Director – Business Development Canada

Quanta Technology is an independent technology, consulting, and testing company providing business and technical expertise along with advanced methodologies and processes, to utilities and other entities in the power and energy industries.

Our mission is to provide unparalleled value to our clients in every engagement across the value chain by using advanced software and hardware, laboratories, and custom tools for a holistic approach to practical service and the most insightful thought leadership in the industry.

At Quanta Technology, our people define us. We value a company culture based on core values of diversity, teamwork, respect, accountability, innovation, and entrepreneurial spirit.

Not only will you get the chance to work alongside industry thought leaders, but the opportunity to become a thought leader yourself.

We’re focused on creating an environment committed to employee growth. That is achieved by ensuring a quality workspace, allowing flexible schedules, and through our training & mentoring programs.

Quanta Technology is committed to an equal-opportunity workplace.

POSITION OVERVIEW

This position is responsible for maintaining existing and developing new business in Canada. This person is responsible for promoting key service offerings, setting commercial strategy with clients, creating a business plan, tracking against this plan, and delivering business results.

The delivering business results for this position is meeting or exceeding sales targets for Canada. The Director is also responsible for leadership with regards to business leads, proposals, and contract cycles across the technical / operations teams of Quanta Technology.

It also includes support for mentoring, career planning, motivation, conflict resolution, and resource management.

The Canadian market segment includes, but is not limited to electric utilities / power system operators including :

• Hydro One (Toronto), London Hydro (London), Oakville Hydro (Toronto), Toronto Hydro (Toronto), Alectra (Toronto), AESO (Toronto)
• AltaLink (Calgary), ATCO (Edmonton), ENMAX (Calgary), BC Hydro (Vancouver)

KEY RESPONSIBILITIES

• Identify market segments and territories within Canada that best fit with Quanta Technology’s service offerings.
• Perform market analysis and research focused on defining strategies which identify potential competitors, market trends and gaps / needs within Canada.
• Work with Quanta Technology leadership and individual business areas to achieve business targets.
• Create new prospect lists, sales plans, and new customer account plans.
• Create and implement business development and account management plans with a focus on Canada.
• Develop and maintain account management plans for strategic accounts in Canada.
• Develop and continuously update business strategy for Canada and support developing and updating Quanta Technology’s business strategy.
• Proactively identify new Canadian customers, initiate contact, and engage initial discussions to setup introductory meetings with the technical teams.
• Identify and pursue business opportunities for Quanta Technology and Quanta Services (Valard & Phasor) overall.
• Follow up with customers and set up meetings to support business leads and proposals.
• Manage MSAs (master service agreements) and contracts for Canadian customers.
• Provide management skills for the business leads, proposals, and contracts cycle.
• Present Quanta Technology and Quanta Services competencies and offerings to customers.
• Gain the utmost confidence and trust of the customer in your abilities.
• Support of marketing promotions, trade shows, conferences, and customer presentations as required.
• Leverage Quanta Services synergies and resources.
• Follow Quanta Technology’s processes, strategic direction, and vision.

ADDITIONAL RESPONSIBILITIES

• Stay current on technical developments in the electric power utility sectors related to our business.
• Make recommendations to operations staff to initiate the preparation of proposals.
• Understand the customer’s needs and help identify the best operational team to lead a proposal.
• Support the development of proposals, depending on the operation’s needs, and which team is leading the proposal development.
• Follow up to proposals in the market during monthly meetings with operations staff.
• Follow up with customers on lost proposals to document lessons learned and competitive intelligence.
• Maintain detailed records of sales activities, client interactions, and market intelligence.
• Monitor the account health by participating in key project review meetings.
• Prepare regular reports, sales forecasts, and performance analyses for senior management.
• Ensure the customer’s expectations are met or exceeded. Be a customer advocate, if needed.

QUALIFICATIONS

EDUCATION & EXPERIENCE

• Bachelor’s degree required, Master’s preferred.
• At least 15 years of experience in the Utility or Commercial and Industrial sectors, preferably with a mix of technology, business development, consulting, and utility positions.

Technical expertise may include distribution, transmission, control centers, data centers, microgrids, energy storage, and new technologies for electric power utilities.

• Extensive network of strong relationships with electric power utilities based in Canada.
• Strong sales focus, capable of negotiation and closing of proposals / bids.
• Strong communication skills and ability to communicate benefits of complex technical analysis effectively to prospective clients.
• Demonstrated business skills : strategic planning, execution, sales, marketing, and new business development.
• Experience in building a new market segment for a successful company.
• Goal-driven with the ability to reach or exceed business targets.

SKILLS & SYSTEMS

• Ability to work in a diverse and inclusive space.
• Ability to work in a team dynamic.
• Ability to travel on a regular basis visiting customers. The objective is to meet with customers 2-3 times per week.

LOCATION

Quanta Technology has offices in Raleigh, NC, Markham, ON, Lombard, IL, and San Clemente, CA. This position will be based in Canada.

We offer hybrid employment that supports a blend of in-office and remote work.

WORKING CONDITIONS

Working conditions are normal for a professional office environment. Work may require overnight national and international travel.

The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities, or requirements.

The employee may be asked to perform other job-related duties as required.

At Quanta Technology, we offer a challenging and rewarding work environment where our employees are encouraged to grow and develop their skills.

We are committed to providing equal employment opportunities for all individuals and do not discriminate based on race, color, religion, sex, national origin, age, disability, or any other legally protected status.

If you are interested in becoming a part of our team and possess the required qualifications and experience, we encourage you to apply for this exciting opportunity.