POSITION PURPOSE
The Global Business Development Director – Hydrogen will lead the business development of our global Hydrogen business, a strategically important, fast-growing market for BAC. Through focusing on Hydrogen market development and building strategic partnerships, the Global Business Development Director –Hydrogen will be responsible for developing new customer and partnership opportunities for the hydrogen (and related processes) cooling market, building a robust customer pipeline. They will work closely across all BAC regions and 3rd party consultants and will report to the VP of Business Development.
Leading this important growth initiative will require you to bring industry-leading expertise and best practices that are biased toward customer solutions and satisfaction. Our ideal candidate will be trusted to dive right in, take the lead, use initiative, and help accelerate our growth by building a comprehensive and actionable business plan for new and adjacent markets within the developing Hydrogen industry. The desired candidate will be highly skilled at assembling the right team of internal and external resources, effective networking, value selling, maintaining and developing customer relationships at multiple levels, and will be able to communicate internally and externally at a technical level. The ideal candidate will develop relationships with key directors in the Hydrogen Industry and will join a team of like-minded go-getters to achieve our company vision of “Reinventing cooling to sustain the world.” We seek an experienced director who will courageously and consistently demonstrate our core values: courage, innovation, responsibility, and trust.
Are you a growth-oriented and dynamic executive who is relentless at beating the competition? Are you a collaborative director who can influence both with and without authority? If so, this is an opportunity for you to extend BAC’s global reach through new and untapped business opportunities and relationships.
PRINCIPAL ACCOUNTABILITIES
- Drive profitable growth of BAC’s Hydrogen business in both existing, adjacent, and developing markets.
- Build the right dedicated team of Sales and Technical experts focused on end users and EPCs in the hydrogen market (and related processes, such as Oil & gas, green steel, carbon capture, industrial gases, etc.).
- Work hand in hand with customers and existing regional BAC directorship teams to deliver outstanding customer outcomes.
- Establish a key account target list and organize global account strategies/activities for these key account targets to increase our market share within key account targets.
- Implement a global sales strategy with appropriate KPIs (sales coverage rate, product coverage rate, hit rate, pipeline value, etc.) to track progress versus objectives.
- Lead the development of effective global marketing materials and selling tools, utilizing knowledge gained of the entire cooling system for hydrogen and related applications.
- Develop the team’s capability to leverage the full BAC product portfolio and our industrial processes applications knowledge to influence customer design and specification requirements.
- Present as a subject matter expert at relevant industry events/seminars.
- Build strategic business partnerships and alliances to enhance BAC’s position in the Hydrogen market, including with electrolyzer manufacturers, hydrogen fueling station owners, transport companies, power generators, industrial gas users, and EPCs among others.
- Coordinate BAC’s global trade show presence and marketing message at relevant trade shows
- Identify optimal channel for the marketing of new technology, partnering with Global Marketing / Engineering for the presentation of new technologies to targeted customers.
- Monitor and evaluate industry trends, incentives (eg. Inflation Reduction Act incentives), and customer drivers and meet regularly with management and stakeholders to discuss strategy.
- Effectively network with existing regional directorship teams, including direct sales/channel partners, business development resources, and operations teams to enhance team execution.
- Develop proposals and presentations for new business materials to create and nurture business opportunities and partnerships.
- Maintain and share professional knowledge through education, networking, events, and presentations.
- Provide industry feedback to executive leaders regarding competitive offerings, prospect needs, and new product or business development ideas.
- Plan and coordinate the implementation of business plans and the penetration of new markets.
- Assist or produce feasibility studies/business plans for new product development and new market penetration
- Identify megatrends and other important macro factors that could shape and impact the hydrogen economy to strategically position BAC to be a director in the industry.
REQUIRED KNOWLEDGE & SKILLS
- Bachelor’s degree, with MBA or advanced degree preferred
- Knowledge of hydrogen or industrial processes markets and customers, incentives, and policies in the US and global markets
- Knowledge of hydrogen / industrial facility design, engineering, and operations
- Relationships with hydrogen and / or industrial processes end users, EPCs, and / or contractors.
- Ability to express technical and non-technical concepts and solutions clearly and concisely
- Ability to articulate a strong value proposition at both executive and engineering level
- Strong business acumen
- Self-starter
- Experience in matrix organizations and influencing laterally
- Working knowledge of the power markets and renewable energy
- Existing experience with suppliers, potential partners, and policymakers in the hydrogen space
- Hands-on direct experience with industrial gas generation
- Understanding of the hydrogen value chain, including midstream and gas management
- Must have strong Microsoft Office Suite experience (Excel, PowerPoint, etc.) and collaboration tool experience (Teams, Zoom, Mural, Miro, etc.)
- Lead by example and model behaviors that are consistent with BAC’s core values: trust, innovation, courage, and responsibility
- Foster a culture of collaboration and teamwork locally, regionally, and internationally
KEY RELATIONSHIPS
- Global Leadership Team
- Global Business Development Team
- R&D, Engineering, and Applications Teams
- Regional Sales Directors
- Distribution partners
COMMUNICATION AND REASONING ABILITY
- Ability to comprehend, analyze, and interpret complex business documents.
- Demonstrate a sense of urgency in responding effectively to sensitive issues.
- Ability to make effective and persuasive presentations on complex topics to diverse audiences.
- Ability to motivate and negotiate effectively with multiple stakeholder groups to take the desired action.
- Ability to solve advanced problems and deal with a variety of options in complex situations.
- Expert-level analytical and quantitative skills with proven experience in developing strategic solutions for a growing matrix and multi-industry organizational environment.
TRAVEL: Approximately 40%; domestic and international
BAC Hiring Compensation Range $134,200 - $230,100.
BAC offers a comprehensive benefits package to include medical, dental, vision, paid time off, 401k, employee stock ownership plan, and more. Please see additional details on the BAC website at www.Baltimoreaircoil.com.
BAC Employees are eligible to participate in an annual bonus incentive program.
