The Director, Sales is responsible for participating in the development and execution of business development strategies for the United States and international markets to maximize sales of NuScale’s Small Modular Reactor power plant technology. The individual will help lead NuScale Power’s plant sales opportunities for Public Utilities in collaboration with the Vice President (VP) of Marketing & Communications. Such collaboration will entail the development of market research, marketing, promotional and other related collateral material in support of sales objectives tailored to both short and long range sales opportunities. This position will report to the VP of Sales.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Sales focal point within the Commercialization organization covering all aspects of sales and business development functions. Identify, target and initiate contact with prospective customers. Develop a network of contacts at the senior management and executive level within prospective client organizations.Build partnering relationships with representatives from potential client organizations responsible for the decision making associated with the selection and procurement of nuclear generating assets, and respond to and anticipate potential customer needs.Lead a team in the pursuit of RFQ/RFP introduced to the marketplace by targeted clients. Manage and be responsible for all aspects of the solicitation response including internal pre-bid reviews to ensure timely delivery of a quality response. Directly contribute to the preparation of NuScale responses to proposals. Address recommend solutions that match the customer’s business and financial challenges, including addressing the customer's financial, business, operational and environmental objectives needs and requirements.Ensure the customer and NuScale receive maximum value from dedicated and assigned resources.Effectively present and communicate proposals. Develop presentation content as necessary. Secure major opportunities through the use of financial agreements. Lead or support negotiate with the prospective client as necessary to close the sale.Leverage outreach techniques and marketing and communications tools to gain progressive commitments from the customer. Manage the sales process steps of the pipeline with a focus on completing an opportunity action plan and meeting the milestones in the customers’ buying process.Interface with business development back office support providing direction and input in the conduct of back office activities and support including the development and refinement of NuScale’s commercial processes.Using the customer relationship management system, maintain up to date potential customer information and report opportunity progress as directed.Conduct or lead the performance of customer or market research associated with business development activities.Attend and deliver presentations about NuScale as appropriate at industry conferences, tradeshows, or other similar events or activities.Significant travel approximately 50% of time.Performs other duties as assigned.CORE COMPETENCIES:
To perform the job successfully, the individual should demonstrate competencies in performing the essential functions of this position by performing satisfactorily in each of these competencies.
MINIMUM SKILLS, QUALIFICATIONS AND ABILITIES:
The requirements listed below are representative of the knowledge, skill, and ability required:
Demonstration of strong business and financial knowledge and a comprehensive understanding of the commercial terms and concepts associated with the sale of power generation technologies is required. Nuclear engineer, procure, and construct (EPC) deal structuring and experience is preferred.
Prior responsibility for tendering activities on comprehensive and significant sales proposals (proposals with dollar amounts greater than $50M) to current and prospective customers is preferred. Experience with significant tendering activities associated with nuclear power projects is preferred.
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.
Disclaimer: Employee(s) must perform the essential duties and responsibilities with or without reasonable accommodation efficiently and accurately without causing significant safety threat to self or others. The above statements are intended to describe the general nature and level of work being performed by employee(s) assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and/or skills required of all employees in this classification.