Commercial Sales Consultant

The job’s primary purpose is to manage key relationships with the Trust’s top commercial customers, and developers, and assigned municipal customers for all Trust utility services in order to provide high levels of customer satisfaction and loyalty.  Key job functions include effective communications and coordination for customer services issues and new construction projects, implementation of profitable sales initiatives that increase the Trust’s margins and income, effective management of existing customer utility contracts and execution of new service contracts. 

The Commercial Sales Consultant is responsible for generating leads and managing sales activity.  Developing key relationships with customer decision makers or parties that influence customer sales decisions are requirements of this position.  The Commercial Sales Consultant must be able to understand complex commercial, multi-family, industrial, space conditioning, and lighting processes and have sufficient business acumen to sell executives on the merits of Trust related opportunities related to natural gas, steam, chilled water, water, and/or wastewater.  This position often acts as liaison between customers and Citizens’ operations personnel. The incumbent must maintain strong relationships with current customers to retain current load/margin and increased customer satisfaction.  

• Five years of experience in business to business/commercial sales.

• At least four years of experience in outside, consultative sales.

• Knowledge of the energy industry, new technologies and current events/activities within the energy industry.  Two areas are especially important. The first area is combustion – how all forms of energy are utilized in various types of industrial space heating and manufacturing process equipment.  The second area is our unbundling initiative (Citizens Energy Select) and transportation gas – how the regulatory environment can affect the purchase of natural gas, annual energy costs and revenue streams.
• Knowledge of business processes to provide customers with an understanding of the service and meter order installation process.

• Knowledge of International Fuel Code, NFPA54 Codes and Regulations to spot potential safety problems that would prevent the customer’s service from being connected or allow an injury to occur.

• Must have knowledge of water and sewer businesses.

• Must have knowledge of current and developing energy equipment trends and technologies and how they might benefit a customer.

• Possess knowledge of Citizens products and services to identify potential business opportunities.

• Must possess knowledge of energy costs and compare various pieces of equipment, equipment life expectancies, etc.

• Certification as a Registered Commercial Gas Consultant from the Institute of Gas Technology is preferred but not required.