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Director of Solar EPC Business Development

Location: Jersey City, NJ, United States
Date Posted: 09-26-2017
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The Director of Business Development is a self-starter who has had experience managing and coaching a sales team and has had proven success closing solar EPC service in the grid-tied utility scale solar space and has established relationships with utilities, IPPs, and developers. The candidate is highly customer-focused and has proven his or her ability to effectively negotiate the technical, commercial, marketing, and customer-facing aspects of a typical sales cycle. The ideal candidate has successfully led EPC contract negotiations and has an ability to effectively synthesize and communicate to the customer the various technical, legal, and commercial points encountered in a typical EPC contract.  The candidate must be a creative and abstract problem-solver with a detailed knowledge of the solar project development and EPC process, and be able to filter through potential opportunities to identify those with the highest probability of closing. The candidate will need to be willing to travel extensively to customer meetings and needs to be comfortable in a customer-facing role.  The candidate will also need to be comfortable with the economics of solar and should be comfortable building and working with project financial models in excel.
  • Represent the Company with the highest level of professionalism to customer, suppliers, and investors.
  • Lead and help to shape the overall sales and marketing strategy based on market knowledge and experience and client feedback.
  • Develop and maintain major customer relationships to ensure we are continually perceived as a best in class provider of solar EPC services.
  • Deliver profitable revenue growth through aggressive sales that meets or exceeds business targets
  • Build, coach, and manage existing EPC business development team, providing valuable guidance and support throughout the typical sales cycles.
  • Act as a sales-intermediary between our Business Development Managers and Executive Management in ongoing sales opportunities.
  • Develop creative solutions to situations that arise in ongoing sales opportunities with minimal guidance from executive management, ensuring that solutions fit within the established risk parameters.
  • Actively seeks creative ways to secure new and profitable business through new customer relationships, expanding on existing customer relationships, development partnerships, or other outside the box strategies.
  • Maintain a working expertise on policy, rate design, and incentives in all relevant markets to ensure we are pursuing opportunities in the most efficient and effective way possible.
  • Develop a close working relationship with various functional areas and project teams, including engineering, procurement, estimating, legal, and project operations.
  • Lead negotiations on EPC contracts, which includes effectively communicating our positions on all technical, legal, and commercial points to customers and seeking out mutually beneficial paths forward on any contentious terms that fit within the established risk parameters.
  • Identify new markets or customers that will allow us to continue to grow the business in both traditional and nontraditional ways.
  • Leads due diligence on new customers and opportunities to identify high probability opportunities and avoid low probability ones.
  • Deep existing knowledge of the solar project development process in order to help identify high probability opportunities and identify ways we can best assist our customers given the development status of a given opportunity.
 
QUALIFICATIONS
  • General management skills including appropriate knowledge of employment law, finance, and contracts.
  • Ability to multi-task and manage effectively in a deadline-driven, challenging environment – accurate and calm under pressure
  • Exceptional professional communication and presentation skills
  • Experience in building and managing a team in a growth environment by assessing, recruiting and developing team
  • Contract negotiations experience and a working knowledge of major commercial, legal, and technical risks associated with EPC contracts.
  • Financial acumen – solid understanding of economic value proposition analysis; project finance experience a plus
  • Market strategy – assess market, target segments and develop market attack plan to execute
  • A solid understanding of the renewable energy development processes, from project origination, to development, financing, EPC, and operation.
  • Relationships with major buyers of EPC services within the United States including IPPs, utilities, developers, and investors.
  • BS/BA Degree with MBA Preferred
  • 10+ years of demonstrated leadership success in energy project development or EPC business development – solar experience is a significant plus.

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