Account Executive Sr, Residential

Summary:

This position exists to provide an industry leading level of customer service, to build and maintain effective long-term relationships, and to grow profitable revenue with Atlanta Gas Light’s most visible builder accounts and allies. Provides proactive account management to Atlanta Gas Light’s national and regional builder customers. Cultivates and maintains productive, long-term relationships with decision makers throughout all levels of the customer’s organization. Individuals who demonstrate advanced skills in terms of work experience, education, and certifications may be eligible for the more advanced position.

Business Execution:

- Achieves margin targets from assigned national or regional residential accounts as determined by Growth & Retention Management Team. Ensures market penetration of 3 or more natural gas appliances in new construction to address future attrition.
- Advises key residential builder and developers as to process or technological improvements that would increase gas usage or applications and improve efficiency for the customer. Provides support to customers, identifying and resolving customer challenges.
- Provides concierge service to national and regional builders and developers to facilitate the installation of gas mains, services and meters into new residential developments. Provides a consultative selling approach to serve customers. Develops and maintains strong relationships with multiple levels that deliver value to the customer and Atlanta Gas Light Company.
- Excellent interpersonal skills. Ability to convey information in a manner that is compelling and convincing. Ability to interface with individuals at all levels on topics ranging from broad industry issues to customer-specific problems.

Innovation:

- Analyze processes to determine potential uses for natural gas or reductions in other energy costs for top residential builder and developers. Promotes company and state energy efficiency programs as they are available. Represents key customers to AGL, ensures a unified customer approach.
- Ability to analyze, compare, and contrast alternative fuel costs, to provide compelling case to customers as to why natural gas is the best fuel for their new products.
- Ability to convey information in a manner that is compelling and convincing. Ability to interface with individuals at all levels on topics ranging from broad industry issues to customer-specific problems.

Communication:

- Acts as a single point of contact for key residential builders and developers regardless of location of project within the state.
- Thorough understanding of the Company’s financial calculators including profitability models and customer contribution calculators. Strong working knowledge of the complex dynamics that impact financial results.
- Represents the company at state and local builder associations to foster and maintain relationships with key residential builders and developers.
- Coordinates installation of meter sets with energy connection center and third-party marketers as needed.
- Develop and present persuasive sales presentations for key residential builders and developers that consider natural gas alternatives and promote energy efficiency programs as available.
- Conducts monthly and quarterly meetings with top homebuilders to understand the rate frequency and trends of developing new residential projects.
- Conduct site visits to new residential developments as needed, to seek out opportunities to add gas load and add value to customers. Work closely with construction for creative solutions to serve ever shrinking lot sizes.
- Delivers on targeted revenue goals from the residential market segments through new applications for gas equipment.
- Utilizes all lead generation tools at his/her disposal to locate all new potential projects. Develops action plan to meet with developers to understand key drivers of energy decisions to influence natural gas as the preferred energy solution for residential developments.

Development of Others:

- Works with and through other groups and departments like Energy Connection Center, engineering and construction to establish new accounts for top builders
- Holds others accountable to deliver on commitment

Relationships & Networking:

- Builds and maintains relationships with key residential builders and developers
- Ability to develop relationships at various levels of the organization
- Ability to influence energy decisions at the highest levels

Inclusion:

- Has an appreciation for diverse backgrounds, experiences and ideas
- Values and respects coworkers and customers who are different than themselves
- Understands the value of and seeks to reach decisions produced from an inclusive and collaborative environment

Education and Experience Required:

- BA/BS degree in business, finance, engineering, or related field
- Valid GA driver’s license

Preferred:

- Utility natural gas or energy industry experience
- Experience in residential construction

Conditions/Physical Requirements:

- Perform field work tasks year round
- Safety sensitive
- Some overnight travel, as needed, is required
- Frequently meet with contractors at construction sites with exposure to extreme temperatures, noise, atmospheric conditions such as dust, dampness, humidity
- Targeted external involvement may be required in areas where customer contacts are engaged as determined by sales leadership

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.