Gary Payne

Examiner
DISC Type : cs

Manager - Business Development at Dominion Energy

Greater Richmond Region, United States

Overview

Gary Payne is a Business Development Manager at Dominion Energy, specializing in utility-scale renewable and fossil-fueled power generation. With an MBA from the University of Utah, he leads project acquisitions, including evaluation, due diligence, and negotiations. His background includes deep expertise in electricity and emissions trading markets.

Described in recommendations as a dependable leader with high integrity, Gary is seen as a thoughtful and knowledgeable contributor to the energy industry. He is an alumnus of both Brigham Young University and the University of Utah, showing strong ties to the region.

Prior to his current focus, Gary was a senior trader managing portfolios in both West Coast electricity markets and EPA SO2 and NOx allowance markets.

Personality Overview

Late Adopter

Status Quo Seeker

Overcautious

They do not like taking risks at all and go for proven options in the end.  They are thorough and always follow a systematic approach. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Renewable Acquisitions
His primary role involves identifying, negotiating, and managing the acquisition of utility-scale solar, wind, and energy storage projects for Dominion Energy.
Energy Markets
Has extensive past experience as a Senior Power Trader for Western US markets and as a Senior Emissions Trader for EPA allowance markets.
Clean Energy Policy
He is involved in projects tied to the Virginia Clean Economy Act and speaks publicly about development timelines and grid interconnection challenges.

Media Appearances

Gary has no verified media appearances

Work History

8-2020
Manager - Business Development at Dominion Energy
2-2017 - 8-2020
Sr. Business Development Manager at Dominion Energy
6-2015 - 1-2017
Sr. Market Originator at Dominion Energy
9-2000 - 6-2002
Senior Emissions Trader at Aquila
11-1997 - 9-2000
Senior Power Trader at Aquila

Education

1994 - 1996
MBA from University of Utah - David Eccles School of Business
1989 - 1994
Bachelor from Brigham Young University

More Information

Social Presence :

Prographics :

Exp : 17 Location : Greater Richmond Region, United States Job Level : Middle Designation : Manager - Business Development at Dominion Energy
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Insights For Selling To Gary

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • Expect them to be slow and cautious, encourage them to ask more questions
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't push them too hard to make fast decisions, give them time
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gary is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Gary

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Gary move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Gary take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Gary

Personality Compatibility


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