Strategic Account Manager - Natural Gas

Be part of a growing, successful company in an exciting and challenging field. Border States is 100% employee-owned, which means you're empowered to make decisions, find solutions and receive rewards for your hard work.

This position will be located in: Fargo, ND or Remote within the Central Region

Final date to receive applications: March 4, 2026 or Posted Until Filled

Please note that the position may be filled before or after the listed Final date to receive applications. Applications will only be accepted while the posting remains active.

The Strategic Account Manager leads company efforts to grow incremental profitable sales with customers that span multiple regions. Establishes relationships and identifies opportunities to grow and secure business within new and existing strategic accounts. In conjunction with the Supply Chain Services department, oversees the development and presentation of customer proposals. Works to drive innovation. Leads strategic opportunities for new and existing customers to generate desirable business opportunities within the assigned vertical market.

Actively works with a multifunctional team to develop a strategy to meet and exceed revenue growth targets by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company, regional, and branch business objectives.

Essential Functions

Strategic Account & Opportunity Planning

• Maintains a strategic plan for key and target customers in addition to strategic regional projects.
• Responsibilities include:
  
  Call higher - presentation to customer management, selling the value of Border States, clarifying the Border Statesvalue by using tools like video, presentations, capability brochures, and marketing collateral that clarifies the value proposition for the company.
• Defines the customer engagement strategy, aligns stakeholders, and mobilizes an aligned team to drive the process.
• Develops a clear and concise view of the customer organization which includes physical locations, divisions, and operations.
• Defines customer stakeholders and develops internal champions.
• Develops a multiple year revenue plan to include goals and resources.

Joint Solution Development & Co-creation of Value Proposition

• Customer discovery to confirm value "fit" insights and prioritized opportunities.
• Blueprints the value proposition and monetizes it to co-create value.
• Actively works with a cross-functional team to develop an enterprise customer strategy to meet and exceed revenue growth targets by leveraging market intelligence, identifying opportunities within new and existing accounts, and ensuring alignment with company objectives.
• Provides visibility to internal stakeholders for all efforts and action items.
• Manages goals and expectations of a "virtual" team.
• Acts as the commercial leader of the team providing vision and defining roles and expectations to accomplish revenue goals.
• Provides innovative solutions to obstacles and challenges.

Overall Relationship and Outcome Management

• Finalizes the value proposition with the customer which includes working with compliance on any specialized terms and conditions and master supply agreements.
• Targets TCCM opportunities to quantify the value add delivered.
• Executes value and delivers to customer commitments and orders - maintains quality metrics.
• Expands value through overall relationship and outcome management.
• Measures and strengthens the relationship.
• Expands share of wallet and becomes the trusted advisor.

Non-essential Functions

• Coordinates with the SCS Administrators for customer presentations, agreements, and extended services.
• Contributes to Marketing Managers requests for supplier feedback and alignment that lead to an increase in customer share of wallet.
• Participates in conferences and educational opportunities for continuing personal development of relevant knowledge, techniques, and skills.
• Performs other duties as assigned by supervisor or designate.

• Minimum of a four-year engineering degree or the equivalent in substantial technical work experience preferred.
• Minimum 10 years of experience with outsides sales and/or business development as well as experience in inside sales or technical sales role.
• Experience initiating and negotiating agreements highly preferred.
• Must be able to read, write, and speak in English.
• Must have strong knowledge in the Utility/Natural Gas market.
• Prefer strong working knowledge of PC for Windows, Microsoft Office (Excel, Word, Access and PowerPoint), internet, email, and SAP software as needed.

• Must possess strong leadership skills.
• Excellent customer service skills include being courteous, responsive, accurate, and competent.
• Excellent interpersonal, written, and verbal communication, reading, and customer service skills.
• Ability to articulate the value Border Statesprovides to our existing and future customers.
• Ability to effectively plan and organize.
• Ability to understand customer…