Business Development Manager - United States

About the role

This position is a cross-functional role that integrates several independent teams and functions while seeking to recognize cross-functional synergies between them. The position requires a strategic development perspective combined with a Markets origination focus to drive the organization’s performance within the US. This role is key to coordinating customer activity within and across those regions, and more globally.

Responsibilities

• Lead origination and negotiations resulting in executing commercial contracts with a number of new and existing customers.
• Develop and manage long-term strategic partnerships and framework agreements.
• Be a trusted advisor to the head of strategic accounts, in market segmentation, origination strategies, and collaboration with leadership to implement.
• Facilitate and support the collaborative development and alignment of the global business plan and strategy for identified market segments or channels.
• Develop a multi-year, multi-segment Market Strategy that includes an integrated segmentation strategy and product application/solution roadmap.
• Participate in the annual planning process, provide updates in regular review meetings, and document/manage approvals for the plan.
• Host recurring meetings with key stakeholders to align strategies.
• Lead product adoption ensuring the business success of the product and its applications.
• Manage market entry timing of phase-gated process via product line team format.
• Ensure segment models meet market needs for product applications, resources, skill, process, documentation etc.
• Execute plan to develop and deliver documentation.
• Lead the development of strong and intimate relationships across multiple levels and customer accounts by ensuring:
• Close collaboration between all key-account managers and subject matter experts engaging with the customer.
• Responsibility for supporting supplier qualification and development/maintenance of overarching framework agreements.
• Provides cross-functional and executive reporting of key business metrics and corrective action plans to achieve key performance metrics.

Requirements

• An undergraduate degree is required; MBA or Masters is a plus.
• 5+ years of work experience in business development, engineering, sales, project management or other relevant technical experience.
• Prior experience in utility-scale solar energy industry is required.
• Prior experience living and/or working in multiple geographies is preferred.

Skills/Competencies

• Leadership Skills: Demonstrated experience navigating complex situations in a fast-changing internal and external environment; demonstrated experience in identifying, implementing, originating, negotiating, and executing commercial contracts; experience leading cross-regional and/or cross-functional high-performing teams, with demonstrated results; experience in strategy development, commercial contract execution, managing cross-functional relationships, and obtaining executive management support and approvals.
• Analytical Skills: Demonstrated experience in the core product management analytics: Market/Customer Segment Analysis, Competitive Analysis, Positioning Analysis, Economic Value Analysis, Business Case Analysis, understanding of global power and utility markets structures and decision-making; analytical skills to assess the impacts of regulatory changes; highly detail-oriented and productive.
• Customer/Market Engagement Skills: Demonstrated expertise in engaging targeted customers to acquire and validate key success factors and solution needs; identify market hypothesis/needs; establish commercial and technical long-term partners; negotiate and close commercial agreements; excellent written, oral, and executive-level communication skills; demonstrated excellence in defining/aligning organizational priorities with multiple internal stakeholders; demonstrated excellence in communication of status to objectives; up, down, laterally, and diagonally across the organization.