Our client is a high potential, fast-growing, micro-grid IPP company and has a unique position for a Caribbean Director of Sales and Business Development which will report directly to the VP of Global Sales and Business Development. In this position you will manage a portfolio of clients in the Caribbean whilst being based out of Puerto Rico. Extensive travel is required.
You will be focused on driving business in the rapidly growing Micro-Grid market segment for Mining, Resorts, C&I, and Utilities. You must have knowledge of the utility market, and companies this market serves.

As the ideal candidate, you will be self-starting, hands-on, with expertise in building a qualified sales pipeline, moving sales through a complex cycle, and negotiation & closing large long term contracts. You will have solid experience in Business Development by having developed new markets across geographies and sectors, responded to corporate RFPs, reviewed and negotiated contract terms, worked with Engineering Support, and modelled financial returns for power projects.

As the Sales and BD Director, you will thrive in an environment of constant change, tight time limits and deadlines, and take ownership of delivering sales and customer acquisition. You must be truly “inspired” by working in an entrepreneurial environment and be comfortable taking on responsibilities outside of your immediate prerogative.

You will have the following personal characteristics:
A personal sales “closer”.
A natural leader who inspires others and breathes confidence.
Passionate, highly competitive, hard-working and results-oriented.
Focused on details and winning.
Creative, confident, self-motivated, organized, and hand-on with can do attitude.
Possesses a sense of humor and an outgoing personality.
Team player that can work effectively with a broad range of people.
Maintains the highest ethical standards and integrity for themselves and for the entire
organization.
Offers a unique perspective focused on customer needs and ability to provide insights.
Drives two-way communication by creating plan for each conversation with outcomes
Leverage individual value drivers at each level of stakeholders.
Incorporates economic drivers by understanding customers growth drivers.
Drives momentum by setting action items with timing.
Learns by doing and is curious about expanding high-level financial, legal, and engineering skills.
Effectively communicates internally to support functions (finance, legal, engineering) and incorporates their requirements when responding to customer needs.
Proactively plans proposal/rfp responses by identifying bottlenecks and incorporating
contingencies.
Clearly writes in both English and Spanish and builds a case for the company services
through a document (proposal/rfp response).
Understands the basics of finance (P&L, Balance Sheet) and is comfortable modelling
project returns using a Microsoft Excel model template.
Manages partner relationships (EPC, developers, suppliers) to generate deal flow and
can comfortably discuss partnership terms.

Activities/Deliverable:
Ensures all sales leads are effectively worked from initial lead to closure.
Has the ability to segment time to create own leads and penetrate new accounts.
Effectively and enthusiastically promotes the company value proposition to potential
customers, the market, industry leaders and stakeholders.
Ensures an on-going superior customer experience for current and potential customers
from initial contact to closure and on-going support.
Provides weekly forecast of orders, and reports on key items of interest.
Manage documenting all activities in Pipedrive.com
Respond to and win RFPs (managing RFP response, preliminary modelling, and customer
Engagement.
Perform credit analysis on non-rated corporate off takers.
Build partnerships with key players in select geographies.

Qualifications:
A minimum of 10 years of sales experience with knowledge of power utility market.
A minimum of 2 years of business development experience responding to RFPs.
A BS/BA degree in Business, Engineering, or other related discipline is required. A
technical engineering degree with high business intellect is desirable.
Be able to think strategically and the same time act tactically.
Has the ability to be hands-on and share best practices is critical.
Has a demonstrated ability to design a sales strategy, for complex sales, in early stage
companies is desired.
Has a demonstrated ability to close partnership agreements and corporate RFPs.
Experience selling long term PPA’s.
Awareness and participation in renewable energy and CHP technologies trends and
corresponding effects on both energy markets and distribution deployment strategies.
Demonstrated strong communication skills and executive presence combined with high
energy to drive sales and meet goals.
A demonstrated ability to communicate, negotiate and persuade at all business levels
internally and externally.

Application Process:
Please send your Resume & Dedicated Motivational letter QUOTING THE REFERENCE NUMBER CW1737 to: christina.wright@shawenergyltd.com

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