Director of Sales

About Us

Elizabethtown Gas is a natural gas utility company that delivers safe, reliable, and affordable natural gas to over 300,000 residential, commercial, and industrial customers in Union, Middlesex, Sussex, Warren, Hunterdon, Morris, and Mercer counties. At our core, we’re dedicated to being a committed community partner, delivering exceptional customer service and developing innovative clean energy solutions to meet the needs of the future.

At Elizabethtown Gas, we believe that our employees are our most valuable asset. Whether you’re a seasoned operations technician or an early-career legal professional, our culture, inclusive workforce, and leadership development and training programs will provide you with the tools you need to either kickstart your career or bring it to new heights.

Position Summary

Lead the Sales Team, which includes all aspects of the Residential and Commercial Sales teams in addition to several supporting roles to meet and exceed growth objectives, financial targets and customer expectations. Oversee these revenue streams with a focus on generating meter growth and near-term ATM while developing innovative opportunities for future meter growth and ATM generation.

- Provide continuing analysis of territory, and growth potential. Based on this insight, develop a business plan and sales strategy for the market that ensures attainment of corporate sales goals, customer addition objectives, and tariff optimization among existing customers and ATM targets.

- Provide accurate sales results and forecasts to Management for all Sales Team activities.

- Strengthen relationships and increase ATM through the acquisition of new customers in the Residential and Commercial sectors, growth of conversions in the Residential and Commercial markets.

- Develop business plans for strategic growth areas in the territory and present to management for approval.

- Lead and negotiate with Township officials to secure favorable terms for gas extension projects in identified strategic areas.

- Manages Sales Team through selection, orientation, training, goal setting, targeting, coaching, recognizing/rewarding and disciplining/terminating; as applicable.

- Actively work with sales management and reps in setting territories and goals and overseeing sales activities driving performance of short and long-range plans (conversions, growth, and account penetration) for the sales territory.

- Direct the gathering of knowledge of targeted customer energy usage and business situations enabling the sales staff to target new processes/equipment and buildings, conversions (electric, oil and propane), and introduce new/improved technology.

- Maintains accurate records of leads, activity, pricing, sales through CRM. Reports these results to VP.

- Support and develop sales management and sales team members in their prospecting, sales and presentation endeavors. Train Sales Management, Account Managers both Residential and Commercial and support staff on pipeline and tariffs.

- Assist teams in presenting solutions, closing business, developing new customers and retaining existing customers.

- Manage and continuously improve business development process including lead generation, lead follow up, quotations preparation, pricing strategy, quotation follow up, closing negotiations.

- Coordinates with internal departments lead to drive business growth and streamline the new customer onboarding process to improve efficiency and support customer satisfaction.

- Manage the Advocate team to ensure they are effectively supporting Account Managers and contributing to overall productivity. Provide oversight, training, and cross-functional development to ensure Advocates are fully utilized and cross-trained across their responsibilities.

- Oversee and support the sales team through internal and external advocacy, goal setting, activity tracking, training, coaching, recognizing/rewarding and disciplining/terminating; as applicable.

- Participate in monthly operation results meetings.

- Prepares and administers budget according to plan.

Qualifications

Required Background

- Bachelor’s degree with a minimum of 11 years of relevant experience

- Master’s degree with 8 years of relevant experience

- A minimum of 3 years of successful leadership experience

- Equivalent work experience may be considered in lieu of degree

- A minimum of five to ten years of sales and/or marketing experience in the energy space including a minimum of two to five years of sales management experience.

- Experience in leading business to consumer, business to business and key account efforts required.

- Experience in and/or solid knowledge of the natural gas industry, emerging technologies and applications highly preferred.

- Demonstrated experience with identifying and developing revenue generating opportunities in the energy marketplace.

- Experience managing a fast-paced sales environment with a high number of direct and indirect reports.

- Significant relevant work experience may be substituted for the educational requirements.

- Excellent communication skills required.

- Excellent public speaking skills required.

- Budget management skills.

Explore the Possibilities

South Jersey Industries employs a diverse range of talent – from construction contractors to environmental specialists. Regardless of the position, mentoring and networking, hands-on experience, gaining industry knowledge and the opportunity to make a meaningful impact on our business and in our communities are all exciting ways that we welcome our employees at SJI. And as a company committed to creating an engaging culture built on inclusion and diversity, you’re sure to find an opportunity that makes you feel included, empowered, and ready to “bring your whole self to work” every day.

Benefits Package Overview

SJI offers a competitive and comprehensive benefits package to eligible employees.

The SJI “Total Rewards” Benefits Package include:

- Flexible vacation, Paid Time Off, and Sick Leave package

- Comprehensive Health, Dental, and Vision Insurance

- Short-term and Long-term Disability Insurance

- 401(k), with generous company match

- Employee Resource Groups to encourage employee engagement, nurture professional development, and foster an inclusive environment.

Equal Opportunity/Affirmative Action Employer

At this time, SJI is only considering applicants authorized to work in the United States currently and in the future without the need for visa sponsorship.