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S&C Electric Company · 5 days ago

Business Development Director

United States

Full-time

Onsite

Director/Executive

$151K/yr - $200K/yr

10+ years exp

S&C Electric Company is a trusted leader in the electrical industry with over a century of innovation, dedicated to transforming the grid for reliable power. The Business Development Director will lead strategic pipeline development and drive the adoption of S&C's grid automation solutions, collaborating with internal stakeholders and engaging with customers to shape product offerings and enhance market growth.

ConsultingCyber SecurityElectronicsEnergyManufacturing

Comp. & Benefits

Responsibilities

Proactively monitor market sizing, accessibility, industry trends, competitor activities, regulatory changes, and emerging technologies and markets to evaluate risks and opportunities to maintain a competitive edge

Utilize market insights to develop and update business development strategies that address the market, inform product development initiatives and direct sales activities

Build and nurture a network of industry contacts to stay informed and abreast of political, economic, social, technological, regulatory, and environmental factors driving customer decision-making

Facilitate and promote external workshops to discover customers' current and future business capabilities with the goal of identifying, prioritizing, and measuring key business value drivers

Identify target customers and key players in the ecosystem by categorizing customers according to their relationship strength, financial robustness, appetite for innovation, and other relevant indicators. Use this information to develop strategic multi-functional offerings and initiatives

In collaboration with sales, engage directly with customer teams, up to and including executives, to understand their challenges and goals and develop actionable strategies to address these challenges

Prepare and present visionary business cases and educational collateral to articulate the strategic and financial value of grid automation solutions for C-suite executives

Quantify and communicate the long-term value realized from S&C’s grid automation investments to support transformational capital decisions

Work closely with key stakeholders to help define target customers and prioritize sales initiatives, based on value creation potential, relationship strength and opportunity size

Influence internal buy-in for a cross-function sales capture approach that clearly identifies roles and responsibilities across S&C

Partner with Sales & Sales Enablement teams to develop playbooks for different scenarios to move the customers forward

Engage and collaborate with PSS as needed to facilitate streamlined change management plans for customers, ensuring they have the support and resources necessary to deploy S&C’s grid automation solutions

Actively engage with the product development and product management team to influence product roadmaps and serve as the customer's voice by participating in various steering committees

Provide recommendations and business cases for product features and customisation based on customer insights and feedback

Oversee and manage the pipeline for customer product trials, ensuring seamless execution and timely feedback to product teams on performance and improvements

Partner with sales as a trusted advisor and consultant to lead the early stages of business development activities

Lead major high-value/high-stakes business development initiatives for the assigned region/customers, acting as the owner of business development activities and a key decision maker for new development projects in the region

Act as a direct partner to Regional Vice Presidents and Regional Directors, ensuring alignment of business development initiatives with regional sales strategies

Collaborate across assigned regions to drive the adoption of S&C’s grid automation solutions

Attend and present updates at regional sales meetings, providing comprehensive updates on high-priority activities, updates, etc

Role model Salesforce best practice, maintaining timely and accurate records of business development activities, customer interactions, and pipeline management

Represent S&C as a thought leader at conferences and industry meetings to enhance brand positioning and market reputation

Provide training and consultative support to internal teams, fostering consultative selling capabilities across the organization

Travel as needed (primarily domestically with some international travel) to support business development activities

Entertain customers during and outside of business hours, as appropriate, to establish customer relationships necessary to propel relationships and opportunities forward

Understand and comply with all applicable Company policies and rules

Qualification

Business DevelopmentElectrical Power SystemsMarket InsightStrategic PlanningSalesforceFinancial AcumenProject ManagementAnalytical SkillsCommunication SkillsInterpersonal SkillsProblem SolvingOrganizational SkillsPresentation Skills

Required

Bachelor's degree in Engineering, Business Administration, or a related field

Valid driver's license in good standing and clean driving record

Typically ten (10) years of progressive experience in a high-level business development role, preferably within a utility or related industry

Proven track record of success in business development and partnership with sales teams to drive the adoption and large-scale deployment of company solutions

Expert knowledge of electrical power systems and distribution networks, including medium voltage switchgear and lateral automation solutions

Comprehensive understanding of S&C's solutions with the ability to assess and synthesize S&C solutions with customer needs to develop integrated solutions

Proven ability to identify and prioritize business opportunities, develop compelling business cases, and influence high-level decision-making processes

Able to prioritize the buyer's voice, understand their drivers and anticipate their behavior through active listening, cognitive decoding and perspective-taking

Advanced business acumen, entrepreneurial approach, and analytical skills with the ability to use and analyze data to drive informed decisions, problem-solve complex issues, and leverage data and learnings to drive continuous improvement

Advanced financial acumen and numerical ability to understand the financial landscape of S&C's competitive environment

Excellent communication skills, (written, verbal, listening, and presentation) able to liaise with internal and external stakeholders at all levels, from senior executives to support staff

Creative, persuasive, and compelling in communicating how solutions meet the needs of customers and comfortable presenting to a variety of audiences, both small face-to-face interactions through large conferences and formal presentations

Exceptional interpersonal skills to establish meaningful relationships built on mutual trust and respect, navigate and resolve conflict, moderate behaviors and foster collaborative working relationships amongst a diverse audience

The ability to travel as required

Preferred

Master's in Engineering, Business Administration, or a related field

Advanced organizational, planning, and project management skills, coordinating internal and external resources, creative problem-solving when obstacles arise, and juggling a heavy volume of diverse projects, including both strategic and tactical assignments

Demonstrated experience in CRM systems (Salesforce desirable) maintaining and leveraging data for reporting purposes

Proficient computer skills, including experience using Oracle and Microsoft Office suite (Excel, Word, Outlook)