Responsable du développement commercial (H/F)

Job Description

The Business Development Manager is a mid-level people manager responsible for driving revenue growth, expanding market presence LATAM, and developing strategic partnerships for ARRAY Technologies. This role leads business development initiatives across key markets, with a strong emphasis on identifying opportunities, shaping go-to-market strategies, and managing a high-performing commercial team.

Operating within the renewable energy sector, the Business Development Manager plays a critical role in advancing utility-scale solar projects by aligning customer needs with ARRAY's tracker solutions and broader value proposition.

Key Responsibilities

• Lead and execute business development strategies to drive revenue growth and market expansion across assigned regions or segments (e.g., Brazil or LATAM).
• Identify, evaluate, and pursue new business opportunities, partnerships, and key accounts.
• Build and maintain strong relationships with customers, EPC contractors, developers, and industry stakeholders.
• Manage and develop a team of business development professionals, setting performance targets and providing coaching and guidance.
• Collaborate with sales, marketing, engineering, and product teams to align commercial strategies with technical capabilities.
• Support complex deal structuring, negotiations, and contract execution.
• Analyze market trends, competitive positioning, and customer needs to inform strategic decisions.
• Develop and maintain a robust sales pipeline, ensuring accurate forecasting and reporting.
• Drive customer engagement initiatives and represent ARRAY at industry events and conferences.
• Contribute to pricing strategies, value proposition development, and commercial governance processes.
• Ensure alignment with corporate policies, ethical standards, and compliance requirements.

Required Qualifications

• Bachelor's degree in business administration, Engineering, Finance, or a related field.
• 8-12 years of experience in business development, sales, or commercial roles, preferably within renewable energy, infrastructure, or industrial sectors.
• Proven track record of developing new business opportunities and closing complex deals.
• Experience managing or leading teams in a commercial environment.
• Strong understanding of utility-scale solar projects and/or EPC business models.
• Excellent negotiation, communication, and stakeholder management skills.
• Strong analytical and strategic thinking capabilities.
• Fluency in English (Portuguese/Spanish highly preferred for LATAM roles).

Preferred Skills

• Experience in solar tracker technologies or renewable energy solutions.
• Strong network within the LATAM renewable energy ecosystem (developers, EPCs, financiers).
• Financial acumen, including project economics and P&L management.
• Experience working in matrixed, global organizations.
• Ability to influence senior stakeholders and drive cross-functional alignment.
• Strategic mindset with execution focus in fast-paced environments.

At ARRAY, we believe in cultivating and inspiring leadership, teamwork and creativity among all our team members. These values not only contribute to the growth of those who work at ARRAY but their local communities as well. We hire the best people, give them every possible opportunity to learn, grow, and develop and reward them for their contributions.

Join our team of hard-working professionals dedicated to delivering exceptional products and customer service while making the world a better place for generations to come.