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.
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.
Business Acumen: A strategic thinker with good business perspective and an understanding of the company’s business. Able to function comfortably in political interactions. Capable of developing strong interpersonal networks within the organization.
Problem solving: Decisive with good judgment. Identifies and resolves problems in an efficient and effective manner. Gathers and reviews information appropriately. Uses own judgment and acts independently; seeks input from other team members as appropriate for complex or sensitive situations.
Oral/written communication: Strong communication skills, externally and internally. Listens carefully and speaks clearly and professionally in all situations. Edits work for accuracy and clarity. Is able to create, read, and interpret complex written information.
Planning/organizing: Capable leader; able to establish a vision and align an organization around the vision. Prioritizes and plans work activities, organizes personal and project timelines and deadlines, tracks project timelines and deadlines, and uses time efficiently.
Integrity: Is trusted by peers and subordinates.
Adaptability: Adapts to changes in the work environment, manages competing demands and is able to deal with frequent interruptions, changes, delays, or unexpected events.
Dependability: Consistently on time and at work, responds to management expectations.
Team Building: Capable of developing strong interpersonal networks and trust within the organization, setting expectations and requirements and achieving accountability of supervised personnel. Leads consensus by involving all stakeholders, facilitating their understanding of differences, agreeing on requirements and constraints, and developing the best solution.
Safety Culture: Adheres to the NuScale Safety culture and is expected to model safe behavior and influence peers to meet high standards.
MINIMUM SKILLS, QUALIFICATIONS AND ABILITIES:
The requirements listed below are representative of the knowledge, skill, and ability required:
Education: A minimum of a Bachelor’s degree in Business Administration, Engineering, or related field required. An MBA from an accredited institution is preferred.
Experience: A minimum of ten years of business development / sales experience in public utility industry with specific experience in the sale of thermal or nuclear components, services, power plant technologies and the US public power market segment is required. Experience with the sale of advanced nuclear technologies is preferred.
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.
Industry Requirements: Eligible to work under Department of Energy 10 CFR Part 810.
Management: Proven track record of collaborating with executives, managing or collaborating with staff from multiple disciplines, and coordinating interfaces to provide solutions in a timely manner.
Quality Assurance: Demonstrated understanding and implementation of quality assurance regulations, standards and guidelines of 10 CFR 50 Appendix B, 10 CFR 21, and NQA-1 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.
Ability to understand and communicate clearly using a smart phone, personal interaction, and use of personal computers.
Ability to learn new job functions and comprehend and understand new concepts quickly and apply them accurately in a rapidly evolving environment.
The employee frequently is required; to sit and stand, walk, bend, use hands to operate office equipment, and reach with hands and arms.
Ability to travel domestically and internationally using common forms of transportation up to 50% of the time.
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.
Internal Number: 1086-2020
About NuScale Power
NuScale Power is developing a new modular light water reactor to supply reliable and abundant carbon-free nuclear energy. Our groundbreaking small modular reactor (SMR) design features a fully fabricated NuScale Power Module™ capable of generating 60 MW of electricity using a safer, smaller, scalable version of pressurized water reactor technology.
NuScale’s SMR technology performs as clean as wind and solar, and cleaner than any fossil fuel. It is ideally suited across diverse platforms including base load electricity, load-following support for renewables, very high-reliability micro-grids, and process heat or steam for district heating, desalination, and other industrial uses. Adaptable to changing consumer demand and resilient to changing weather conditions, NuScale SMRs are the perfect companion to renewables that face intermittent generation capability.
At NuScale, we’re improving the quality of life for people everywhere by providing clean, abundant, and reliable carbon-free nuclear energy. Each and every day, we’re changing the power that changes the world. Won’t you join us?