Business Development and Sales Manager - APAC Region

Business Development and Sales Manager – APAC Region

ITM Power

Location: Tokyo

About ITM Power

ITM is at the forefront of the green hydrogen industry, designing and manufacturing cutting-edge PEM electrolysers that are instrumental in global decarbonisation efforts.  With over two decades of scientific expertise, we’ve established ourselves as industry leaders in clean energy technology.

Our Journey and Growth

As pioneers in green hydrogen technology, ITM is offering the most advanced PEM electrolyser technology in the world. Founded in 2000, ITM Power PLC was one of the first companies of its kind to be listed on the AIM market of the London Stock Exchange. Headquartered in the UK, our state-of-the-art manufacturing facility is the world’s first largest PEM Gigafactory in commercial operation, and home to our R&D and manufacturing. ITM Power Germany is our hub in the heart of the EU. This facility not only houses regional functions including business development and engineering, but also our Aftersales services with the ability to quickly deploy stacks.

Innovation and Impact

Our PEM electrolysers are deployed in some of the world's largest green hydrogen projects.  We continue to push the boundaries of technology, enhancing cost-effectiveness and sustainability.

Join Our Mission

ITM is in the midst of a transformative phase, focusing on streamlined delivery and operational excellence. We're seeking talented individuals who share our passion for clean energy and our drive to make a tangible impact on the world's transition to net-zero.

You will be working with an inspiring bunch of people, encouraging each other to be the best we can. We’ve come a long way, join us in the next step of our incredible journey!

What are we looking for

We have an opportunity for a Business Development and Sales Manager within our Commercial team, with responsibility for market development, origination and successful negotiation of customer projects. You will lead ITM Powers market facing activities in the APAC region, developing our market entry and growth strategies, identifying the most attractive and accessible markets and opportunities. You will build strategic customer relationships and establish ITM Power as a leading OEM in the key regional markets, in line with the ITM Power brand and market positioning.  The role will be fundamental in helping our customers to decarbonise their businesses and grow green hydrogen’s role in delivering net zero.

You will represent the business professionally, with credibility and seniority in the marketplace, enhancing the ITM Power brand and reputation and interfacing with senior customer, industry and government & regulatory stakeholders. You will lead high value and complex customer processes for sales of ITM Power equipment, including containerised system for small to medium scale projects and ITM Powers electrolyser solutions for large scale green hydrogen projects.

International travel will be required as part of the role. 

Responsibilities

Develop market strategies through regional market, customer and competitor analysis

Develop business plans and execute the agreed market and customer strategy

Build market awareness of ITM Power as a leading OEM. Attend conferences/exhibitions to represent and promote ITM Power interests and to develop and maintain customer relationships

Originate and develop high quality sales opportunities in target markets in line with ITM Power strategy to deliver against pipeline and sales targets

Lead the wider market development in line with the agreed strategy in relation to ITM Powers execution model, EPC/Integrator delivery partnerships, local supply chain and manufacturing

Work with partner organisations including EPC companies to develop inter-company bidding and contracting processes in line with customer requirements

Lead technical and commercial discussions with customers to understand customer and project requirements

Develop bid/no bid recommendations and associated win strategies and pricing. Present these strategies and recommendation to the sales governance meetings

Lead the negotiation process for complex and high value technical sales through to completion, drawing on the support of specialist teams as needed

Ensure that all customer facing technical and commercial responses are compelling, of high quality and tailored to the customer requirements. This will involve working closely with the engineering, project proposal office and legal teams

Develop high quality relationships with the key customer representatives, ensuring ITM Power is ahead of the competitors for target projects and fully informed on customer processes and decision making

Develop and maintain relationships with key engineering and EPC companies with whom ITM Power will contract and collaborate to deliver containerised and large-scale green hydrogen projects

Ensure transfer of all bid materials and bid phase knowledge to the project execution team, bringing the execution team up to speed on the project and ensuring adequate support from the bid team for the project execution team during the execution phase initiation

Work with the Project Proposal Office to manage and maintain CRM data for customer interactions and proposals

About You

Knowledge and Experience

Business development and customer relationship management within industrial products and markets

Experience of operating in a relevant industrial context in key APAC markets

High value and complex sales activities in an industrial context, including tendering and bid processes. Experience of leading firm bids, commercial negotiations and commercial risk assessment. Experience with complex EPC contract negotiations would be an advantage

Experience in writing strategic, engaging and fit for purpose commercial documentation

A good understanding of energy and hydrogen markets and relevant end user industries. Previous green energy / clean tech experience is a strong plus

Possess a good understanding of EPC delivery and contracting models, including Pre-FEED, FEED and execution contract stages

Working knowledge of relevant Engineering Industry conditions of contract and experience in contractual negotiation

Proficient user of MS packages

Fluent English Language both written and verbal. Additional languages relevant to focus market is expected

Stakeholder management (customers, partners and collaborators)

What We Offer

The opportunity to work with cutting-edge technology in a rapidly growing industry, within a dynamic environment where you can shape the future of energy and work with a team that’s actively addressing global climate challenges.  Our corporate culture values safety, integrity and continuous improvement.

We know your career is important to you, it’s important to us too, which is why we also offer opportunities for you to grow and develop your career.  If you are looking to join a growing, dynamic business and want to be part of our amazing team we would love to hear from you.

Our success is driven by the exceptional diversity of our people. We are proud to be an equal opportunity employer, committed to promoting and creating a diverse and inclusive environment where we encourage our employees to learn and grow, fuelled by mutual respect in a place where ideas flow and thrive.