Business Development Director

Job Title: Director of Business Development – Utilities

Trystar is at the forefront of advancing power solutions, charged and driven by a committed, dynamic team, tackling complex challenges, and creating innovative solutions. At Trystar, safety and integrity aren’t just buzzwords, they are the north star guiding us as we aspire to wow our customers every day. We’ve created power solutions that are not only durable and unique but are also the result of serious teamwork from every corner of our organization. As a big name and pioneer in power solutions, we’re not just part of the power conversation – we’re shaping its future, and we’re doing so across diverse industry sectors including healthcare, data centers, entertainment, education, government, and commercial construction – just to name a few. We’re committed to growing and evolving our product lineup and customer solutions to stay ahead of the curve and that includes leaning into sustainable, resilient, and renewable energy solutions. Our cutting-edge headquarters in Faribault, MN is partially solar, and wind powered by our own microgrid. You’ll find that we’re also pushing boundaries at our additional facilities across the country. Together, we are Trystar, where we power the future and nurture innovation for a brighter tomorrow.

Trystar’s team members are our most important asset. We are in search of a Director of Business Development – Utilities, responsible for developing the Utility business for Trystar. Under the leadership of the VP of Sales, the Director of Business Development – Utilities is responsible for developing and executing a strategy to increase Trystar market share and customer share-of-wallet for the Utilities market. Responsibilities will include creation and implementation of a business development playbook for Trystar that defines the market opportunity, competitive landscape, and go-to-market approach to maximize Trystar wins and share capture for the Utilities market that is updated and evolved to be industry-leading at all times. The Director of Business Development – Utilities must demonstrate a deep understanding of the Utilities market and leverage that knowledge to prioritize and maximize Trystar’s opportunities and wins for products, services, and solutions. The Director of Business Development - Utilities will take an active role in target account identification and selection as well as identification of potential partners and channels-to-market (OEMs, integrators, developers, financiers, agents, and EPCs, etc.). The Director of Business Development - Utilities will use robust sales process and CRM tool usage to manage sales campaigns and the opportunity funnel. The Director of Business Development - Utilities will work with the Director of Strategic Partners and territory sales team members with the expectation that Trystar achieves double digit growth within the Utilities market segment.

We are seeking a high energy, execution-oriented individual who will have a passion for the growth and evolution of this business and the customers it serves. The Director of Business Development - Utilities will be experienced in solution-selling and C-Suite (The Challenger Sale) selling approaches and have the capability to lead all Trystar resources required to achieve business objectives as well as collaborate with an extensive network of independent manufacturers’ representatives. This role requires a good understanding of the Utilities environment, the capability to develop strong technical product, services, solutions and market knowledge, the ability to think big and be bold in their leadership as well as outstanding sales functional skills.

This role will report to Trystar’s VP of Sales and will be based in the continental US.

We are looking for people who believe in our guiding principles and values of:

• Safety – We believe everyone should leave Trystar facilities in the same or better condition than when they arrived.
• Integrity – We’re honest, transparent, and committed to doing what’s right.
• Customer focus – We have relentless focus on our customers and their success.
• Right with speed – We use good judgement, make thoughtful decisions quickly, and execute them with purpose and intensity.
• Play for each other – We’re a team. We show up for each other and we know that through teamwork we achieve greatness.
• Champion change – We know adaptation and improvement are requirements to survive and to thrive.
• Enjoy the journey – We create an environment where our team feels appreciated and has fun along the way.

In this role you will get to:

• Develop and lead the execution of a coordinated sales strategy focused on fulfilling Trystar’s vision to be a full solution provider to our customers
• Continuously improve the Trystar sales process through disruptive and innovative thinking
• Engage directly with Utilities customers to:
  • Identify how Trystar can help meet their unmet needs and constraints with our current offering or through custom solutions
  • Build awareness and develop preference (specifications) for the Trystar offering
  • Identify Utilities current and future capital expenditure plans and transition quoting and fulfillment activity to the Trystar sales team, supporting as needed through successful order conversion and ensuring a world-class customer experience
• Collaborate with Trystar Solution Owners, Product Owners, Application Engineers and Engineering to identify differentiated solutions that resonate with Utilities customer needs
• Implement sales process best practices to target business aligned with the Trystar strategy
• Drive revenue growth across the Utilities market by bringing in new customers and maximizing share-of-wallet at existing accounts.
• Create plans and campaigns that mobilize the Trystar team to develop opportunities and increase their win rates
• Utilize your experience with CRM systems to maximize sales process effectiveness
• Leverage business intelligence and analytics to get results
• Display your influence and communication skills
• Execute sales forecasting at a level that improves the effectiveness of the other functional groups’ performance and helps Trystar exceed customer expectations on delivery and responsiveness
• Collaborate with product, engineering, and marketing teams to provide inputs that deliver customer solutions with a best-in-class customer experience
• Analyze the Utilities market and market opportunities
• Exhibit a growth mindset and display your ability to manage change
• Utilize your business acumen in regular decision making
• Articulate technology differentiators to both business and technical audiences, external and internal
• Establish and execute against an effective commercial marketing program strategy, budget, and annual calendar including but not limited to participation in industry tradeshow speaking opportunities and engagement, webinars, social selling, thought leadership white papers, and digital marketing collateral and campaigns.

BASIC QUALIFICATIONS

• Bachelor’s degree in Engineering, Marketing, Business Administration, or related majors.
• 10+ years of relevant product and engineered solution sales/business development experience in technical/engineering-oriented industry
• Utilities experience
• Experience in both direct and independent manufacturers’ representative sales
• Willing to travel >60%
• Based in the continental US
• Experience in The Challenger Sale / account management / account targeting / account planning
• Proficiency in Excel, PPT, Word and other common business software tools

ADDITIONAL QUALIFICATIONS

• MBA
• Experience with corporate / C-suite selling
• 8-10 years experience in or selling into the Utilities space
• 8-10 years experience in the power and/or microgrid space
• Experience with a service-based business
• Experience in multiple customer facing functions