Director of Regulated Utility Sales
at
Confidential
in Portland, Oregon
posted by Search Firm
Published at 08-31-2010
Share
The Director of Regulated Utility Sales based in Los Angeles Area owns relationships for sales to regulated businesses of utilities, and has responsibility to develop, communicate and close sales to regulated utilities:
• Regulated Utility Sales Business Plan. Develop and execute a business plan for the sale of Client HCPV Power Generation Systems to the regulated operations of investor-owned utilities and public-owned utilities, including periodic sales and pipeline forecasting.
• Develop Strategies by Utility. In first ninety days, develop short, intermediate and long-term sales strategies, by targeted utility.
• Customer Relationships. Identify stakeholders in the regulated utility sales cycle, and gain access and build relationships with key decision makers at regulated utilities.
• Product Positioning. Work with the Director of Marketing to educate utilities to the benefits of Client's HCPV power generation products in utilities' generation portfolios.
• Communication of Customer Needs. Communicate customer requirements to departments within Client, including engineering, manufacturing and project finance; participate in product roadmap planning; develop solutions to customer needs.
• Pipeline Development: Develop a significant, multi-year pipeline of orders for equipment and turnkey power generation stations.
• RFP Responses. Evaluate and manage responses to equipment and turnkey power generation station RFPs.
• Close Sales. Own the sales closing process; coordinate between the customer and Client all elements necessary to complete sales.
• Management of Regulated Utility Sales Staff. Develop a plan for, hire and manage a regulated utility sales staff, as company business needs require.
The successful candidate will be able to own and direct all aspects described above, in a hands-on manner and provide sales leadership, positioning the Company as the preeminent choice for HCPV technology for regulated utilities.
Background:
• 15+ yrs experience, BS or BA required, MBA preferred
• Minimum of 5 years experience in a regulated utility industry, preferably with electric utilities in the Southwest United States
• Minimum of 10 years sales experience, including sale or development of large, complex projects
• Minimum of 5 years sales management experience
Personal Attributes:
• Motivation: Must be ambitious, like to work hard, be highly motivated, and able to work in a fast-paced environment. Must share the senior management team’s vision of building a world class, global solar business. Client will be an intense work-hard, play-hard environment
• Leadership: Proven track record of leadership, including mentoring, coaching, and the development of staff
• Integrity: Has highest standards of integrity reflected in all external and internal communications
• Communication: Exceptional communicator in written, graphical and oral forms, with a collaborative and flexible style. Possesses innate creativity and vision that can translate to a world class marketing portfolio.
• Personality: Self-motivated, high energy, respectful, honest, hard-working and loyal team player.
• Regulated Utility Sales Business Plan. Develop and execute a business plan for the sale of Client HCPV Power Generation Systems to the regulated operations of investor-owned utilities and public-owned utilities, including periodic sales and pipeline forecasting.
• Develop Strategies by Utility. In first ninety days, develop short, intermediate and long-term sales strategies, by targeted utility.
• Customer Relationships. Identify stakeholders in the regulated utility sales cycle, and gain access and build relationships with key decision makers at regulated utilities.
• Product Positioning. Work with the Director of Marketing to educate utilities to the benefits of Client's HCPV power generation products in utilities' generation portfolios.
• Communication of Customer Needs. Communicate customer requirements to departments within Client, including engineering, manufacturing and project finance; participate in product roadmap planning; develop solutions to customer needs.
• Pipeline Development: Develop a significant, multi-year pipeline of orders for equipment and turnkey power generation stations.
• RFP Responses. Evaluate and manage responses to equipment and turnkey power generation station RFPs.
• Close Sales. Own the sales closing process; coordinate between the customer and Client all elements necessary to complete sales.
• Management of Regulated Utility Sales Staff. Develop a plan for, hire and manage a regulated utility sales staff, as company business needs require.
The successful candidate will be able to own and direct all aspects described above, in a hands-on manner and provide sales leadership, positioning the Company as the preeminent choice for HCPV technology for regulated utilities.
Background:
• 15+ yrs experience, BS or BA required, MBA preferred
• Minimum of 5 years experience in a regulated utility industry, preferably with electric utilities in the Southwest United States
• Minimum of 10 years sales experience, including sale or development of large, complex projects
• Minimum of 5 years sales management experience
Personal Attributes:
• Motivation: Must be ambitious, like to work hard, be highly motivated, and able to work in a fast-paced environment. Must share the senior management team’s vision of building a world class, global solar business. Client will be an intense work-hard, play-hard environment
• Leadership: Proven track record of leadership, including mentoring, coaching, and the development of staff
• Integrity: Has highest standards of integrity reflected in all external and internal communications
• Communication: Exceptional communicator in written, graphical and oral forms, with a collaborative and flexible style. Possesses innate creativity and vision that can translate to a world class marketing portfolio.
• Personality: Self-motivated, high energy, respectful, honest, hard-working and loyal team player.
