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Director, Major Accounts

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Location: Merrillville, IN, United States
Date Posted:
Req ID: R00934801

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Job Summary
This position is the Company liaison for internal and external interaction with NIPSCO's largest industrial customers and industry associations. Specifically, the Director, Major Accounts leads an account management team that is responsible for managing production and procurement relationships with the company's largest electric and natural gas customers - leveraging that relationship for a positive experience and outcome. The Major Accounts key account customers represent approximately 29% or $369 million of the company's total electric margin and approximately 10% or approximately $49 million of the company's natural gas margin.

Essential Functions

  • Leads diverse team of qualified individuals with authority to hire, terminate, promote, demote, coach, develop and performance manage
  • Achieves annual financial goals; collaborate and implement plans to retain as well as grow business levels while de-risking our business
  • Cultivates business relationships with customers, related industry associations, and trade partners
  • Identifies the strengths and development needs of department employees and provides them with challenging assignments, opportunities for training and development and stretch goals that align with the NiSource Business Plan
  • Responsible for customer forecasts required as inputs to the large industrial margin forecasts and associated variances for individually forecasted customers
  • Responsible for managing department O & M budget
  • Supports and provides leadership for Major Accounts electric storm restoration activities
  • Attends and participates in industry and customer round table meetings
  • Represents department and company to external and internal counterparts
  • Collaborates with regulatory regarding managing stakeholder relationships; provides input and information used in state and federal regulatory proceedings
  • Demonstrate and embrace NIPSCO safety as well as an inclusive and diverse culture
  • Collaborate with the broader NIPSCO Operations team, senior business leaders and subject-matter-experts regarding all projects/filings/issues relating to Commercial Operations and Major Accounts

Required Qualifications For Position

  • Bachelor's Degree Engineering or other quantitative discipline
  • 10+ years Natural gas and/or power industry
  • Experience and/or knowledge of the electric and natural gas transmission systems High
  • Experience and/or knowledge of commercial and industrial tariffs / rate schedules High
  • Experience in customer account management High
  • Demonstrated knowledge of the MISO electric market Medium
  • Understanding of energy efficiency and demand side management products and programs Medium
  • Knowledge of industrial customer business, products, processes and markets Low
  • Understanding of industrial uses of electric and natural gas Low
  • Proven financial/business accounting acumen Low
  • Experience in project management/coordination Low
  • Proven written and verbal communication skills
  • Demonstrated ability to effectively interact with all organizational levels
  • Experience working on cross functional project teams
  • Demonstrated detail-orientation, effective follow-up, and efficient follow through
  • Proven ability to recognize, flag, and effectively communicate problems and issues

Preferred Additional Qualifications for Position

  • 1-3 years Supervisory experience
  • Certified Energy Manager Certification within 1-1/2 Yrs

Physical Demands

  • Standing - Occasionally
  • Walking - Occasionally
  • Sitting - Constantly
  • Lifting - Rarely
  • Carrying - Rarely
  • Pushing - Rarely
  • Pulling - Rarely
  • Climbing - Rarely
  • Balancing - Rarely
  • Stooping - Rarely
  • Kneeling - Rarely
  • Crouching - Rarely
  • Crawling - Rarely
  • Reaching - Rarely
  • Handling - Occasionally
  • Grasping - Occasionally
  • Feeling - Rarely
  • Talking - Constantly
  • Hearing - Constantly
  • Repetitive Motions - Frequently
  • Eye/Hand/Foot Coordination - Frequently

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

Inclusion & Diversity 
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 and take into consideration diversity within your Team/Customers and external work partners by valuing different world views, challenges, and cultures that represent 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, genetic information, 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. 

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.

Salary Range:

$125,800.00 - $188,600.00

Posting Start Date:


Posting End Date (if applicable):

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


Leads team of seven (7) Major Accounts Managers that serve the needs and interests of the NIPSCO key account customers by acting as trusted energy advisors.

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