Job Summary

The Director Sales is responsible for implementing strategic marketing programs, procedures, and policies to stimulate new revenue and profitable growth in the large industrial and commercial (I&C) markets (Major Accounts), as well as residential and small commercial markets through the addition of new customers and increased load with existing customers. The strategic initiatives will include new technology revenue opportunities for all class segments. Competitive factors influencing customer decisions in the large I&C market segments are forecasted and analyzed by this position in addition to the direct involvement in contract negotiations required to secure new load and optimize existing customer contracts during the renewal process. The Director shall monitor the effectiveness of all department programs which impact sales goals and margin targets. In addition, lead the Sales Team in efforts to promote our product via economic development agencies, industry associations and government agencies. The Director is also responsible for the preparation of large customer revenue budgets and revenue variance analysis.

Duties and Responsibilities

• Develop, implement, and manage Major Account team activities to achieve sales goals and meet margin targets applicable to existing and new customers. Establish strategic measures and goals to maximize the value of contracts and rate negotiations with competitive market customers. Actively manage all existing and new large customer contract negotiations, as well as major new business capital project extension agreements. Develop budgets, forecasts and variance analyses for major account sales and margin. Effectively communicate and work with Engineering, Operations, Finance, Rates, and Regulatory teams to maximize and exceed Company goals and objectives.
• Direct all area and inside sales activities for mass account additions related to conversion, new construction, and GET Gas projects to ensure low-cost installations, profitable new loads, and timely connection of customers while maximizing and delivering top-in-class customer experience. Also, develop and manage new business capital forecasts.
• Manage the development and implementation of targeted marketing programs focused on Sales for all business segments, including new technology initiatives designed to add customer value as well as incremental margin.
• Direct and lead efforts of the Sales Team to increase the positive perception of UGI through participation on boards for industry and economic development organizations. Also, actively establish and maintain relationships with key stakeholders at local, county, and state levels to educate and promote UGI’s role in our region’s energy future.

Knowledge, Skills and Abilities

• Thorough knowledge of the UGI Tariffs and billing, competitive issues, policies for new business extensions, gas and electric supply issues, and general regulatory processes.
• Ability to identify changes in the energy market and new gas technologies; adapt and align staff and departmental resources to address them, involving internal and external resources; adapt plans, budgets and staffing to align and accomplish UGI goals and objectives focused on the safe and reliable delivery of energy to our customers and to the many communities served by the Company.
• Ability to build relationships with leaders from community, business, as well as elected and appointed leaders, within communities served by UGI Utilities.
• Excellent presentation skills, both verbal and written, including the ability to communicate complex concepts effectively and succinctly.
• Creative thinking to assist in the development of promotional programs designed to increase natural gas sales or encourage conversion from other fuels.
• Organizational skills as well as the ability to work independently.
• Project management and capital project financial analysis skills.
• Understanding of the dynamic energy environment, both for traditional energy sources and non-traditional, including the ability to apply methodologies for determining customer attitudes toward energy.
• Excellent ability to analyze problems and develop creative solutions.
• Comfortable in leading and/or participating in cross-functional teams developing strategies, tactics, and integrated plans.

Education and Experience

• BA/BS degree in Business, Engineering, or Marketing preferred; Masters a plus.
• Over eight years' experience in roles of increasing responsibility in Marketing, Sales, Engineering, or relevant field.