SkyFuel Business Development Manager

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Job description

SkyFuel, Inc. is a small, dynamic company located in Denver, Colorado and is the solar thermal technology division of a large, international corporation. SkyFuel’s current solar technologies includes SkyTrough and ReflecTech, both recognized among the most innovative products in the concentrating solar power (CSP) industry. 

We currently have an opening for a Business Development Manager to support our growth in key global markets. This individual will have direct experience and knowledge of power equipment and power systems and we prefer at least three years in the solar industry. Additionally, the qualified candidate will have a history of technical sales with significant experience in the electric power/utility/renewables fields and have a passion for managing key international strategic relationships. This position will be based out of SkyFuel’s Denver, Colorado headquarters with >25% travel requirement. Although not required, the ideal candidate will have business fluency in Spanish, Mandarin or Arabic.

The Business Development Manager will drive the commercialization of the company’s proven technology and develop/implement strategies for entering new markets with SkyFuel’s products/services. This position will be responsible for managing the entire sales process of complex solar thermal technology from lead generation to contractural close. Experience developing relationships and selling renewable energy technology to utilities, IPPs, and EPCs is a definite plus. The most desired individuals will have mechanical/technical aptitude and training, excellent communication skills with hands-on CRM fluency, contract negotiation experience, and experience in international sales. 

 

Responsibilities:

The Business Development Manager is responsible for achieving successful commercial deployment of SkyFuel products/services: 

  • Management of the project pipeline. Complete understanding of individual project status, schedule and technology choice,

    In my capacity as a project manager at Bluewolf, as well as throughout my entrepreneurial career and more recently at Vision Chemical Systems and Clear Comfort I have enjoyed maintaining project pipelines. Much to my partner's chagrin, I constantly think and talk about the various people I work with and how their sales cycle is progressing because I enjoy my work and the people I work with, even when they're challenging.

  • Tracking the pipeline through SalesForce and providing weekly updates to all opportunities, leads and sales projections,

    I LOVE Salesforce. I've loved it since I made the choice to use it over Goldmine (dating myself a bit there...) in 2003 at KLD. I've never looked back and I enjoy it today through the lens of my work at Bluewolf. I'm fanatical about tracking my Opportunities and Lead activity because I understand first hand and from managing teams of sales people the impact that has on outcomes and commissions.

  • Negotiating contracts related to strategic agreements, joint ventures, technology licensing and manufaturing partnerships,

    Conflict and Negotiation was my favorite course in my MBA program. I'm good at it, but not in the zero sum way most people perceive negotiation; I'm always looking for and often finding ways to grow the pie: creative ways to find pareto optimal outcomes for everyone. I have written, read, and proofread my fair share of contracts and strategic agreements and tech licensing agreements and put together manufacturing partnerships as part of Mana Mushrooms and X-Lint to name a couple.

  • Managing new and existing customer relationships through in-office sales meetings, calls, and in-person visits,

    This is where I shine. I love working with people and thrive on face time, phone calls, and communication. I'm an exceptional listener, which comes in handy for sales as well as maintaining existing customer relationships. It's not something that can be faked -- I'm genuinely interested in my prospects and customers. They can hear it through the phone and they can see it in my face and in my follow-up. Part of what I love about live customer-facing interactions is that you have to think on your feet and you're being evaluated. My customers have remarked throughout my career that I really listen to them and hear what they're trying to say and that they appreciate my authenticity. 

  • Creating and managing a process for reliable lead generation,

    I've done this again and again along my career path. One of my favorite parts of sales is creative prospecting and lead generation. I look forward to finding out how my network of energy professionals can contribute to the process but even without them, I've always had a knack for finding opportunities. 

  • Maintaining and organizing all collateral and assets that will be used for external communication purposes in the territory,

    A little birdie told me you guys use Salesforce -- problem solved. Between Salesforce Files and Google suite, we'll have communications humming in no time! 

  • Plan and attend conferences, and professionally represent SkyFuel at selected events,

    Once again, I shine in person and enjoy pressing the flesh at tradeshows, conferences, panels, etc; bring it on! 

