Head of Business Development - China

Who we are:

Ceres is leading the way in clean energy innovation, pioneering advancements in electrolysis for green hydrogen production and fuel cells for future power solutions. With our dynamic licensing model, we’ve built powerful partnerships with major multinational companies like Bosch, Doosan, Shell, and Weichai and our solid oxide platform is transforming energy systems, delivering high-efficiency green hydrogen to decarbonise some of the most emissions-heavy industries including steelmaking and future fuels.

At Ceres, we foster a workplace driven by passion and purpose. We support our team to think ambitiously, collaborate creatively and confront complex challenges directly. Innovation is at the core of who we are, and we strive to push the boundaries of what’s possible with technology.

Purpose of the role

With its strong emphasis in renewable energy and green hydrogen, China is one of the most likely regions to support Ceres’ short- to mid-term growth with new solid-oxide electrolysis license partners in the coming years. Reporting to the Director of Ceres China, this position will be accountable for identifying and developing new customer accounts within the China region.

Key Accountabilities:

1. Be the face for Ceres China; capable of representing the company at CXO level, and at events such as conferences and exhibitions.
2. Develop methodologies for strategic screening of potential partners that fit with Ceres’ growth plans, engineering capacity and relevance to SOEC products.
3. Revenue growth responsibility in China.
4. Generate traction at the appropriate levels to actively develop China partnership opportunities in the SOEC market, including maintaining a relevant stakeholder network in the region to ensure our brand image remains strong.
5. Create compelling proposals well aligned to Ceres’ capacity and capability whilst simultaneously satisfying customer needs and aspirations. Develop the customer proposals in collaboration with Platform Managers to ensure maximum value extraction while minimizing business complexity.
6. Manage the key contractual deliverables to the customers to ensure a disciplined record of milestone completion and revenue recognition.
7. Ensure all confidentiality and IP management practices are adhered to in the communication with the customer.
8. Understand the Voice of the Customer and translate it into clear market requirements suitable for use in driving programme execution internally.
9. Ensure customer needs are clearly structured and communicated to the appropriate internal resources.
10. Interface with the Programme Management Office (PMO) to ensure resources priorities are properly forecast and secured prior to making customer commitments.
11. Develop concise reporting documents for internal and external communication.
12. Make proposed project changes as necessary to the customer (i.e. CCN’s, scope changes, re-quotes, etc.) and ensure they are reviewed and implemented effectively.
13. Regularly report into the Commercial team and other internal reporting forums on progress/status/risks etc. of planned revenue or new customer contracts.
14. Maintain an in-depth strategic understanding of Ceres Power’s business objectives and actively contribute to change as and when necessary.
15. Identify, review, recommend and support funding opportunities in the region.

Knowledge and skills required for the role:

1. Professional fluency in English and Mandarin language skills (both written and oral).
2. Familiarity with Chinese business practices and norms.
3. Ability to work autonomously, while maintaining strong communication practices with our global stakeholders and Ceres UK.
4. Ability to travel within region when necessary (up to 50% of time may be required).
5. Strong active communication, influencing and networking skills to ensure Ceres is a recognized regional player within the clean energy sector.
6. Experience implementing a technology licensing business model.
7. Demonstrable track record in the creation of, and maintaining a pipeline of revenues (via licensing or engineering services, preferably both).
8. Organisational skills commensurate with success in a changing, multi-regional, multiple customer environment.
9. Strong grounding in management of Intellectual Property.
10. Business acumen demonstrated via Management Accounting skills, MBA, financial awareness are valued.
11. Extremely strong intercultural experience, especially within China, required.
12. Engineering product development experience, and knowledge of the steps required to mature concept designs through to series production, is beneficial.

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