Senior Account Executive Marketing Sales

Builds and cultivates a trusting, long-term and productive relationship with the Company's largest and most valuable commercial and industrial customers and/or industry groups (e.g., trade organizations, mechanical engineers, consultants, designers, equipment manufacturers and vendors).
Negotiates and executes all required regulatory contracts, agreements, and terms of service associated with the Sr. AE's assigned customer or Sr. AE's project.
Assists in the resolution of the billing disputes, measurement problems and contract issues associated with the Sr. AE's assigned customers or Sr. AE's project.
Coordinates with Customer Operations and Transmission any facilities/service additions or changes associated with the Sr. AE's assigned customers or Sr. AE's project.
Develops technical proposals and economic feasibility studies that support: the sale and installation of natural gas equipment in new or existing facilities; the retention gas load vis-à-vis competitive threat; and/or an increase in gas load by adopting a new process or displacing another fuel.
Negotiates service contracts and agreements that maintain or grow revenue and/or reduce the risk of revenue loss associated with customers' contestable loads.
Works with marketing staff to prepare and implement marketing plans to penetrate specific growth markets identified and targeted by the Company (e.g., gas a/c, air compression, etc.)
Prepares and implements individual customer marketing/sales plans that are consistent with and contribute to the Company's overall marketing goals and objectives.
Implements and sells marketing programs and offerings that meet customers' needs and generate value to the Company.
Maintains an intimate knowledge of competitive energy costs (i.e., local electric rates, delivered cost of propane, etc.), as well as, competing marketing or promotional programs and flexible pricing options offered by competitors.
Maintains an effective presence in industry or field for which the Sr. AE is responsible in order to promote natural gas with influential decision makers and industry thought leaders. This includes making presentations to appropriate industry, civic and regulatory groups to further Company sales goals.
Is the Company's expert and key source of information regarding the specific industry, technology or market for which the Sr. AE is responsible. This requires keeping up with the latest industry trends and technology in order to lead help the Company's efforts and strategies.
Provides staff with market intelligence including competitive threats; technical developments; industry trends and impacts of Company policies, government legislation and regulation.
Proposes strategies and tactics to marketing staff designed to enhance the Company's competitive position in a current or new market.
Provides Account Executives and Associate Account Executives with coaching, growth opportunities, technical assistance and work direction as appropriate.
REQUIREMENTS
The successful candidate should have a bachelor's degree in Engineering, Business, Marketing or equivalent experience. Requires prior technical sales experience. Graduate degree in Engineering, Business or Marketing is desirable.

Possess excellent communication skills in order to make persuasive presentations and written proposals on highly technical subject matters;
Possess strong sales skills that demonstrate a good understanding of customer attitudes and needs and how customers make purchasing decisions (i.e., operational needs, financial/pay-back requirements, budgeting cycles, technological preferences and biases, etc.);
Possess expert knowledge in the technology, end-use applications and equipment, industry and market trends
associated with his/her specific field of responsibility;
Understand how the Company "makes money" under various regulatory structures and how revenues are impacted through negotiations on price, service terms, etc.;
Be capable of performing qualitative and quantitative analyses to evaluate the technical, economic and market feasibility of existing and new equipment and/or concepts;
Be able to communicate and perform as a technical peer with mechanical engineers, energy managers and plant managers of other companies; and,
Understand the Company's core and noncore services, tariff options and programs.