VP, New Market Development and Sales - Americas

Requisition Number:  11262
Company:  Westinghouse Electric Co
Location: 

Rock Hill, SC, US, 29730

The new nuclear power plant market is both buoyant and dynamic.  One of the three key pillars of the Westinghouse strategy is to grow participation in nuclear and adjacent markets with advanced technologies such as AP1000, AP300 and Long Duration Energy Storage.  This position is responsible for the development of markets in North and South America from early identification through procurement stages, requiring capture planning, win-strategy development, and relationship building for new plant opportunities. The position requires timely interfaces with potential customers/stakeholders, investors, maintaining the relationship, developing market intelligence and providing guidance to shape the opportunity.  It is also necessary to provide direction to internal stakeholders regarding appropriate timing and prioritization of resource allocation to enable effective capture.  This role requires the ability to represent Westinghouse globally at an executive level with utilities, oil/gas, renewables, mining, universities, and other sectors, in addition to government leaders, and other key stakeholders and at public events.

 

Your Day to Day:

  • Lead the identification, prioritization and initial development of new markets for Energy Systems including understanding market drivers, key buying factors, competitive assessments, opportunities and threats, and how Westinghouse should position itself to maximize opportunity capture potential and future contract value
    • Develop new AP1000, AP300, and long duration energy storage opportunities with utilities, oil/gas, and other sectors in the Americas
    • Attract investors for SMRs and energy storage to expedite commercialization of the products.
  • Build and maintain relationships with potential customers and key stakeholders, acting as the first point of contact from market identification through to the tendering/project development phase, to maintain intelligence, position Westinghouse as the preferred technology supplier and provide guidance to shape a favorable opportunity.
  • Participate and contribute to contract negotiations with clients
  • Build, maintain and internally communicate market intelligence, leveraging customer relationships, company resources in the regions and government affairs, data from country and local government, industry contacts, global economic indicators, national energy policies, the media, etc. to drive timely and effective capture planning, utilizing timely in-person and remote communications.
  • Request and leverage timely US Government advocacy for Westinghouse opportunities.
  • Communicate the attributes of Westinghouse technology and value propositions via one-to-one meetings, conference presentations, papers, customer requests for information and media interactions.
  • Develop and utilize intelligence of competitor activities, target markets, technologies and offerings, developing mitigation strategies as appropriate.
  • Provide internal stakeholders advance visibility of necessary additional resource allocations to enable effective market capture.
  • Provide effective support and handover to project teams as opportunities transition to subsequent capture phases.
  • Maintain flexibility to prioritize the most dynamic global opportunities and support other internal Westinghouse groups as required.
  • Maintain collaboration and alignment with Westinghouse strategic organizations, providing inputs to Westinghouse strategic and financial plans.
  • Collaborate with supply-chain functions to identify and build a competent and influential delivery team for each opportunity.
  • Maintain strict compliance with Westinghouse business and compliance procedures at all times.
  • Lead the development/negotiation of relevant teaming agreements, MOUs NDAs with potential partners/suppliers.

 

Experience needed to be successful in the role:

  • Bachelor’s/four year college degree in engineering, business or related field
  • Minimum of ten years of management experience with applicable strategic thinking, technical and commercial project development.  In-depth experience in customer-facing and/or business-development positions of increasing responsibilities.  Knowledge and experience in the nuclear industry is desired.  
  • Demonstrated customer relationship building and results orientation
  • Demonstrated critical thinking around strategic industry and market trends
  • Understanding of how to influence global development opportunities using a multitude of tools (marketing, government advocacy, industrial relations, media, etc.)
  • Ability to communicate and effectively influence a wide range of stakeholders (executive, government, technical, general public, etc.) via written, verbal and presentation formats
  • Demonstration of commercial acumen, negotiation skills, use of strategic analysis tools, and business models
  • Knowledge and understanding of financial drivers, risks and mitigation strategies associated with projects
  • Understanding of financing options and potential viability 
  • Understanding of project development life cycle
  • Experience in working in global, multi-cultural environments
  • Willingness to travel internationally to meet company/market needs
  • Ability to lead and develop a globally dispersed workforce

Employment opportunities may require access to information which is subject to the export control regulations of the United States. Hiring decisions for such positions are required by law to be made in compliance with these regulations. Applicants for employment opportunities in other countries must be able to meet the comparable export control requirements of that country and of the United States.

  Twitter  


Nearest Major Market: Charlotte
Nearest Secondary Market: South Carolina

Job Segment: Nuclear Engineering, Power Plant, Governmental Affairs, Employee Relations, Nuclear, Engineering, Government, Energy, Human Resources