  • Support SkyFuel management in strategic discussions in the region.

         I have always enjoyed business strategy. When I'm out hiking in the mountains, that's the headspace I'm in;                 thinking about how to improve on processes, new applications for products, ways to enter new markets or                     means of reinventing presence in existing ones. These latent cycles drive my innovative engine to hit the ground           running at the next meeting.

Job Requirements:

  • Bachelor’s degree in an engineering, science or business field. (MBA preferred)

    I have an MBA in sustainability and entrepreneurship and have worked in applied fields as described in my cover letter and above. I believe the combination of experience and the nature of my interest in energy, specifically, meet this qualification. Consider also that X-Lint was my original idea, executed with the help of engineering students and MBA teams to ultimately win the Wal-Mart Better Living Business Plan competition at the annual Net Impact conference.

  • 10+ years of business development/sales/marketing experience, ideally with a focus on advanced or energy technology

    Over my 15+ years of sales/BD/entrepreneurial-focused experience, I have had opportunities to focus on systems design with ZERI and my applied Mana Mushrooms venture, EVs with Project Get Ready at Rocky Mountain Institute and emerging technologies at E Source. I have also sold energy and water savings value propositions with both Vision Chemical Systems and Clear Comfort. Perhaps the most esoteric experience came with POINT380 and their boutique sustainability consulting practice, advising corporates on renewables strategies and energy efficiency investment portfolios. 

  • 3+ years of experience in renewable energy

    See above and throughout the blog. I'm passionate about renewables and have put in the time at RMI, E Source, POINT380 and elsewhere. 

  • Demonstrated ability to build strategic partnerships across organizations

    In addition to the UniFirst example while I was at Vision Chemical Systems, I also structured a partnership between Grass Commons and 1% For the Planet.

  • Strong presentation skills with effective verbal and written communication abilities

    Throughout the CU MBA program, our team consistently won top marks in the class for our presentations. Where the rubber meets the road in a sales capacity, I have always delivered for my company. When I had a flimsy folder with a few printed sheets at KLD to sell 20- and $30,000 services, I'll admit I felt underwhelmed by my own marketing presentation, but I never had a question or a doubt about our service and the prospects could tell. Likewise at Clear Comfort, I knew the product and the chemistry and I showed up to have engaged conversation and present professionally. I close business, I know my stuff, and my teams win.

  • Exceptional time management, prioritization and organizational skills

    Whether as an entrepreneur or a salesman carrying a bag, you don't make six figure income without having these skills dialed. I make good use of my time and am able to manage extensive priorities without missing a beat. My organization is not always something everyone else can follow, but my methods serve me well. 

  • Attention to detail, analytical, with problem-solving skills

    If it didn't pay so poorly, I'd consider being a copy editor; I have an eye for typos and attention to detail that is sometimes infuriating to those who would rather leave something good enough. I'm the guy who turns the screws so they are all aligned because I know. Problem solving is my jam. Again, much to my partner's chagrin, I have the classic male problem-solving drive... much to her delight, I'm very good at it.  

  • Excellent verbal and written communication, collaboration and organizational skills.

    See above. From an objective perspective, I scored in the 99th percentile on the GMAT verbal section. I like words. I'm good with them. I enjoy communicating, whether it's listening or using just the right words for the circumstance. 

  • Extensive experience with CRM systems, complex spreadsheet analysis, and desktop publishing applications 

          I love Salesforce.com. I've used others, but it is hands-down the best. Colleagues alongside whom I've sold on              teams have joked about how much I love Salesforce -- without it, I understand how much is left on the table. I              prefer elegant spreadsheets to complex ones, but I've had my fair share of nasty pivot tables, V-lookups and                  sensitivity analyses through the MBA program and my career.  

There is no perfect fit for any job. I'm working on problem-solving that challenge with BetterFit. That said, I think I'd be a fantastic candidate for this position. I have the skills and experience you're looking for and much, much more.