Job Description:
Ohmium seeks an experienced Commercial Sales Professional to strengthen our regional presence through account development, value-based selling, and deal-closing activities. The Commercial Account Associate will be part of a core team responsible for all commercial activities within the assigned subregion or market segment, including all external and internal cross-functional interactions. The ideal candidate will have a solid technical background in renewable energy or electrochemical systems and demonstrated success in sales and account management. This person will report to the Vice President of Sales and Business Development, Americas.
Key Responsibilities
- Business Development: Manage customer acquisition through effective opportunity management, including lead qualification, deal prioritization, needs analysis, solution development, negotiation, and closing.
- Cross-Functional Collaboration: Work effectively with cross-functional teams to develop strategies for exceeding commercial targets.
- Deal Program Management: Support end-to-end deal program management for assigned accounts overseeing all stages from initiation to agreement finalization. Proactively identify and pursue new business opportunities in the green hydrogen market, driving growth and market expansion.
- Information Requests & Proposal Management: Respond promptly to customer Requests for Information (RFI) and Requests for Quotation (RFQ).
- Sales Cycle Management: Manage the entire sales cycle from lead generation to deal closing, ensuring exceptional customer satisfaction and seamless execution. Lead contract reviews and deal negotiations with customers and key stakeholders.
- Solution Development: Provide tailored solutions using Ohmium's PEM electrolyzer technology; demonstrate technical proficiency to serve as a trusted advisor. Offer feedback on customer requirements and market demands to inform product improvements and innovations.
- Deal Optimization: Optimize deal throughput in partnership with internal stakeholders such as Commercial Operations, Deal Desk, Applications Engineering, and Legal.
- Sales Reporting: Provide regular sales forecasts, reports, and market insights to senior management.
- Product Presentations: Conduct regular meetings and presentations to showcase Ohmium's products.
- Sales Enablement: Utilize CRM tools to track sales activities, opportunities, and customer interactions.
- Special Projects: Support company leaders with special projects related to market expansion.
Essential Skills
- Skilled in effectively preparing and presenting complex and highly technical information across all company levels. Capable of breaking down intricate details into understandable and engaging presentations for diverse audiences, ensuring clarity and retention of key points. Communicates clearly and articulately in group settings, adept at conveying information concisely and in an accessible manner.
- Ability to sell a technology-oriented product, understanding both the technical aspects and the customer benefits. Communicates the value proposition clearly, addressing customer needs and driving sales.
- Strong analytical and conceptual problem-solving abilities. Capable of identifying issues, developing strategic solutions, and implementing them effectively. Proficient in analyzing and synthesizing market data with a deep understanding of customer business objectives and purchasing/cost criteria.
- Planning and Time Management: Capable of planning daily and weekly activities to achieve desired results and outcomes. Monitors progress and adjusts work as needed, assigning clear goals and responsibilities to ensure successful outcomes. Breaks down work into manageable portions while routinely considering changing priorities and the needs of others.
- Applies him or herself conscientiously with thought and agility, is resilient in the face of adversity, and has a passion for the job.
Desired Background
- 3+ years of experience in a commercial customer facing role; experience working for capital equipment, the broader manufacturing businesses and energy markets a big plus.
- Bachelor's degree or equivalent work experience.
- Track record in completing significant transactions in prior roles as part of a team (as measured by deal value or volume/units relative to the industry).
- Familiarity with sales strategies & processes, GTM systems/related tools, and reporting.
- Strong organizational and project/program management skills and processes.
- Attention to detail and understanding of how projects fit the corporate deal guideline.
- Self-starter, strong in execution, and collaborative nature.
- Strong analytical and conceptual problem-solving abilities.
- Strong ability to sell a technology-oriented product.
Ohmium is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
What We Do
Ohmium's mission is to accelerate the adoption of green hydrogen to decarbonize hard-to-abate sectors and enable a low-carbon future.
Ohmium designs, manufactures and deploys modular, scalable proton exchange membrane (PEM) electrolyzer systems that enable cost-competitive green hydrogen production.
Ohmium’s systems are vertically-stackable and integrate advanced power electronics, delivering superior value for a wide range of commercial and industrial applications in terms of safety, energy density, scalability and ramp rate. The human-scale electrolyzers are efficient to manufacture, quick to transport and easy to maintain. This versatility enables cost-effective plug-and-play operations that can scale rapidly.
Ohmium has a global green hydrogen project pipeline across the U.S., Mexico, Europe and Asia.
