Kevin Fitzgibbons Explores Ways NRTC Can Grow Closer to Members

NRTC recently promoted Kevin Fitzgibbons, a member executive since 2018, to senior director, Sales Operations and Regional Business Development. In the new position, Kevin will carry on his former activities to manage teams that support outreach nationally to NRTC members and find new business opportunities.

He is adding the duties of regional business manager (RBM) for electric cooperatives in the eastern states. By combining the functions, NRTC can continue to increase communication with all its members while assigning someone an experienced representatives who is committed to our member on the East Coast.

NRTC has RBMs who travel the nation and meet with members to discuss co-op needs in terms of smart grid systems, broadband connectivity, internet services, and mobile coverage. But because we have so many members that are spread out so far, often those discussions are limited to the highest levels of the rural service providers’ organizations. Managers in other parts of NRTC member companies may be unaware of NRTC and its capabilities.

Kevin, in his previous role, has built an NRTC team that looks for chances to get better acquainted with members’ larger organizations. “We have ongoing outreach with all the different employees … all the member services, engineering, operation, even HR, the executive levels. I want to have continued and ongoing and targeted outreach for all of them,” he said. CEOs make the decisions, but often with important input from staffers who have significant industry, technical and local market experience.

By adding the role of Eastern Region business representative, Kevin can test how CEO access combines with his team’s improved knowledge of co-op staff potentially improves NRTC’s relationship with the members.

One example might be key accounts. A co-op might serve entities that require large amounts of reliable electric power – hospitals, school campuses, manufacturing plants, military bases and others. NRTC has tools to help co-ops meet their requirements. Closer contact with member staffers working those accounts could open possibilities.

“There’s a really good chance that a key account has asked the co-op about microgrids, storage and resiliency solutions. And there’s a chance that the co-op doesn’t have the expertise or time to foster the strong vendor relationships to support that conversation,” Kevin said.  “I’m letting them know, we can support that conversation.”

First, NRTC and its microgrid partners have the equipment and know-how to assist in back-up power systems installation. By working with NRTC’s Pivot, the member can develop strategies for approaching key account holders and maintaining a strong business relationship with them. NRTC and co-op staff working together could find other creative solutions.

Coming out of college, Kevin was an English major, and over time found that he had a knack for finding business opportunities at technology companies. “I was good at understanding the applications and understanding whether I had a technology that was a good fit for that application,” a skill that remains useful today.