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Job Summary

Columbia Gas of Kentucky has an opening for a **Major Accounts Manager** . The position is responsible for managing an assigned account base of Columbia Gas of Kentucky’s largest customers. The Major Account Manager (“MAM”) is responsible for managing an assigned account base of the largest industrial and commercial customers; as well as assisting in business development efforts to further grow the account base and increase revenues. To effectively service the interest of large industrial and commercial customers, the ideal candidate must possess strong interpersonal, account management, sales, utility industry, and technical skills. The ability to develop cross-functional relationships to capitalize on growth opportunities, deliver top-tier customer satisfaction and brand perception are essential. The position educates and influences decision-makers across all functions. The Major Account Manager influences margin and margin growth by direct involvement with the customer and other stakeholders for large new economic development business opportunities, expansion projects, and retention of existing business levels. The ideal candidate is self-motivated and capable of managing numerous projects, issues, and inquires, both internal and external, in a timely and professional manner. In addition, effective sales tactics and the ability to negotiate difficult situations are all vital tools/attributes for a successful MAM.

Principal Duties and Responsibilities

+ Act as the “single point of contact” for assigned Major Account customers

+ Develop and maintain strategic relationships with customers’ decision makers

+ Effectively work with economic development agencies to promote the Columbia brand and growth its customer base

+ Professionally manage all facets of the business relationship to ensure a high-level of customer satisfaction.

+ Introduce our services to potential new Major Accounts

+ Evaluate growth projects with an understanding of cash flow, return on investment, and tariff requirements

+ Conduct feasibility studies and payback analyses for competitive gas supplies and other alternative energy sources

+ Coordinate and Manage growth projects with other departments such as Engineering, Legal, and Regulatory

+ Develop an understanding of customers business, their products, processes and markets they serve

+ Coordinate and manage economic development growth projects with other departments

+ Negotiate contracts with both existing and new customers that result in revenue growth to achieve financial objectives

+ Achieve annual assigned revenue goals

+ Periodically submit reports, and respond to data requests as required

+ Create forecasts of revenue, volumetric throughput, and capital needs related to Major Accounts

+ Mitigate financial exposure to Company by identifying and monitoring at risk customers and by developing and implementing plans for managing such risk

+ Cultivate business relationships with customers, related industry associations, trade partners and internal contacts

+ Maintain individual customer profiles

+ Provide customer feedback to assist in the development of viable tariff / product / service offerings

+ Promote the development of needed Columbia Gas product & service offerings based on sales strategies and customer feedback

+ Support regulatory initiatives such as rate cases and tariff changes

+ Support NiSource sustainability and decarbonization goals through interaction with customers

+ Demonstrate knowledge of our company, the energy industry, as well as applicable rules, regulations, standards, policies, and procedures

+ Demonstrate and embrace NiSource’s safety as well as inclusion and diversity culture

Requirements:

+ Basic education requirement: Bachelor’s Degree or comparable experience

+ Strong oral and written communication skills

+ Demonstrates effective negotiation skills

+ Proven analytical skills

+ Excellent sales, negotiation, and contract development abilities

+ Competent computing skills including the Microsoft family of software

+ Basic financial, business and industry acumen

+ Understanding of rate making concepts, applicable rates & tariffs, as well as of the applicable regulatory agency(s)

+ Strong and effective people skills for working with customers, as well as internal and external stakeholders

+ Demonstrates a professional and respectful demeanor with both internal and external customers

+ Exercises independent judgment and initiates solutions

+ Frequent interface with customer base

+ Travel across assigned territory as needed, covering all industrial customers across 30 county footprint

+ Time required outside of traditional business hours and occasional overnight stays or out of state travel

Preferred for Selection:

+ Bachelor’s degree in Engineering, Business, Management, or 5+ years of comparable work experience

+ Experience working with economic development agencies and personnel

+ Experience in developing strong strategic relationships

+ Experience in regulatory, new business, engineering, project management, and finance

+ Knowledge of the energy industry – production, midstream, transmission, procurement, local utility

+ Working knowledge of industrial / commercial gas equipment / processes

+ Membership and involvement in professional energy, industry, sales, development, or utility and economic development associations

+ Certified Energy Manager (CEM) Certification - AEE

** Eligible for annual incentive bonus

Work Authorization

Authorized to work in the United States without requiring sponsorship.

Workplace Connection

Value inclusion within your day to day responsibilities by respecting others perspectives/convictions, engaging others opinions, creating a safe environment where people, ideas, and opinions are valued within your Team/Customers and external partners.

Respect the unique lived experiences within your Team/Customers and external work partners by valuing different world views, challenges, and cultures that represents all walks of life and all backgrounds.​

Treat others with respect and consideration. Actively participate in creating and contributing to a positive work environment.

Equal Employment Opportunity

NiSource is committed to providing equal employment opportunities in each of its companies to all employees and applicants for employment without regard to race, color, religion, national origin or ancestry, veteran status, disability, gender, age, marital status, sexual orientation, gender identity, sex (including pregnancy, lactation, childbirth or related medical conditions), genetic information, citizenship status, or any protected group status as defined by law. Each employee is expected to abide by this principle.

By applying, you may be considered for other job opportunities.

Safety Statement

Promote a safe work environment by actively participating in all aspects of our employee safety program. Report any unsafe conditions and take actions to prevent personal injuries. Support our interdependent safety culture by ensuring the safety of your co-workers. Stay focused on the task at hand and promote productivity through good work habits.

Salary Range*:

$110,200.00 - $165,300.00

_*The salary offered to a candidate is_** **_based on several factors including_** **_but not limited to_** **_the_** **_candidate’s skills, job-related knowledge, and relevant experience_** **_, as well as internal pay equity_** **_._

Posting Start Date:

2025-05-30

Posting End Date (if applicable):

2025-06-14

Please note that the job posting will close on the day before the posting end date.

At NiSource, you'll be part of the team serving nearly four million customers throughout the Midwest and Mid-Atlantic, who count on us to energize their homes and businesses. Whether speaking with customers by phone, analyzing financial data or installing new gas lines in a neighborhood, you’ll meet exciting challenges each day and make the most of your skills and talents. And you’ll be part of a company that was named by Forbes magazine as one of America’s Best Large Employers.

We're looking for talent from all backgrounds. We invite candidates of all abilities to come as they are and do what they love. Through our years of successful growth, we’ve stayed true to our roots by making a difference in the lives of millions of our customers. If you’re interested in joining an inclusive, innovative company that fosters opportunity for growth, NiSource might be the place for you.