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VP Business Development

Company Name:
Upwind Solutions, Inc.
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The Vice President of Business Development is responsible for driving and delivering sales orders. This position will develop a detailed analysis of the market, segment the customer population, analyze the competitive landscape, develop positioning strategies and target key markets and segments of those markets with market communications and sales campaigns. The VP will leverage a sales team, marketing staff and business leadership to provide operational and technical support. The focus of this position is to build sustainable and profitable growth through the development of an Orders Pipeline and Backlog. The VP will develop and implement global expansion plans, as well as consolidation strategies. This position is based in San Diego, CA and requires extensive travel, up to 50% of the time.
RESPONSIBILITIES
o Build relationships and drive revenue through sales of UpWind's products and services at assigned customer accounts - requires extensive travel.
o Analyze the competitive landscape in all key markets and assess the relative position of UpWind Solutions vs. all of its competitors. Understand portfolio of offerings, differentiators, value propositions, growth strategies, scale and movement in the market. Work with the P&L Leaders to develop strategies by segment or region or business to differentiate UpWind Solutions, where differentiation equals greater customer value through scale, technology and portfolio delivering enhanced Return On Investment for UpWind customers.
o Design, implement and manage a regional sales and marketing organization that can execute the sales strategy developed through extensive market analysis. This model needs to be scalable to address global expansion opportunities.
o Identify market opportunities and/or gaps in the UpWind Solutions portfolio that can be plugged through in-house new product development or M&A.
o Develop innovative approaches to structuring and selling UpWind Solutions offerings and associated commercial terms. Being innovative with ''how'' the business sells and executes, as well as ''what'' the business sells.
o Contact new and existing customers to discuss their needs, and to explain how these needs could be met by specific products and services. Answer customers'' questions about products, prices, and availability.
o Emphasize product features based on analyses of customers'' needs, and on technical knowledge of product capabilities and limitations with market communication and sales tools.
o Shape demand and reframe customer's thinking by bringing new insights--ideas for saving money or making money or avoiding risk--that customers themselves hadn't even realized.
o Making decisions and solving problems -- obtaining and analyzing information, evaluating results to choose the best solution and solve problems.
o Adhere to sales process, maintaining and updating customer records, documenting sales activities, and forecasting sales orders in computerized CRM system.
o Liaison between field (customers) and product lines to communicate account or project issues to encourage a team response to any issue.
WORK ACTIVITIES
o Getting Information -- Observing, receiving, and otherwise obtaining information from all relevant sources.
o Analyzing Data or Information -- Identifying the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.
o Updating and Using Relevant Knowledge -- Keeping up-to-date technically and applying new knowledge to your job.
o Organizing, Planning, and Prioritizing Work -- Developing specific goals and plans to prioritize, organize, and accomplish your work.
o Selling or Influencing Others -- Effectively communicate the benefits in purchasing our merchandise/goods/services.
o Establishing and Maintaining Interpersonal Relationships -- Developing constructive and cooperative working relationships with others, and maintaining them over time.
o Communicating with Persons Outside Organization -- Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.
o Communicating with Supervisors, Peers, or Subordinates -- Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
o Making Decisions and Solving Problems -- Analyzing information and evaluating results to choose the best solution and solve problems.
o Interacting with Computers -- Using computers and computer systems enter data, or process information.
EMPLOYMENT STANDARDS
Education -
o Bachelor's Degree business or marketing, or equivalent work experience required
o MBA or equivalent experience preferred
Experience -
Ten years of global experience in Power Generation and/or Management Consulting for energy or industrial industry segments. Experience in sales tool development, strategic planning, marketing, sales, regional leadership/development and project execution is required. Must have a proven track record in taking the initiative to lead the development of a region, or new region or new business unit with strategic planning, marketing and sales activity, as well as follow up project execution, managing customer satisfaction. This position requires persistence, dependability, attention to detail, and adaptability. Knowledge of computer software, including usage of CRM systems, MS Word, PowerPoint, and Excel.
License and Driving Record Requirements- Must possess a valid current state license without restrictions.
o Proof of insurance coverage.
o No license suspension or restrictions within previous 3 years.
o No DWI/DWAI/OWI/OUI etc. within previous 5 years.
o No more than three "points" on the motor vehicle report within previous 3 years.
