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Business Development Mgr-Energy Storage
San Diego , California
October 18, 2017
Responsibility level: This position serves as the market leader and is responsible for the successful development and delivery of the Distributed Energy Storage (DES) sales plan. Develop and manage relationships with channels, customers and facility owners in the behind the meter energy storage market segment. Support and capture energy storage sales and bundled solutions within the commercial & industrial markets. Develop new channels with Independent Power Producers (IPP) and Solar Developers. Responsible for participation in successful customer projects of Energy Storage Systems to meet business team financial goals.

Typical Duties:
  • Responsible for developing and executing an annual business plan which includes a strategic plan, financial plan and sales plan
  • Work with DES marketing team to raise awareness of DES in local markets
  • Support Building Technology and Services business with training and go-to-market support
  • Conduct specific analyses that address opportunities and threats at the customer / account level using Target Account Selling (TAS) tool
  • Collect and disseminate the Voice of Customer (VOC) needs and requirements including system performance and cost
  • Utilize SalesForce to develop and maintain a robust sales pipeline based on high probability sales and accurately forecast amount and timing of sales for SES
  • Lead the modeling of customer value based upon load, utility rates, regulations and incentives to determine optimum storage system solution and best customer value proposition
  • Develop and maintain an RFP, RFI and RFO tracking system for large projects with requirements and deadlines and provide insights impacting the DES hypothesis, develop go/no go criteria for DES
  • Develop responses to customer Request for Proposals (RFP)
  • Lead relationship with market-centric industry organizations
  • Assist in other tasks related to Market Development and Market Shaping activities such as engaging government regulators, financing entities, utilities to accelerate the uptake of the energy storage market
  • Conduct team cadence meetings and drive communication to ensure program milestones meet customer and business team expectations
  • Support and/or develop partnerships and alliances and identify acquisitions or organic investments in technology or capability-building
  • Bachelor's degree in technical field with MBA preferred
  • 10 years of experience in energy efficiency, clean-tech, utilities sector or related field
  • Proven performance with business development, sales and bid strategy
  • Experience with complex projects with customer facing elements
  • 75% travel required

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