Business Development Professional - Fly Ash - ref. d02941103

Overview:

Separation Technologies possesses a proprietary electrostatic technology for carbon removal and landfill and pond reclamation and harvesting which we use to produce ProAsh® at coal fired power plants in the United States and overseas and we have earned a reputation as one of the leaders in the world in fly ash beneficiation.

Responsibilities:

• Utilize expertise in the electric utility industry including fly ash and pond reclamation to secure new sources of fly ash to support Separation Technologies market positions.
• Develop target opportunities by self-directed efforts which define, locate, and analyze sources of fly ash.
• Leverage deep understanding of ST’s technology offerings to convert fly ash sources into profitable business opportunities.
• Employ a hunter’s mentality to uncover and secure supply opportunities and drive results creatively creating solutions that do not currently exist.
• Analyze market strategies, requirements for executing proposed strategy, and evaluating identified options for financial growth & feasibility.
• Continually scan complexities of both the utility and concrete industries to capture best options within a rapidly changing environment.
• Present solid business cases by connecting newly found source to market strategy; gain agreement and execute agreed upon business plan and deliver identified solution.
• Negotiate and finalize contracts that result in revenue generation within the markets we serve.
• Balance and leverage relationships to find solutions to generate benefits to the customers we serve.
• Continuously present data driven solutions to generate additional fly ash supply.
• Prospect for fly ash growth opportunities in the coal fired electric generation industry by:
• Promoting Separation Technologies proprietary electrostatic carbon separation process to the coal fired power industry with the goal of developing new sources of ProAsh® for use in concrete.
• Pursuing unprocessed fly ash marketing contracts with coal fired utilities by prospecting for untapped sources of marketable fly ash and bidding on current sources of marketable fly ash through a competitive bidding process.
• Develop and maintain database of 1) coal fired electric generation industry including potential sourcing targets and ponds/impoundments likely to require closure by removal, 2) competitive presence 3) down-stream market for fly ash in concrete applications
• Liaise with engineering to develop processing plant design plans, cost estimates, and business models.
• Respond to utility RFP/RFQ for unprocessed and/or impounded fly ash beneficiation and marketing opportunities.
• Liaise with finance and sales to take CAPEX and cost estimates and develop business plans and economic proformas of potential opportunities.
• Assist in the development of contracts with utility clients through the negotiation of contract terms, review with internal counsel, and presentation to members of the Executive Committee
• Travel is at least 50% or more

Qualifications:

• Bachelor’s degree in Technology, Engineering, Finance, or related technical program or a Master’s in Business
• 7 years minimum experience within Electric Utility Industry. Must have knowledge of power industry, understand individual plant level complexities (within targeted market), and demonstrate ability to recognize opportunities that lead to greater fly ash generation. Role is a balance of applying technical aptitude and employing skills and ability in sales.
• Preferred candidate will have a proven track record selling an innovative product for use in enhancing electric power generation processes, impacting their bottom line
• Conceptual knowledge of core business disciplines such as markets, strategy, and operations
• Financial Acumen -demonstrated ability to understand and analyze complex business issues, with excellent financial modeling skills
• Solid negotiation skills and ability to rapidly close deals
• Must have ability to independently produce concise presentations and reports
• Strong oral, written, and interpersonal communication skills. Ability to dialogue around complex technical issues with knowledgeable plant managers.
• Advanced skills in Excel and other MS Office applications.
• Pro-active attitude with team orientated, collaborative working style.
• Ability to alternate between the details and the bigger strategic objective and purpose.
• Self-motivated and results driven with commitment to meeting deadlines.
• Commitment to build a network of internal relationships with a broad cross-section of the organization - leveraging organizational knowledge, resources and expertise.