Southern Company Sales Executive, Energy Services in Newport News, Virginia

Sales Executive, Energy Services


Southern Company is seeking a business development professional with experience in the government and industrial sectors to spearhead business development efforts for federal facilities in the Energy Services group. Reporting to the Director of Energy Services, the Senior Project Developer will be responsible for the creation of new and reoccurring revenue streams to meet established performance goals. In addition, this position will establish and maintain key relationships in those sectors. As a member of the Energy Services team, the Senior Project Developer will also uphold the Southern Company core values: Safety First, Total Commitment, Superior Performance, and Unquestionable Trust.

This position is an opportunity to sell renewable energy products and developing technologies to federal facilities to contribute to overall energy efficiency and energy resilience for federal facilities. To be successful in this role, the Senior Project Developer must have extensive experience in leading the development of sales activity with internal and external resources to create projects within the Federal UESC niche market along with state and local governments as well as industrial and other segments as appropriate. The Senior Project Developer will bring strong business development, as well as strong collaboration skills to the organization.

Candidate must have extensive experience in leading the development of sales activity with internal and external resources to create projects within the Federal UESC niche market along with state and local governments as well as industrial and other segments as appropriate. Responsible for the creation of new and reoccurring revenue streams to meet established performance goals. This will include the following activities:

  • Prospecting for new customers

  • Territory management

  • Sales funnel management

  • Presentation of Virginia Natural Gas, Southern Company Gas and parent Southern Company to include all capabilities

  • Coordination with others on the team to include the project development team and local LDC business development

  • The qualification and disqualification of opportunities

  • Successful in closing business in compliance with an annual sales goal

  • Public speaking and presentation skills are required

  • Knowledge of renewable energy market and Federal / State Regulatory requirements and tax incentives is helpful but not necessary

  • Knowledge of electrical and natural gas utility rate industry and rate structures is essential

Representative Duties and Responsibilities:

  • Identify new business opportunities and cultivate effective business relationships

  • Effectively communicate the companies full scope of solutions to meet customer business goals and achieve sales objectives, volume, and market share

  • Represent company at all times in an ethical and professional manner

  • Develop and execute a Sales Development Plan that will drive a sustainable year over year pipeline of opportunities per target levels that lead to profitable sales, revenue and customer satisfaction

  • Achieve or exceed annual sales goals, at or above target profit levels

  • Open communication lines with customer to understand needs and concerns and ensure that our solutions are in accordance with their goals

  • Develops and implements innovative programs to ensure customer loyalty and establish the Company as the leading provider of energy services for our customers

  • Oversees the maintenance of relationships with key accounts, and influencers including trade associations in all markets

  • Works closely with the Director and Program Manager to assist marketing, and communications

  • Positions core team members and business owners to develop strategic direction for sustainable growth and profitability driven by an increased focus on customer segments of key value

  • Prepares and administers project budgets according to plan. Monitors budget variances. Provides explanations on variances and takes appropriate action

  • Maintains Company’s presence in the market by establishing relationships with officials, other business leaders, economic development organizations and others who are affected by, or who can influence external policy, the operations and the profitability of the Company

Education and Experience:

  • Minimum 10-15 years of actual project specific experience in the field or a closely related area

  • MBA or equivalent academic education and experience


  • Excellent cost/benefit analytical skills and budget management ability

  • Excellent written, verbal and communication skills for presentation of sales correspondence, proposals and financial structure

  • Ability to compose and write proposals, reports, business correspondence and procedure manuals

  • Entrepreneurial attitude

  • Excellent organizational skills with ability to manage multiple priorities and business relationships

  • Highly effective and successful sales negotiation and closing techniques

  • Current with energy efficiency technologies

  • Ability to comprehend and communicate technical information

  • MS Office suite - intermediate proficient

The position will be based in Virginia, services the Virginia National GAS territory, and requires approximately 30%, including overnight travel.

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 Field: Sales & Marketing

Job Type: Standard

Primary Location: Virginia-Coastal Virginia-Newport News

Operating Company: Southern Company Services

Job Type: Standard

Travel (Up to...): Yes, 75 % of the Time

Work Location(s):

VNG Newport News - 746 Diligence Drive (746NewportNewsCODE)

746 Diligence Drive

Newport News, 23606

Req ID: SCS2007574