Director of Business Development, Data Centers - Baltimore Aircoil Company

POSITION PURPOSE

The Director of Business Development - Americas will lead business development of our markets identified by BAC as High Growth Vertical, today being Data Centers, Green Hydrogen and Carbon Capture, which are strategically important, fast-growing markets for our company.  Through focusing on these 3 markets development and building strategic partnerships, the Director of Business Development - Americas will be responsible for developing new customer and partnership opportunities for in these cooling markets, building a robust customer pipeline. The role will work closely across all BAC regions in the Americas and 3rd party consultants and will report to the Director, Head of Sales and Business Development North America.

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 Data Center, Green Hydrogen and Carbon Capture industries. 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 leaders in the Data Center, Green Hydrogen and Carbon Capture industries 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 leader 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 leader 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 Data Center, Hydrogen and Carbon Capture businesses in both existing, adjacent, and developing markets.
• Build the right dedicated team of Sales and Technical experts focused exclusively on these 3 specific markets, who can work hand in hand with customers and existing regional BAC leadership teams to deliver outstanding customer outcomes.
• Establish key accounts target lists and organize global account strategies/activities for these key account targets to increase our market share within key account targets.
• From a global sales strategy, define and implement a regional 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 data center, hydrogen and carbon capture applications.
• Develop the team’s capability to leverage the full BAC product portfolio and our data center, hydrogen and carbon capture 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 these 3 specific markets, including end users and owners, manufacturers, 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 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 leadership teams in Latin and North Americas, including direct sales/channel partners, business development resources, and operations teams to enhance the execution of the high-growth vertical segment. 
• 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 leadership regarding competitive offerings, prospect needs, and generate 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 Data Center, Hydrogen and Carbon Capture economies to strategically position BAC to be a leader in the industry.

REQUIRED KNOWLEDGE & SKILLS

• Bachelor’s degree, with MBA or advanced degree preferred
• Knowledge of hydrogen markets, incentives, and policies in the US and Latin America markets
• Knowledge of data centers, hydrogen and carbon capture facility design, engineering, and operations of common infrastructure.  Develop team of experts that understand the entire cooling system, not just BAC’s components. 
• Ability to express technical and non-technical concepts and solutions clearly and concisely
• Ability to influence others in the organization with no direct reporting relationship
• Ability to articulate a strong value proposition at both the executive level and at the engineering level.

• Strong business acumen
• Demonstrated experience in global matrix organizations
• Working knowledge of data center, power and renewable energy markets
• Existing experience with suppliers, potential partners, and policymakers in the data centers and hydrogen space
• Hands-on direct experience with data center and industrial gas generation
• Understanding of the Data Center and 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

• Executive leadership team
• Regional Sales Leaders
• Distribution partners
• Internal Engineering and Innovation Teams
• 3^rd party consultants

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 35%; 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.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)