Commercial Business Development Director

Company Description

Unirac is a national leader in the solar PV structural mounting industry. We enable our customers to power the world with clean, abundant energy by creating dependable, innovative mounting solutions. Unirac is a fast-paced work, collaborative environment and is growing rapidly with many changes and new opportunities arising regularly.

Company Culture

High performing, ethical culture centered around an entrepreneurial spirit and challenging work.

Job description

The Commercial Business Development Director is responsible for expanding business volume and significantly growing our account base in the C&I market, with a specific focus on large-scale, premier EPC/Developers or large project portfolio customers. In addition, this role will provide input and direction to the organization on what is needed to win in C&I on a broader scale, to help define and shape the organization.

Primary Responsibilities

Develop large commercial developers / EPCs.

• Establish contact, build relationships, and develop new business with top-tier EPCs and Developers.

• Identify and capture account organization, key contacts, and functional individuals who will influence decisions.

• Lead opportunity discovery and management of opportunity pipelines in each account.

• Follow Korn Ferry LAMP and Strategic Selling principles.

• Determine and lead overall strategy to develop and win account pipelines.

• Determine best channel strategy and negotiate supply & SPA agreements.

Provide leadership and direct account coverage with internal resources to support C&I Account strategy

• Coordinate with leadership to strategically develop and grow new C&I accounts.

• Own relationships and account support strategies for established C&I accounts.

• Report regularly on key account onboarding milestones and account relationship goals.

• Communicate strategy and set expectations for support activities for other internal functions – Commercial Project Managers/Commercial Support, Engineering Services, Account Managers, etc.

• Implement recurring QBR/account reviews with key customer leadership teams.

Help define and organize C&I processes and activities across the organization.

• Define support activities and roles needed to support coverage of C&I accounts (Proposal origination, Opportunity follow-up, the process to get the solution right).

• Drive opportunity management and follow-up process – how to track individual bid opportunities vs. total account pipeline strategy.

• Determine hand-off points – when does CPM directly handle, when does Regional Team handle, or when does another internal role handle?

• Drive the requirements for the development of Commercial “programs” that are missing or need development (tools, software portals, integration into bidding, etc.)

Education

• Bachelor's (Preferred)

Experience

• Sales Experience: 3 years (Preferred)

• Business Development: 3 years (Preferred)

• Solar Projects: 2 years (Preferred)

Benefits

• Competitive Compensation Package

• Alternative work schedules

• Affordable Healthcare Benefits Package (Medical, Dental, Vision, Disability & Life/AD&D insurance, 401K)

In compliance with federal law, all persons hired will be required to work in the United States and to complete the required employment eligibility verification form upon hire.