Director of Sales - ESSWe are seeking a high-caliber, entrepreneurial Director of Sales to spearhead the market entry and expansion of our Battery Energy Storage System (BESS) solutions, with a primary focus on SK On's advanced battery technology.
This is a unique "Player-Coach" role. To start, the role will operate as an Individual Contributor, leveraging your deep industry connections to secure lighthouse projects and build the sales pipeline from the ground up. As the business scales, the Director will transition into a managerial leadership role, architecting the sales department, leading the hiring process for the team, and US ESS sales activities.
Key Responsibilities:- Sales and Pipeline Management
- Business Development: Directly target and secure deals with Independent Power Producers (IPPs), utility-scale developers, and EPC firms.
- BESS Strategy: Position and sell integrated DC Block solutions, articulating the technical and economic value proposition of SK On's battery chemistry and system architecture. Focus on both Front of the meter market strategies with IPP/Developers as well as growing Data Center-focused Behind-The-Meter markets.
- Market Intelligence: Monitor and navigate shifting market conditions, including IRA incentives, interconnection queues, and supply chain dynamics to adjust sales tactics in real-time.
- Relationship Management: Act as the primary point of contact for C-suite stakeholders within the developer and IPP ecosystem.
- US-KR Sales Orchestration: Work through pipeline management, prioritization discussions with collaborative team members in US and also with support teams in Korea to drive sales initiatives and priorities.
- Client Relationships and Market Expansion
- Establish and maintain robust, long-term relationships with key customers, partners, and stakeholders to foster trust and drive repeat business.
- Proactively represent SKOn at industry conferences, trade shoes, and networking events to enhance the company's visibility and expand its presence within the energy storage sector.
- Continuously monitor market trends, competitor strategies, and regulatory developments to deliver strategic insights and support effective market penetration initiatives.
- Proposal and Contract Management
- Develop and deliver detailed, high-quality project proposals tailored to the needs of utilities, developers, and independent power producers- including comprehensive responses to complex Requests for Proposals (RFPs).
- Own negotiation and management of sophisticated contracts, such as MSA (Master Supply Agreement), Energy Storage Procurement Contracts (including Master Supply Agreements), Longer-Term Service Agreements (LTSA), and system integration agreements, ensuring successful execution and closure. Closely coordinate with SK On US & KR contracts and legal team to ensure business decisions are incorporated in discussions with leadership and legal team's buy-out.
- Sales Management
- Team architecture: Lead the talent acquisition process to build a high-performing sales team.
- Cross functional support: Advocate for sales needs and drive cross-functional relationships with VOC (Voice of Customer) Validation.
- Strategic Alignment: Work closely with SK On US engineering, contract, project execution team and SK On HQ's development teams to align market demand with product roadmaps.
- CRM Ownership: Manage and drive CRM efforts, sales forecasts, and performance KPI for sales activities.
- Mentorship: Transition from direct selling to coaching, guiding your team through complex technical negotiations and long-cycle utility deals.
Qualifications- Educational Background: A bachelor's or master's degree in engineering or business and economics or a related field. MBA is a plus
- Experience: At least 10 years in a technical sales or account management, business development role within the BESS industry, focusing on utility-scale projects. A minimum of 15 years in sales or commercial role.
- Technical Skills: Have deep and strong knowledge of Battery Energy Storage Systems (BESS), including cells, batteries, and modules, and DC Block. Good understanding about BESS systems, such as Power Conversion Systems, medium voltage transformers, substations, and Gen-Tie connections. Strong knowledge in power electronics and EMS, SCADA systems. Also familiar with requirements and compliance processes for major markets like ISO-NE, NYPA, ERCOT, and CAISO, which helps ensure smooth project delivery across different regions.
- Software Proficiency: Proficiency with Microsoft Office. CRM tools such as salesforce, oracle, Monday.com or equivalent.
- Soft Skills: Demonstrated leadership, communication, negotiation, and problem-solving skills, with an ability to manage multiple accounts and relationships simultaneously.
