Senior Business Development and Sales Manager (m/w/d)

In this role, you will take end-to-end ownership of business development and sales activities for complex hydrogen and energy infrastructure projects (EPCm), contributing directly to the growth and strategic positioning of LIFTE H2 and the px Group.

Sales & Customer Leadership

• Lead the development and management of strategic customer relationships, building and maintaining a robust sales pipeline aligned with defined growth targets.
• Act as a trusted commercial partner to clients, OEMs, and project partners, aligning customer requirements with technically and commercially viable solutions.
• Lead technical and commercial discussions with customers, translating needs into tailored hydrogen infrastructure and energy transition solutions.
• Represent LIFTE H2 and px Group in senior-level client meetings, negotiations, industry events, and conferences.

Commercial Management & Tenders

• Manage end-to-end sales processes, including opportunity qualification, bid/no-bid decisions, commercial offer development, proposal coordination, and contract negotiation.
• Lead and coordinate tender submissions for industrial energy and modular hydrogen infrastructure projects, working closely with engineering, project management, finance, legal, and procurement functions.
• Develop commercial proposals, pricing models, and cost–benefit analyses, ensuring competitiveness while managing commercial risk.
• Support procurement and contract management activities with expertise in negotiation, variation orders, and claims management, primarily in the pre-contract and early post-contract phase.

Market & Strategy Contribution

• Conduct and steer regional and sector-specific market and customer analyses, identifying high-quality opportunities and supporting the company’s commercial strategy.
• Ensure systematic monitoring of tender platforms, industry news, and relevant publications to identify upcoming opportunities in target markets.
• Contribute actively to the evolution of go-to-market approaches, value propositions, and pricing strategies for hydrogen and energy transition projects.

Internal Coordination & Handover

• Maintain accurate and up-to-date CRM records, ensuring transparency across opportunities, decision points, and customer interactions.
• Ensure a structured and efficient handover of signed contracts to project delivery teams, supporting continuity from development into execution.
• Foster a culture of commercial excellence, ownership, and entrepreneurial thinking within the business development function and engage all LIFTERs as ambassadors.

Qualifications & Experience

• University degree in engineering, business, economics, law or a related discipline, enabling confident interaction with technical and commercial stakeholders.
• 8+ years of professional experience in business development, sales, or commercial project development within the energy, industrial infrastructure, or engineering sector; EPC or EPCm environments are a strong advantage.
• Proven track record in complex B2B sales with long sales cycles, including responsibility for tenders, bid strategies, commercial structuring, and contract negotiations for high-value projects.
• Solid understanding of energy transition technologies, such as hydrogen, renewables, or industrial decarbonisation; direct hydrogen project experience is advantageous but not a prerequisite.
• Experience across project phases including pre-FEED, FEED, and execution, with a sound understanding of EPC delivery models, risk allocation, and standard contract structures.
• Strong commercial acumen, with the ability to develop compelling value propositions and translate technical solutions into competitive offers.
• Fluent German (C2 level) and business-fluent English (written and spoken); additional European languages are a plus.
• High proficiency in MS Office and CRM tools; experience with Pipedrive or HubSpot is an advantage.
• Demonstrated ability to collaborate effectively with clients, partners, OEMs, and multidisciplinary internal teams.

Personal Attributes

• Strongly commercial, outcome-oriented, and comfortable taking ownership in ambiguous and fast-evolving market environments.
• Confident and credible communicator, able to operate effectively in senior client and negotiation settings.
• Structured, analytical, and disciplined in managing multiple opportunities in parallel.
• Entrepreneurial mindset combined with a pragmatic, solution-oriented approach.
• Resilient and persistent, well-suited to long decision cycles and capital-intensive infrastructure projects.
• Open, collaborative, and values-driven, contributing positively to a high-performance team culture.
• Willingness to travel regularly within Germany and Europe.

• Working directly with the team or in the home office? We have been successfully practising hybrid working for more than 3 years - a good combination of virtual and office work. Our local company is based in Berlin, and our projects are located across Europe. 

• Holidays are an important balance to work, which is why our holiday arrangements are generous and flexible. With us you get 30 days holiday per year.

• As part of our company name, "F", the first letter of FUN, is an important part of the LIFTE H2 DNA. The opportunity to meet up with colleagues after work is almost legendary, but not an obligation.

• You will receive structured onboarding and continuous support from experienced colleagues. We communicate with respect and value the personal development of individuals.

• In addition to a fair salary, we voluntarily pay a Summer bonus, a Christmas bonus and a generous contribution to a company pension scheme.
• When you travel, we offer excellent travel, health and accident insurance.