New Opportunity: Business Development Manager


Business Development Manager 



ABOUT PAPÉ

At Papé, our roots reach back to 1938 when our founder acquired his first capital equipment dealership in Oregon’s Willamette Valley. With 4,500 employees working in 160+ locations across 9 western states, Papé has become the West’s leading supplier of capital equipment, representing brands such as John Deere, Kenworth, Hyster, Ditch Witch and many other top-tier brands. Now, four generations strong, the value of an honest handshake and a square deal continue to drive our success and that of our customers. It’s a promise E.C. Papé made 86 years ago – a commitment we intend to keep. 


ABOUT PACIFIC CLEAN FUELS

Strategic to their core business and customers, Papé has launched a new clean fuels business unit – Pacific Clean Fuels (PCF), which stands as a testament to The Papé Group’s commitment to meeting evolving customer needs. PCF is dedicated to providing Papé and its customers with electric and hydrogen (H2) fuels, aligning with the changing landscape of clean transportation. Papé is positioning itself to thrive in accelerating their energy transition, creating value for their brand, their customers, and the environment. 


ABOUT THE POSITION

Supporting the Director of Alternative Energy & Infrastructure, the Business Development Manager is a newly created position that will be responsible for developing and executing the sales process that includes executing lead generation/prospecting, developing sales proposals, financial models, and conducting analysis as needed to drive forward and close sales negotiations that will ensure the growth and success of Pacific Clean Fuels. This role will require creative problem solving, coordination, stakeholder engagement, and proactive communication. This role requires the ability to assess, design and communicate complex concepts and model results related to the energy industry, transportation, and heavy equipment markets that meet the needs of PCF, The Papé Group, Papé Operating Companies, and most importantly, our customers.


RESPONSIBILITIES   

Some of the key responsibilities of this role include, but are not limited to the following:


  • Sales Strategy Development: Lead the commercialization of commodity and service offerings for PCF. Create and execute a comprehensive sales strategy to promote and expand the company’s hydrogen fuel products and services to new clients across a variety of industries.
  • Thought Leadership & Industry Engagement: Represent the company at industry events, conferences, and trade shows. Stay informed on industry trends, regulatory developments, and technological advancements in hydrogen fuel.


  • Lead Generation and Prospecting: Identify and target new business opportunities, conduct market research, and generate leads in potential markets for hydrogen fuel solutions. Actively engage with key decision-makers and stakeholders. Develop full supply chain solutions with customers to support the adoption of hydrogen fuel and fuel cell vehicles and other end uses, in collaboration with Papé Kenworth Zero Emission Vehicles and other Papé operating company sales teams.

 

  • Pipeline Development: Develop CRM-based pipeline of customer opportunities, timelines, and requirements to move forward to prioritize development activities, production offtake, and to support revenue projections. 

 

  • Market Analysis: Continuously monitor market trends, customer needs, competitor activities, and industry developments. Adjust sales strategies to stay ahead of market demands and identify new opportunities for growth.

 

  • Proposal & Negotiation: Lead the development of customer-centric proposals, presentations, and product demonstrations for potential clients. Negotiate contracts and agreements to secure profitable deals that are technically feasible and economically attractive.

 

  • Collaborative Teamwork: Partner with Papé Operating companies’ teams and develop customer relationships to help unlock both vehicle sales and hydrogen commodity and service offerings at scale. Work collaboratively across the Papé organization to ensure alignment between client requirements, product offerings, and market positioning.

 

  • Sales Targets & Reporting: Meet and exceed sales targets, providing regular updates on sales performance, pipeline, and forecasts to senior leadership.


QUALIFICATIONS  

  • Experience: 5 years of business development, sales, account management, or origination experience. Preference for experience in the energy, clean-tech, or renewable energy sector with a focus on hydrogen or alternative energy solutions.
  • Education: Bachelor’s degree is required. Master’s degree, relevant certifications, or proven industry experience in energy management or renewable energy is a plus.
  • Knowledge: Preference for an in-depth understanding of hydrogen fuel technologies, including production, storage, distribution methods, as well as the commercial applications of hydrogen across a wide variety of industries including transportation, power generation, and industrial processes. 


PERSONAL ATTRIBUTES

  • Must be a team player and able to work in a fast paced, ever-changing environment.
  • Excellent communication skills, both oral and written, are required.
  • Self-starter with the ability to work independently and as part of a collaborative team in a fast paced and fluid environment.
  • Ability to build trust and rapport with clients and stakeholders at all levels.
  • Strong analytical and problem-solving skills, with the ability to identify innovative solutions for client challenges.
  • Passion for sustainability and the energy transition to cleaner technologies.   
  • High proficiency in MS Excel and other MS Office programs. Familiarity with Salesforce CRM, and/or similar software tools preferred.  


Interested in Learning More?

180one is a retained search firm and has been engaged by Papé to manage this search. If interested in learning more about the opportunity, please contact Matt Oltmann / 971-235-6236 / matt.oltmann@180one.com


 


 


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