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, the role requires developing and nurturing relationships with internal and external parties to drive sustainable growth.

Responsibilities

• Manage a team responsible for the utility’s top-line growth and customer onboarding experience to ensure timely and cost-effective extension of natural gas service.
• Identify and drive growth opportunities through conversions using a consultative sales approach, promoting the benefits of natural gas 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 and drive the regulatory process for expansion into non-certificated territories.
• Develop, summarize, analyze, and interpret monthly growth metrics for communication and presentation to the Growth & Retention team and leadership to inform 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.
• 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 within the organization to optimize processes supporting sales and customer onboarding efforts.
• Balance external stakeholder (customers, regulatory agencies, permitting jurisdictions, etc.) 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 and development, talent planning, and ongoing performance management through coaching and mentoring.
• Empower team members and delegate responsibilities as appropriate to achieve success.

Requirements

• Bachelor’s degree in business, engineering, economics, energy management, or a related field, or 7+ years of gas utility experience.
• Previous experience in a customer-facing or relationship management role.
• Intermediate proficiency with MS Office Suite.
• Valid Driver’s License.

Preferred Qualifications

• MBA or advanced degree.
• 3+ years of prior supervisory experience.
• Experience with ARM, CCNB, or Power BI.
• Prior experience with builders/developers for industrial/commercial construction.
• Previous experience developing or executing growth strategies.

Skills

• Experience in business development, sales, marketing, and/or leadership in the energy and utility industry.
• Strong leadership skills, excellent interpersonal skills, and the ability to take initiative.
• Highly organized with a customer-focused mindset and proven ability to respond quickly to customer needs.
• Excellent organizational, follow-through, 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.

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.

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/award amounts subject to the terms of applicable plans.

A summary of benefits for this position can be found here.