Major Accounts Manager

Job Summary

The position is responsible for managing an assigned account base of NiSource's largest customers, both electric and natural gas. The assigned customers represent 38% or approximately $500 million dollars of the company's total electric margin and 15% or approximately $90 million dollars of the company's natural gas margin. To effectively service the interest of large industrial and commercial customers in an assigned area, the ideal candidate must possess strong interpersonal, account management, sales, and utility industry 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 Accounts Transmission 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. This position also provides coaching and mentoring to the Major Accounts C & I Account Representatives and Transmission Specialist positions. 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.

Essential Functions

- Professionally represent the Company as the solutions provider for assigned customers

- Collaborate with other NiSource / NIPSCO departments to ensure the safe, timely delivery of energy to our Customers

- Develop and maintain strategic relationships with key decision-makers

- Manage all facets of the business relationship to ensure a high-level of customer satisfaction

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

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

- Coordinate and manage economic development growth projects with other departments

- Negotiate and execute commercial agreements

- Conduct feasibility studies for competitive energy supplies and other alternative energy sources

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

- Routinely forecast assigned Customers revenue/margin and usage to support our financial plan

- Maintain individual customer profiles

- Achieve annual financial goals; Collaborate and implement plans to retain as well as grow business levels

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

- Support regulatory and other stakeholder initiatives

- Be a technical energy advisor to the customer Your Trusted Energy Advisor

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

- Provide direction to internal stakeholders and external customers

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

Required Qualifications For Position

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

- Ability to exercise independent judgment and initiate custom solutions

- Strong people skills working with customers, as well as with internal and external stakeholders

- Strong verbal and written communication skills

- Strong presentation skills

- Excellent sales, negotiation, and contract development abilities

- Strong computing skills utilizing the Microsoft family of software

- Strong financial, business, and industry acumen

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

- Knowledge of applicable utility core competencies: design, installation, regulatory and O&M practices

- Knowledge of applicable RTO (MISO) supply/demand, market, and transmission considerations and/or energy deregulation, supply, and transportation considerations

- Knowledge of commercial & industrial energy products, services, and end-use applications (HVAC, boilers, furnaces, chemical processes, power generation, CHP, etc.) including conservation, energy efficiency, and demand side management

- Expert knowledge of NiSource / NIPSCOs applicable energy product and its characteristics (combustion, explosive limits, and/or reactive power, power factor, harmonics, etc.) as well as of other fuel sources (oils, coal, propane, wind, solar, etc.) applications and economics

- Frequent interface with customer base

- Travel across assigned territory

- High accountability to achieve goals

- Time required outside of traditional business hours and occasional overnight stays

- Rotational Stand-by and 24/7/365 emergency response availability

- Ability to use and knowledge of CIS and if applicable, new load economic evaluation program(s)

- Community involvement

- Expert ability of collaborating across the NiSource / NIPSCO organization to bring a complex customer project to completion

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

Preferred Additional Qualifications For Position

- CEM - Certified Energy Manager Certification Upon Hire

Physical Demands

The preceding description is not designed to be a complete list of all duties and responsibilities required of the position.

As a public utility, NiSource is required to provide continuous service to customers at all times. To ensure we fulfill that obligation, employees may be required to work outside their normal work hours and perform tasks outside of their normal responsibilities in support of emergency operations. 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. ADA Accommodations

If you need a reasonable accommodation to participate in any part of the hiring process or to perform the essential functions of the position, please contact OneHR at OneHR@nisource.com or 1-888-640-3320

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.

E-Verify

NiSource participates in the U.S. Department of Homeland Security’s E-Verify program. As part of this process, we provide the following notices to all job applicants: These documents inform you of your rights and responsibilities under U.S. law. You can view or download them using the links below:

- E-Verify Poster (English and Spanish) E-Verify Participation Poster English and Spanish

- Right to Work Poster (English and Spanish) If you have the right to work, don't let anyone take it away

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:

2025-10-21

Posting End Date (if applicable):

2025-11-04

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