For our international client, leading company in energy sector we are looking for Market Development Manager Distributed Power.
The person on this position plays critical role in developing potential order pipeline to feed growth of development business. The Market Development Manager will target perspective customers and balance its time between cultivating longer-cycle deals to grow the pipeline, with identifying and helping to close shorter-term, incremental pipeline opportunities to meet OP target. As the vertical expert, you will understand the value drivers of customers and develop economic value propositions and a clear business case for customers, tailored to their specific requirements. As part of the Global Growth & Operations team, Market Development Manager will work closely with Distributed Power organization, Sales, Commercial Operations, Application Engineers. You will also establish and maintain key relationships across the vertical with key customers, influencers, EPC’s as well as develop channels to market together with Development Sales team. You will be responsible for prioritizing call-list, conducting regular sales visits, building and maintaining key customer relationships at decision-maker level, conducting own market analysis for target vertical including customers (target list, strategic accounts, key influencers), competitors, prices, product portfolio, installed base of technologies used, company share and potential revenue value or market share. Candidate at this place need to understand customers’ value drivers, build and continuously verify economic value propositions tailored per customer type (Total Cost of Ownership), be knowledgeable of financing possibilities, subsidies and incentive mechanisms that customers may be eligible for, incorporating those into economic value proposition scenarios and facilitating/supporting the process of application. You will maintain ownership of the target accounts. Build relationship value and the company brand with customers by continuing to mine for unmet needs and linking them to other solutions within the broad company’s portfolio, through co-operation with other firm businesses. Moreover you will take ownership of tendering process for vertical assigned, monitor and report out on progress versus operating plan and implement corrective actions for plan realization. Furthermore you will develop strategic alliance agreements & project structures that drive incremental and long-term business for company, explore new business models if needed (financing, turn-key), provide feedback to other commercial functions such as Product Management, Marketing and Commercial Operations to maximize penetration of customers marketplace. Otherwise you will establish references of new products and innovative technologies.
The ideal candidate has business or technical master degree, at least 5 years experience working through project development process, excellent communication and interpersonal skills, with strong technical aptitude and proven ability to sell a technical solution, persuasive skills to influence decision-making process, ability to clearly present and articulate a value proposition, ability to effectively identify and qualify prospects in new market areas. This person should have also working knowledge of business finance and experience selling products that require capital budgeting, ability to quickly assess the financial willingness of a customer to undertake a project, ability to develop and grow relationships at multiple levels internal and external, high level of integrity. This candidate should be a self-confident, creative thinker who can contribute to overall sales development strategy, a self-starter with ability to work with little direction and within a team environment where performance of others affects success, results-driven with a sense of urgency and strong follow up skills. Previous experience working with SFDC tool and management of opportunity pipeline is a must. Just like the fluent English and native Polish or Romanian. The MBA would be an advantage.
ul. Złota 59, 00-120 Warszawa
tel: +48 22 584 5650
fax: +48 22 584 5651