Business Development Manager

Advanced Business & Technologies (aB&T)/Air Liquide Advanced Technologies US (ALATUS) is a Business Unit of international teams part of Air Liquide Global Markets & Technologies. We open new business frontiers for the Group with a strong expertise in cutting-edge technologies and inspired by disruptive mindsets. Our purpose is to develop, shape and incubate significant new markets, sustainable for Air Liquide and for the Society. We develop user-focused, innovative and competitive solutions from the Advanced Technology fields (Space, Aerospace, Scientific Research..) to the Energy Transition territories (Hydrogen Energy, clean transportation...) with a collaborative spirit and an appetite for entrepreneurship.

The Biogas Business Development team has the mandate to develop, invest in, build, own and operate facilities that produce renewable natural gas (RNG) from waste in the United States. It is driving growth efforts, identifying new prospects, managing new business opportunities and customers, investigating new markets and strategic acquisitions, building new commercial relationships and negotiating new projects. Today, especially in the context of the United States’ rapidly emerging sustainability policy, the biogas business is a key contributor to Air Liquide’s business growth in the Americas.

The Manager of Biogas Business Development will be responsible for growing and leading a team of 2-3 project development engineers and business developers, working together with them in developing projects through approval for investment by the Air Liquide board (using internal capital) and contract-signature. The Manager will be responsible for strategy definition and market-positioning of the Biogas Solutions organization in the United States, monitoring competition, local regulatory frameworks and their impacts on business strategy, development and closure of business opportunities for the production of Renewable Natural Gas (RNG) and other byproducts from its production, collaboration with the Energy Manager for the sale of such RNG, ensuring sound application of business practices and models in accordance with Air Liquide governance procedures, selection of business targets, definition of the technology needs/solutions and related investment strategy, and support to project execution and operation coordination.

Responsibilities 

• Actively lead a team of 2-3 business developers and project development engineers in developing and closing opportunities to invest in new biogas/RNG-production facilities that Air Liquide will build/own/operate, ensuring sound capital and operating cost projections, properly negotiated contracts (with support of legal and procurement), quality of key commercial and technical decisions, identification and mitigation of risks, and alignment with the group’s business objectives and governance processes

• Promote new investment projects to senior management for approval (typically $30MM-$50MM projects)

• Develop and maintain relationships with other business development teams and operations teams across geographies (sharing good-practices, and seeking synergies)

• Develop strategic partnerships, identify potential strategic acquisitions in cooperation with the M&A team

• Define the overall market strategy and business development targets for the United States

• Organize and lead market intelligence effort to understand key players, trends, and customer requirements 

• Participate in industry events, working groups and advisory boards to keep abreast of policy changes, market evolutions and competitive intelligence, and their associated impacts on Air Liquide business and strategy

• Lead advocacy and lobbying efforts to promote our industry and influence policies, in coordination with Air Liquide Government Affairs department

• Develop strategic partnerships, identify potential strategic acquisitions in cooperation with the M&A team

• Establish budgets and targets for the business activity 

• Keep abreast of the regulatory framework surrounding biogas and renewable natural gas (RNG), and adjust business models and business development strategy accordingly (i.e., federal and State programs for transportation fuel, industries, subsidies, legal and tax environment, permitting etc.) 

• Work with energy management team to maximize revenues from sales of RNG from all plants while remaining consistent with group strategies on energy management

• Maintain clear communication to executive management and go