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About the Role

As a Business Development & Sales Manager (m/w/d), you will play a central role in our sales and business development team, responsible for initiating, developing, and successfully negotiating customer projects in Germany and Central Europe. You will make a significant contribution to the implementation of our growth strategy by identifying high-quality sales opportunities and building and maintaining strategic customer relationships in line with ITM Power's brand positioning. With your market knowledge and negotiation skills, you will help to significantly increase the share of green hydrogen in the energy transition. You will represent ITM professionally externally, strengthen our visibility, and maintain exchange with customers and industry players.

Responsibilities

Conduct in-depth regional market, customer, and competitor analyses as a basis for strategic business planning, to identify new business opportunities, and to derive relevant insights for the overall corporate strategy.
Identify and develop high-quality sales opportunities in line with the ITM strategy to strategically expand the sales pipeline and achieve defined revenue targets.
Collaborate closely with partner organizations, especially EPC companies, to successfully manage cross-company tender and contract processes according to specific customer requirements.
Lead technical and commercial discussions with customers to gain a deep understanding of their needs and project-specific requirements.
Develop sound win strategies for targeted bid and sales management.
Coordinate the creation of cost calculations and feasibility analyses, and participate in the development of competitive pricing strategies and models.
Carefully manage bid timelines, budgets, and project progress, including regular reporting to management.
Take responsibility for the entire negotiation process for complex, technically demanding sales projects, up to contract conclusion, involving specialized teams.
Ensure that all technical and commercial proposals are high-quality, persuasive, and precisely tailored to customer needs, in close cooperation with the technical, bid management, and legal departments.
Build and maintain robust relationships with key customer contacts to be informed early about project opportunities and to strategically position ITM as a preferred partner.
Foster a culture of entrepreneurial thinking and action within business development and sales activities.
Establish and continuously maintain viable partnerships with leading engineering and EPC companies for the joint realization of containerized and large-scale green hydrogen projects.
Actively participate in relevant trade conferences and industry events to represent and position ITM and for targeted networking with existing and new customers.
Ensure a seamless transition from the bid to the implementation phase through structured handover mechanisms, including handover to the implementing project team and ongoing support from the bid team.
Maintain and manage the CRM system by fully documenting all bid documents, customer proposals, communication flows, and all relevant interactions such as meetings and phone calls.

Requirements

Completed degree – customer-oriented approach with the ability to actively and thoroughly participate in technical discussions.
Experience in business development and customer relationship management in the context of industrial products and markets.
Proven experience in high-value and complex sales activities within an industrial environment, including tender and bid processes. Experience in managing tenders, in commercial negotiations, and in commercial evaluation. Experience with complex EPC contract negotiations is an advantage.
Ability to draft strategic, engaging, and purposeful business documents.
Good understanding of the energy and hydrogen markets as well as relevant end-user industries. Previous experience in green energy or clean technologies is a significant advantage.
Good understanding of EPC supply and contract models, including Pre-FEED, FEED, and execution phases.
Knowledge of relevant contract terms in the engineering industry and experience in contract negotiations.
Proficient in MS Office applications.
Fluent written and spoken English and German; further language skills relevant to the target market are desirable.
Experience in stakeholder management, especially with customers, partners, and internal teams.

Skills

Business Development
Sales Management
Customer Relationship Management
Negotiation
Market Analysis
Strategic Planning
Project Management
Financial Analysis
Pricing Strategy
Stakeholder Management
CRM Systems
MS Office

Location

Berlin

Work Type

Onsite
Full-time

Experience Level

Professional

Education Level

Degree

Benefits

30 days of vacation
Modern work environment
Comprehensive onboarding
Targeted training opportunities

About the Company

ITM Power is a leader in the green hydrogen industry, developing and manufacturing state-of-the-art PEM electrolyzers that play a key role in global decarbonization.
With over two decades of scientific expertise, we have established ourselves as an industry leader in clean energy technology.
ITM Power is in an exciting growth phase and is vigorously driving the international development of green hydrogen projects.
We are looking for dedicated individuals who share our passion for clean energy and want to actively contribute to the decarbonization of industry.