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Southern Company Account Executive Customer Development in Naperville, Illinois

Account Executive Customer Development


The Customer Development Department focuses on growing our business from the addition of new customers, increased utilization of natural gas from our existing customer base and maintaining long term relationships with our key customer accounts.

This purpose of this position is to promote and market natural gas to the large commercial and industrial (C&I) customer market segments with a focus on customer retention and growth to the utility’s distribution system. This position works closely with various internal and external teams to support new and existing with their natural gas needs and energy solutions. A primary responsibility of this role is develop and maintain long term relationships with our largest natural gas consumers, providing a single point of contact for all their natural gas needs. This role serves as a subject matter expert with our largest commercial and industrial customers regarding their use of natural gas in their daily operations. This role focuses on strategically identifying target market segments for outreach, promoting Nicor Gas’ sustainability and resiliency strategies and working cross functionally to facilitate the on-boarding process for projects in the most optimal manner possible.

JOB REQUIREMENTS: (Education, Experience, Knowledge, Skills)


•Bachelor’s Degree – engineering, marketing, business, or other field relevant to the energy market or 5 years of related work or military experience

•Valid Driver’s License – position requires local travel within our service territory


•Prior utility experience and/or prior experience with the large commercial and industrial market segment

•Previous experience in sales and/or economic development with the commercial/industrial market segment

•Prior experience negotiating contracts

•Certified Business Energy Professional (BEP)


•Excellent communication, presentation, negotiation, and networking skills

•Ability to analyze, understand and react to changing market conditions and customer demands

•Leadership skills with a strong understanding of customer business and drivers

•Ability to build strong relationships with both internal and external customers

•Ability to plan, navigate and negotiate complex sales and onboarding process

•Strong organizational skills and excellent follow through skills

•Customer focused mindset with proven ability to respond quickly to customer needs

Working Conditions/Physical Requirements:

•This position is based in an office environment, however frequent customer visits and pre-construction meetings are required; position may require excessive driving throughout the Nicor Gas service territory


•Promote and market natural gas and natural gas solutions to the large commercial and industrial customer market segments to generate growth to the utility’s distribution system

•Develop, manage, and maintain ongoing relationships with our largest Illinois C&I utility customers

•Identify and drive opportunities for growth utilizing a consultative sales approach, promoting the benefits of natural gas over other energy sources

•Identify potential markets, technologies, and solutions for our C&I customers to meet their sustainability goals

•Work with existing and prospective customers to achieve growth targets; develop customized proposals, provide cost analytics, feasibility studies and payback analysis for customers

•Prepare and deliver sales presentations to key decision makers/leaders of prospective/existing large commercial and industrial businesses; effectively communicate value proposition of natural gas

•Work collaboratively to facilitate and negotiate contracts with large commercial and industrial customers

•Coordinate sales efforts and project management with engineering and construction groups to ensure timely implementation of natural gas infrastructure projects while providing a superior customer experience though the sales and customer onboarding process

•Partner cross-functionally within the organization to optimize sales efforts

•Collaborate with other internal customer facing departments to enhance customer experience (Energy Efficiency, Customer Development, Community Affairs, Economic Development, Engineering, RNG, etc.)

•Provide technical assistance to the Customer Development new business consultants and service representatives

•Act as a subject matter expert and liaison between the customer and the company

•Understand our customer’s energy needs – identify needs and opportunities to provide solutions for increased utilization of natural gas; educate customers about process, technological, or efficiency improvements in natural gas equipment

•Participate in economic development activities to attract new business and industry to our service territory; work collaboratively with local, regional, and state community economic development agencies to support attracting new business and retention of existing business

•Perform analytical, life cycle economic studies for commercial and industrial customers regarding their utilization of natural gas in their operations

•Balance external stakeholder (customer, regulatory agency, permitting jurisdiction, etc.) needs with company goals and objectives to reach favorable resolution to stakeholder issues and/or concerns

•Maintain a thorough knowledge of the company’s terms and conditions, tariffs, rates, processes, etc.

•Utilize the company’s Customer Relationship Management (CRM) tool on a daily basis, schedule and document all activities, and develop robust information profiles on existing and prospective customers to facilitate growth

•Provide monthly metrics and analysis of customer consumption profiles and growth/margin targets

Duties Discretion:

Employee receives clear instructions from supervisor regarding what to do and how to do it.

Tasks follow set guidelines or procedures.

Employee must consider alternative courses of action and then make a decision after considering the options.

Employee has the authority to make significant choices and decisions, without specific guidance or direction from the supervisor.


This is an individual contributor role. This role acts as the liaison between the customer and the company with regards to any natural gas needs. This role facilitates everything on behalf of the customer, relying on the various departments within the organization for execution of tasks. This role is heavily self-directed in the day-to-day responsibilities of the position.

Task Complexity:

Tasks are straight-forward, routine, and often repetitive.

Tasks are varied and fairly complex.

Assignments are quite varied and highly complex.


Each customer’s needs are different. This role facilitates everything on behalf of the customer, which may include economic development inquires, installing new natural gas infrastructure, expansion of existing facilities, billing issues, general technological inquiries, operating issues, etc.

Southern Company Gas provides for the energy needs of millions of U.S. households and businesses. As the largest natural gas-only distribution company in the United States, with more than 150 years of history behind us, we're working to ensure that Americans have access to an abundant, safely delivered supply of natural gas for decades to come. We offer our customers a wide range of energy services under one umbrella: seven regulated utilities as well as non-regulated businesses that offer retail, wholesale and storage service

Southern Company (NYSE: SO) is America's premier energy company, with 46,000 megawatts of generating capacity and 1,500 billion cubic feet of combined natural gas consumption and throughput volume serving 9 million customers through its subsidiaries . The company provides clean, safe, reliable and affordable energy through electric operating companies in four states, natural gas distribution companies in seven states, a competitive generation company serving wholesale customers across America and a nationally recognized provider of customized energy solutions, as well as fiber optics and wireless communications . Southern Company brands are known for excellent customer service, high reliability and affordable prices that are below the national average. Through an industry-leading commitment to innovation, Southern Company and its subsidiaries are inventing America's energy future by developing the full portfolio of energy resources, including carbon-free nuclear, 21st century coal, natural gas, renewables and energy efficiency, and creating new products and services for the benefit of customers. Southern Company has been named by the U.S. Department of Defense and G.I. Jobs magazine as a top military employer, recognized among the Top 50 Companies for Diversity by DiversityInc, listed by Black Enterprise magazine as one of the 40 Best Companies for Diversity and designated a Top Employer for Hispanics by Hispanic Network. The company has earned a National Award of Nuclear Science and History from the National Atomic Museum Foundation for its leadership and commitment to nuclear development and is continually ranked among the top energy companies in Fortune's annual World's Most Admired Electric and Gas Utility rankings. Visit our website at

Southern Company is an equal opportunity employer where an applicant's qualifications are considered without regard to race, color, religion, sex, national origin, age, disability, veteran status, genetic information, sexual orientation, gender identity or expression, or any other basis prohibited by law.

Job Type: Standard

Primary Location: Illinois-Metro Chicago-Naperville

Operating Company: Nicor Gas

Job Type: Standard

Travel (Up to...): Yes, 25 % of the Time

Work Location(s):

G O Naperville - 1844 W Ferry Rd. (1844NapervilleCODE)

1844 W Ferry Rd.

Naperville, 60536

Req ID: GAS2003927