Technical Business Development Manager

Technical Business Development Manager

For more than 65 years, we've turned big ideas into solutions that help protect homes, strengthen businesses and build a more resilient, efficient, sustainable energy future.

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The Technical Business Development Manager (BDM) is responsible for supporting the front-end growth of Generac's Residential Energy Technologies with the 3,000+ Electrical Utility Providers in North America. In this role, they are responsible for driving the acceptance and adoption of new switch gear (transfer switch) technologies with the utility providers service areas in their given territories. The BDM must be able to technically represent our products, project manage numerous submittals at once and serve as a key liaison upon product approvals with our internal Marketing and Sales teams for market introduction.

This role will work closely with our Product Management team and other residential commercialization stakeholders such as Marketing, Sales and Engineering.

Role will require extensive travel on the front end, remote work locations are limited to: TX, FL, PA, NC, VA, GA.

Responsibilities:

• Partnering with electrical utilities.
• Building and maintaining relationships with key utilities and identifying lead contacts responsible for reviewing new products/technologies.
• Developing a documented library of review process/procedures for each respective utility and disseminating them to stakeholders.
• Preparing, entering and tracking the progress of review submissions.
• Working with Authority Having Jurisdictions (AHJ's) and utility permitting process, ensuring NEC utility compliance.
• Coordinating technical reviews of products with internal Generac teams as and when required.
• Developing and maintaining project schedule for each submittal.
• Capturing, quantifying and assisting in prioritizing product updates/alterations that may be needed.
• Finalizing approvals and directing the involvement of cross-functional personnel within Energy Systems to meet performance objectives and customer expectations.
• Coordinating and leading the introduction of approved products with Product Management, Marketing and Sales teams.
• Collaborating with Product Management in new product development cycles by helping to specify new product requirements and identifying commercialization efforts to reflect areas of new opportunities in the markets they serve.
• Leading or attending technical trade shows, meter school conferences, inspector trainings, and other industry events as required.
• Conducting research to identify new markets and customer need.
• Developing a strong understanding of company products, competition in the market and positioning. Following the latest industry developments and stay current on corporate competitors.
• Maintaining knowledge of industry trends, technologies, and regulations to ensure the company is staying ahead of the curve.

Minimum Job Requirements:

• Bachelor's degree in business, Marketing, Engineering or equivalent work Experience
• 5+ years of business development or other sales / account management experience.
• Previous experience establishing business to business relationships in a technically oriented industry.
• Prior account management experience, specifically, working within a territory and leading a region according to their organization's growth metrics / expectations.
• Prior experience collaborating with cross-functional leadership teams.
• Prior experience managing / leading projects and tracking to timelines, costs and other key project measures.

Knowledge / Skills / Abilities:

• Ability to travel up to 60-70% initially with a reduction in required travel over time (down to ~25-35%).
• Familiarity with utility meter technology and compliance standards.
• Knowledge of the residential electrical safety groups, standards and applicable requirements (e.g. NEC, UL, IAEI, IEEE, OSHA, etc.).

Preferred Job Requirements:

• Master of Business Administration or Bachelor degree in Electrical Engineering
• Various residential electrical certifications / licenses; e.g.:
• Certified Electrical Contractor (CEC)
• Master Electrician (ME)
• Residential Electrical Inspector (REI)
• 7+ years of business development or other sales / account management experience.
• Previous experience working within the residential electrical industry or managing / developing residential electrical technologies.
• Prior experience developing relationships within the residential electrical industry.
• Experience working with, attending and/or partaking in residential electrical standards groups / committees.
• Knowledge of residential generator and energy storage systems.
• Excellent time management and the ability to breakdown large workloads and/or tasks into something manageable and achievable.
• Excellent preparation of sales materials and presentation skills.
• Excellent negotiation skills.
• An understanding of interests / motivations of utility operations.
• The ability to identify, uncover, and help prioritize new areas of financial / business opportunity.
• The ability to manage long (potentially multi-year e.g. 1-2 year) project cycles, seeing through to closure.
• Knowledge of internal processes and systems that support the introduction of new products / technologies within key channels / accounts.
• Self-starter, independent and internally motivated with a drive to win.