive sustainable growth.

Responsibilities

• Manage a team responsible for the utility’s topline growth and customer onboarding experience to ensure timely and cost-effective natural gas service extension.
• Identify and drive growth opportunities through conversions using a consultative sales approach, promoting natural gas benefits over other energy sources.
• Establish and monitor goals aligned with the department’s and company’s overall growth strategy.
• Drive results through performance management, including setting expectations, evaluating outcomes, and taking corrective action as needed.
• Achieve annual growth targets by developing customized proposals, cost analyses, feasibility studies, and payback analyses for customers.
• Support gas system expansion into new communities or markets and continued expansion among existing customers in alignment with VNG’s tariffs.
• Develop and drive growth strategies for new business projects in unserved and underserved communities; facilitate the regulatory process for expansion into non-certificated territories.
• Develop, summarize, analyze, and interpret monthly growth metrics for communication and presentation to leadership to drive growth strategy and key business decisions.
• Present departmental performance and report on major growth projects to internal stakeholders at the director and executive leadership levels.
• Collaborate with technical staff (Engineering, System Planning, etc.) and other internal departments to ensure timely design and implementation of natural gas infrastructure projects while providing a superior customer experience.
• Partner cross-functionally to optimize processes supporting sales and customer onboarding efforts.
• Balance external stakeholder (customers, regulatory agencies, permitting jurisdictions) needs with company goals to reach favorable resolutions.
• Maintain thorough knowledge of the company’s rules, regulations, tariffs, rates, processes, and deregulation.
• Oversee staff selection, training, development, talent planning, and ongoing performance management through coaching and mentoring.
• Empower team members and delegate responsibilities appropriately to achieve success.

Requirements

• Education: Bachelor’s degree in business, engineering, economics, energy management, or a related field, or 7+ years of gas utility experience.
• Preferred Education: MBA or advanced degree.
• Experience:
  • Previous experience in a customer-facing or 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:
  • 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; experience developing/executing growth strategies.
  • Leadership skills, excellent interpersonal skills, ability to take initiative, and strong organizational abilities.
  • Customer-focused mindset with proven ability to respond quickly to customer needs.
  • Excellent communication, presentation, negotiation, and networking skills.
  • Ability to build strong relationships with internal and external customers.
  • Ability to develop and drive process improvements.
  • Ability to develop and execute growth strategies based on market and customer data.

Schedule

Hybrid schedule: 4 days per week in the office/onsite and 1 remote day from home, subject to change based on business needs.

Working Conditions

• Based in an office environment; however, employee visits, customer visits, and pre-construction meetings are required.
• Frequent driving throughout the VNG Service Territory, including New Kent (Providence Forge), Williamsburg, Newport News, Chesapeake, and Virginia Beach.

About the Company

Southern Company Gas is a wholly owned subsidiary of Atlanta-based Southern Company (NYSE: SO), America’s premier energy company. Southern Company Gas serves approximately 4.2 million natural gas utility customers through its regulated distribution companies in four states and approximately 600,000 retail customers through its companies that market natural gas. Other nonutility businesses include investments in interstate pipelines and ownership and operation of natural gas storage facilities. Southern Company (NYSE: SO) is a leading energy provider serving 9 million customers across the Southeast and beyond. The company’s mission is to provide clean, safe, reliable, and affordable energy with excellent service. Southern Company is committed to innovation, resilience, and sustainability, advancing its goal of net-zero greenhouse gas emissions by 2050.

Benefits

Southern Company invests in the well-being of its employees and their families through a comprehensive total rewards strategy, including:

• Competitive base salary.
• Annual incentive awards for eligible employees.
• Health, welfare, and retirement benefits designed to support physical, financial, and emotional/social well-being.
• Eligibility for additional compensation, such as incentive programs, with bonus amounts subject to the terms of applicable plans.

A summary of benefits for this position can be found here. Additional details about total compensation and benefits will be provided during the hiring process.