MBN USA

September 27, 2021

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Vistra’s Castro takes the road less traveled

Gabe Castro is senior vice president of U.S. retail business markets at Vistra Corp. In this role, he leads the company’s retail efforts with all commercial and industrial customers across many U.S. deregulated markets. Focused on driving customer retention and profitable growth, he oversees direct and indirect sales, product development, sales enablement, performance analytics, deal structuring and demand-side solutions.

Castro has spent nearly 30 years in the energy business, working both domestically and internationally, and he has deep experience in both power and natural gas. He and his teams have worked with a variety of customers, helping them meet their energy needs and sustainability goals. He has held progressive roles within the enterprise, helping drive strong, profitable growth of the business markets segment for Vistra.

Castro serves on the executive committee of the National Minority Supplier Development Council Inc. and is also active in the local community with the United Way of Dallas, participating with both the Builder Society and the Tocqueville Society.

Q: Can you tell us a little about your background?

A: I joined one of Vistra’s predecessor companies, TXU Corp., in 1994. Since then, I have had the opportunity to be an active participant in a very dynamic industry — from natural gas to power deregulation to our expansion across the United States.

This industry is a perfect fit for me and my personality. I grew up playing sports, so I love the competitive aspect of our industry and its ever-changing pace. It’s been an incredible ride.

I enjoy the challenge and the satisfaction of meeting our customer needs for safe, reliable and affordable power in an evolving sustainable marketplace.

Q: What is your current position and what does that entail?

A: I lead our business markets team. We are responsible for selling power to all types of customers — from diverse and small businesses to cities to large manufacturing companies. Our teams are tasked with helping customers navigate the energy markets and creating tailored, sustainable and cost-effective solutions for them. Our retail businesses serve over 4 million customers across Texas, the Midwest and the Northeast.

Q: How long have you been involved in the supplier diversity arena?

A: Since I am a sales executive, my path has been a little different than most, but I have always been a corporate diversity champion.

We partner closely with our supply-chain diversity and sustainability team. Together, we work to create a competitive advantage in [request-for-proposal] responses to meet our customer requirements for diversity from a business-driven approach rather than a compliance requirement.

My team and I also support our supply-chain diversity efforts through active organizational participation — from attending events to serving on panels. I was elected to the NMSDC board of directors in 2016. I am the first sales executive — rather than a supply-chain representative — to serve on the NMSDC board, where I am secretary of the executive committee. I am also chair of its governance committee.

Q: What are some of the biggest challenges facing the continued growth of supplier-diversity inclusion?

A: Our corporate culture of commitment to supply-chain and workforce diversity has transitioned through many changes over the past several years, including bankruptcy in 2014, a new CEO in 2016 and multiple acquisitions. And Vistra isn’t alone. Many corporations — particularly in our industry — have gone, or are going, through similar activities and are looking to integrate and rationalize their supply chains.

This [integration and rationalization] means reducing the number of overall suppliers to gain synergies. The challenge is making sure that during these efforts, diverse suppliers are not adversely impacted. Suppliers are being asked to lower costs based on a larger volume of business, and diverse suppliers must have the size and scale to compete in national and global footprints.

Q: What are you most proud of about Vistra’s role in supplier diversity and inclusion?

A: At Vistra, supplier diversity is not a program; it’s an essential part of our business. We have four core principles:

• We do business the right way.

• We compete to win.

• We work as a team.

• We care about our stakeholders.

By making supplier diversity a significant part of the way we do business, it integrates seamlessly with our ability to do business right. We partner with diverse suppliers that help us to be competitive and innovative and provide a return to our stakeholders.

We also hope to earn our diverse suppliers’ business as customers!

Q: What advice do you have for diverse suppliers interested in doing business with Vistra?

A: Four things:

• Know the energy industry: Your services/products will not fit into every energy company. Do research and build relationships with those for which you may be a fit; don’t just focus on getting a contract.

• Know your business: What innovations does your company bring to the table? Be able to articulate them and document the value for the supplier-diversity professional, so he or she can advocate on your behalf.

• Partner with others: Work with other diverse suppliers that may need a partner with your expertise.

• Be patient: Opportunities take time. Just because you hear “not now,” it doesn’t mean “not ever!”

To learn more about Vistra, visit vistracorp.com.