Physical Demands- The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
o Physical Activity: sedentary and light work; regularly sits, uses hands, reaches with hands and arms, walks, bends and stoops; may occasionally lift and/or move up to 25 pounds.
o Hearing: within normal limits with or without use of corrective hearing devices.
o Vision: close visual acuity to perform extensive reading, analyze data, and to view computer terminal with or without corrective lenses; ability to distinguish colors.
o Speech: ability to express or exchange ideas by means of spoken word.
o Manual dexterity of hands/fingers for writing, computer input.
o Work Environment: works indoors and outdoors; when indoors protected from weather conditions and heat controlled 95% of the time; may be subject to outside environmental conditions.
o Travel: ability to operate vehicle and travel to various places
CORE VALUES- Adheres to and has a strong belief in UpWind's Core Values:
Leadership: Leadership guides us to work with integrity to the highest levels of quality and safety. Integrity - Thinks and acts with unyielding integrity at all times. Upholds regulations and follows ethical standards. Safety - Clearly demonstrates and commits to personal safety and the safety of our colleagues and those around us. Quality - Cleary demonstrates and commits to the quality of our products and services.
Teamwork: Through teamwork communicates and shares expertise to achieve positive results. Consistently involves others to work towards common goals and achieve results. Demonstrates consistent communication of ideas, issues and solutions. Listens to other for clarity when needed. Achieves work results through thoughtful planning and productive actions.
Innovation: Uses innovation to optimize the work, how the work is done and creates remarkable solutions. Generates creative solutions to existing processes, issues or work scope. Understands and maintains up-to-date knowledge in their field or work scope. Confidently takes action that moves their performance forward. Seldom procrastinates.
Progress: Always makes progress to deliver great products and services for our customers. Able to think through complex problems, assimilates large data sets and develop clear solutions to complex problem. Uses sound judgment. Consistently states responsibility for their actions including errors and mistakes. Looks for solutions and not excuses. Always works to the best of their ability and looks for ways to improve themselves and their work processes.
CORE COMPETENCIES
Knowledge -
o Technical - Knowledge of power generation operations, maintenance, and general industry information.
o Sales and Marketing -- Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, sales techniques, and sales control systems.
o Customer and Personal Service -- Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
o English Language -- Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
o Computers-- Knowledge of computer software, including commonly used office applications.
Skills -
o Speaking -- Talking to others to convey information effectively.
o Persuasion -- Persuading others to change their minds or behavior.
o Active Listening -- Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
o Time Management -- Managing one''s own time and the time of others.
o Negotiation -- Bringing others together and trying to reconcile differences.
o Service Orientation -- Actively looking for ways to help people.
o Social Perceptiveness -- Being aware of others'' reactions and understanding why they react as they do.
o Reading Comprehension -- Understanding written sentences and paragraphs in work related documents.
o Critical Thinking -- Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
o Active Learning -- Understanding the implications of new information for both current and future problem-solving and decision-making.
Abilities -
o Oral Expression -- The ability to communicate information and ideas in speaking so others will understand.
o Oral Comprehension -- The ability to listen to and understand information and ideas presented through spoken words and sentences.
o Speech Clarity -- The ability to speak clearly so others can understand you.
o Speech Recognition -- The ability to identify and understand the speech of another person.
o Written Comprehension -- The ability to read and understand information and ideas presented in writing.
o Written Expression -- The ability to communicate information and ideas in writing so others will understand.
o Deductive Reasoning -- The ability to apply general rules to specific problems to produce answers that make sense.
o Problem Sensitivity -- The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.
o Inductive Reasoning -- The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
WORK STYLES
o Integrity -- Job requires being honest and ethical.
o Dependability -- Job requires being reliable, responsible, and dependable, and fulfilling obligations.
o Achievement/Effort -- Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
o Leadership -- Job requires a willingness to lead, take charge, and offer opinions and direction.
o Initiative -- Job requires a willingness to take on responsibilities and challenges.
o Persistence -- Job requires persistence in the face of obstacles.
o Self Control -- Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.
o Stress Tolerance -- Job requires accepting criticism and dealing calmly and effectively with high stress situations.
o Adaptability/Flexibility -- Job requires being open to change (positive or negative) and to considerable variety in the workplace.
o Attention to Detail -- Job requires being careful about detail and thorough in completing work tasks.
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