Our client is a fast-growing global leader among solar photovoltaic manufacturers and renewable energy companies. Innovative solar research and development are the building blocks of this company, and drive the focus and branding of the firm. Most industry insiders would agree that this technology combines highly efficient power production, minimized environmental impact, and lower costs, which make this firm’s products and solutions extremely competitive. The firm has current manufacturing capacity in Europe with a vision to rapidly expand capacity in North America. Our client is majority owned by a leading international supplier of wafer technology and other engineered substrates. This partnership enables our client to leverage cutting-edge technology and a robust balance sheet against other competitive products in order to supply their customers with the most efficient and reliable photovoltaic energy systems.
With the ongoing boom in renewable energy, this is the opportune time to join a growing, results-driven firm dedicated to becoming a technology leader in this progressive industry. Over the past few years, our client has experienced extraordinary growth which now includes an emphasis on the booming solar market in the Western United States, specifically in California, Arizona, New Mexico, and Nevada. What the company needs now more than ever is a self-motivated, opportunistic business development leader to forge long term relationships with utilities, independent power producers, project developers, EPC firms, and integrators in these target markets. Our client is also interested in building a development portfolio in order to more rapidly expand the sales platform and increase visibility. This strategy must be spearheaded by a versatile professional with extensive experience negotiating equipment supply and project development opportunities in the North American power sector. This individual will no doubt have an integral role in the continued growth and expansion of our client’s global energy business.
Challenges:
This Director of North American Sales will report directly to the Chief Sales Officer. The principal focus for this individual will be to build relationships with utilities, independent power producers, project developers, EPC firms, and integrators across the Western United States in order to secure equipment supply contracts and/or framework agreements. This shall include prospecting and forging strategic partnerships and joint venture arrangements in order to diversify the company’s market penetration. In addition, the Director of North American Sales will be responsible for sourcing and evaluating the acquisitions of late stage solar development projects, particularly in California, Arizona, New Mexico, and Nevada. This person will also mentor and directly manage all sales personnel in the United States.
The critical attributes of the Director of North American Sales will be the ability to establish sustainable relationships with major industry players while developing a high caliber sales organization to execute a dynamic market strategy. He or she must excel at building rapport, articulating value, and closing the deal. The Director of North American Sales must also exhibit profound oral and written communication skills. As an employee, this individual must be a self starter who can thrive in entrepreneurial settings, who understands the value of results-driven performance. As an individual contributor, this person must be adaptable and resilient while always maintaining a confident, professional demeanor. And as a leader, he or she must be conscientious and proactive with an enduring passion for their work.
Job Scope:
- Develop and lead a highly qualified and motivated US sales and business development team to achieve scheduled growth in the US.
- Select and manage market partnership organizations in the US.
- Establish strong customer relationships with key decision-makers in utilities, independent power producers, project developers, EPC firms, and integrators.
- Close sales and deliver a pipeline of projects with long term customers.
- Evaluate and manage responses to RFPs. Coordinate all partner and lobbying initiatives. Coordinate government interactions and responses to grant programs.
- Ensure supply agreements, power purchase agreements, land lease agreements, joint venture contracts, etc are all negotiated in accord with corporate strategy and risk profile.
- Develop an aggressive US sales strategy together with the parent company. Contribute to the corporate development and strategic planning.
- Communicate customer requirements to the parent company and contribute to product roadmap planning and in developing solutions to customer needs.
- Represent the company in the USA.
Education / Experience Required:
- Technical degree in electrical engineering and/or a commercial degree in economics or business administration. MBA and/or other advanced degree a plus.
- Ten plus years (10+) of successful business experience in Sales and Business Development in the US. Experience in the western power markets strongly preferred.
- Experience working in a multi-cultural global company is preferred.
- Extensive expertise in the sales of power plants and equipment, ideally in the renewable energy space. Experience in solar photovoltaics strongly preferred.
- Existing network contacts with business partners at utilities, independent power producers, project developers, EPC firms, and integrators.
- Demonstrated track record of developing strong client relationships, building up new markets, and generating a successful sales pipeline.
- Result-oriented strategic leader with excellent interpersonal and communication skills.
- Strong legal and commercial knowledge with highly developed negotiation skills.
- Exceptional organization skills and ability to ensure timely completion of complex projects.
- Strong command of written and spoken English. Foreign language skills strongly preferred.
- Availability for frequent international travel.
