HENLEY ODOM, MBA
Atlanta,GA
Summary
Results-driven Business Development professional with extensive experience in the commercial and industrial (C&I) solar industry. Proven track record of driving revenue growth through strategic partnerships, cold outreach, and relationship management. Skilled in developing and executing innovative business development strategies to capitalize on emerging opportunities within the solar sector focused on state/utility solar incentives, ITC adders, and Renewable Portfolio Standards. Adept at fostering strong relationships with key stakeholders and decision-makers to drive sustainable business growth and deliver exceptional results.
Overview
18
18
years of professional experience
Work History
Director, Business Development
EMPOWER ENERGIES
01.2023 - Current
- Lead solar business development efforts with commercial & industrial entities across the country with primary focus on states with aggressive RPS goals and solar incentive programs which help accelerate the solar investment payback
- Focused on rooftop, ground mount, and solar carport installations between 750 kW – 10 MW system sizes
- Evaluate and present both customer purchase CapEx proformas and PPA financing proformas
- $200,000,000 in active pipeline within 12 months
- $80,000,000 of pipeline in late stage/final award stage
- Proactively worked with Finance to update customer facing financial proformas and modeling to better reflect actual ROI, IRR, and paybacks for solar project investments which is now the standard proforma for the entire sales team
Director, Business Development
RENEWVIA ENERGY CORPORATION
01.2015 - 01.2023
- Led business development, client outreach, sales cycle management and revenue growth for this solar EPC Developer focused on C&I rooftop, carport, ground mount sales across the country and lead the entire sales process from prospecting, initial cold outreach, presentations, financial modeling, to executed agreement
- Lead solar energy sales and business development team across all U.S
- Operations
- Provide solar energy solutions to C&I prospects to help generate free cash flow, lower OPEX and utility bill cost while reducing carbon emissions
- Responsible for strategic sales development, market knowledge, state/utility/federal solar incentives, P&L, financial modeling, and contract execution
- Prospected and built relationships with multi-billion dollar private entities, international conglomerates, Fortune 100 – 500 companies in addition to a number of multi-generational family owned businesses in distribution, packaging, etc
- As well as small private business owners (Bass Pro Shop, Milliken & Company, Atlantic Packaging, Ring Power Distributor, Flow Automotive, Holman Automotive)
- Identified, initiated and contracted over 12 MW across 9 locations in 2020 equating to over $22,000,000 in revenue
- Proven C&I business development manager leading the entire sales process from prospecting, company due diligence, cold outreach, engaging with prospective buyers, technical knowledge, financial analysis/modeling, contract execution
- Built pipeline through in depth due diligence of priority companies/industries by looking at company 10-K’s to determine which facilities the company owned (vs leased), filtered owned locations by state/utility solar incentives and geographies with higher cost of power to prioritize quicker payback on solar investments while also prioritizing companies that have a sustainability / ESG initiative
- Extremely high decision maker response rate from cold outreach through personalization of cold emails/cold calls due to company research and news via company websites, LinkedIn posts, etc
- Built relationships outside of C&I sales with similar EPC developers, partners, installation teams.
Key Account Manager – East Region (USA)
COCA-COLA REFRESHMENTS
01.2011 - 01.2016
- Managed and led a portfolio of healthcare, college/university, and professional sports accounts in charge of contract negotiations and increasing sales and revenue; point person in discussions to influence decision making with C-Suite at all major accounts in the Metro-Atlanta area
- Contracted Grady Hospital to a 10 year exclusive Coca-Cola agreement through building relationship with Grady Foundation President
- Converted a 20 year Pepsi account to Coca-Cola with a long-term 10 year agreement at Motul Petit Le Mans racetrack at Road Atlanta
- Developed and implemented short and long-term sales strategies to gain market share/penetration with local, regional, and national account executives to drive new sales opportunities and increase revenue
- Executed customer contract renewals resulting in over $16,000,000 in revenue while converting three competitive accounts exclusively to Coke and converting a 20-year competitive customer to Coca-Cola with incremental revenue of $8,000,000.
Regional Sales Director
VALUTEACHERS (LIFE OF THE SOUTHWEST)
01.2006 - 01.2011
- Sold 403(b) retirement plans to educators in K-12 public school systems across the Southeast
- Top Producer in 2008
- FINRA Securities License with a focus on annuities and mutual fund 403(b)’s.
Education
MASTER OF BUSINESS ADMINISTRATION -
UNIVERSITY OF GEORGIA, TERRY COLLEGE OF BUSINESS
Atlanta, GABS – Housing and Consumer Economics -
UNIVERSITY OF GEORGIA
Athens, GASkills
- Relationship building and management
- Business Development
- Prospecting
- Revenue Generation
- Strategic Partnerships
- Pipeline Management
- New Business Development
- Lead Identification and Generation
- Financial Modeling
- Negotiations
Timeline
Director, Business Development
EMPOWER ENERGIES
01.2023 - Current
Director, Business Development
RENEWVIA ENERGY CORPORATION
01.2015 - 01.2023
Key Account Manager – East Region (USA)
COCA-COLA REFRESHMENTS
01.2011 - 01.2016
Regional Sales Director
VALUTEACHERS (LIFE OF THE SOUTHWEST)
01.2006 - 01.2011
MASTER OF BUSINESS ADMINISTRATION -
UNIVERSITY OF GEORGIA, TERRY COLLEGE OF BUSINESS
BS – Housing and Consumer Economics -
UNIVERSITY OF GEORGIA
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