Sales Director
$165,000–$180,000 year
Remote
Job Summary
Develop and execute strategic sales plans to grow FuelCell Energy's presence in utility, municipal, and independent power producer markets. Identify, qualify, and pursue new utility-scale opportunities including distributed generation, resiliency projects, microgrids, combined heat and power, and hydrogen-enabled generation. Build executive-level relationships with investor-owned utilities, municipal utilities, rural electric cooperatives, generation companies, and transmission organizations. Navigate complex procurement processes including Requests for Information and Proposals, and lead commercial negotiations to achieve annual bookings and revenue targets. Collaborate with internal engineering, product management, legal, and finance teams to develop winning commercial strategies and deliver executive presentations. Represent the company at industry conferences and regulatory meetings, while providing accurate sales forecasts and market feedback to senior leadership. Travel approximately 40–60% as required.
Required Qualifications
- Minimum of 10 years of successful sales, account management, or business development experience serving electric utilities, power generation companies, or the broader energy industry
- Demonstrated success selling complex capital equipment, distributed energy resources, power generation systems, utility infrastructure, or energy solutions
- Strong understanding of utility planning processes, generation portfolios, grid operations, integrated resource planning, and utility regulatory environments
- Experience developing opportunities involving large, multi-million-dollar infrastructure or energy projects with extended sales cycles
- Established network of relationships within investor-owned utilities, municipal utilities, electric cooperatives, independent power producers, engineering firms, or utility consultants
- Knowledge of utility business models, decarbonization initiatives, capacity planning, transmission constraints, resiliency strategies, and distributed energy resources
- Exceptional communication, negotiation, presentation, and executive relationship management skills
- Proven ability to develop, present, and negotiate complex commercial proposals and long-term agreements
- Strong analytical, financial, and strategic planning capabilities
- Self-motivated with the ability to work independently in a fast-paced, evolving market
- Willingness to travel approximately 40–60% as required
- Bachelor's degree in Engineering, Business Administration, Energy Management, or a related discipline preferred
- MBA or advanced technical degree preferred
- Demonstrate the highest standards of integrity, professionalism, and customer focus
- Foster collaboration across departments to achieve company objectives
- Promote a culture of safety, innovation, accountability, and continuous improvement
- Represent FuelCell Energy positively with customers, partners, regulators, and industry organizations
- Comply with all company policies, ethical standards, and applicable regulatory requirements
- The successful candidate is required to complete a drug screen, criminal background check, and employment and education verification
Desired Qualifications
- Experience selling fuel cells, gas turbines, reciprocating engines, energy storage, renewables, hydrogen technologies, or utility-scale generation assets
- Familiarity with utility regulatory proceedings, public utility commissions, wholesale electricity markets, and regional transmission organizations (RTOs/ISOs)
- Understanding of federal and state energy incentives, tax credits, emissions regulations, and clean energy policy
- Experience with utility capital planning and project development processes
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