Director, Commercialization & Growth (Mobility & New Ventures)

Job Purpose

Lead Honda Fastport commercialization by defining and executing the go-to-market, revenue, partnership and new market strategy required to scale the business, achieve sales targets and establish Fastport as a leading last-mile electric mobility and fleet-as-a-service solution. 

Key Accountabilities

• 20% - Lead the development and execution of the commercial strategy, GTM roadmap, segment priorities, customer value proposition, pricing, channel model, launch plan and investment requirements.
• 20% - Own sales, bookings and revenue target achievement through pipeline management, forecast discipline, deal cadence, conversion metrics and executive operating reviews.
• 15% - Lead the identification and development of new markets and enterprise customers, including last-mile delivery, fleet operators, logistics providers, campuses, municipalities and mobility platforms.
• 15% - Build strategic partnerships and commercial channels with service networks, finance/leasing partners, technology providers and ecosystem partners.
• 10% - Define pricing packages, commercial terms, unit economics, revenue-share options and business cases; partner with Finance and Legal on agreements.
• 10% - Lead cross-functional commercialization with Product, Engineering, Operations, Service, Supply Chain, Finance, Legal, Marketing and Customer Success.
• 10% - Track market intelligence, competitive landscape, customer feedback, regulatory/compliance drivers and KPIs; provide executive-ready recommendations.

Qualifications, Experience, and Skills

Minimum Educational Qualifications:

• Bachelor's degree in Business, Marketing, Engineering, Finance, Operations or related field required.
• MBA or advanced degree preferred.

Minimum Experience:

• 15+ years of commercial leadership, business development, sales, GTM or revenue leadership experience in mobility, automotive, fleet, logistics, SaaS, EV, transportation 
  or emerging technology.
• Demonstrated ownership of sales/revenue targets, enterprise customers, strategic partnerships and new business launch/scale-up initiatives.
• Experience leading cross-functional teams and influencing senior stakeholders in a start-up or high-growth environment.

Other Job-Specific Skills:

• GTM strategy, B2B enterprise sales, pricing, channel strategy, customer segmentation, negotiations and partner management.
• Financial acumen, pipeline forecasting, unit economics, business cases, market analysis and revenue reporting.
• Executive communication, presentations, commercial term review, customer discovery and ability to operate with ambiguity and speed. 

Job Dimensions

• No. of Direct Reports: 0-3 direct reports initially; scalable commercial team as business grows.
• No. of Indirect Reports: Matrix leadership across Product, Engineering, Operations, Finance, Legal, Service, Marketing and Customer Success workstreams and various vendors and services.
• Financial Dimensions:
  • Accountable for annual sales/revenue targets, pipeline, pricing strategy, unit economics, gross margin and commercialization budget; exact financial scope per approved business plan. This role will be responsible for driving the business to meet these revenue targets.
  • 104 Ki = $132M / 105 Ki= $263M / 106 Ki = $385M / 107 Ki = $584M.
  • The budget will be fluid based on the strategy and approach to achieving the revenue targets. This includes creating marketing strategies, communication, Pilots, Demos, and trade shows domestic and international. 

Decisions Expected

• Develop and execute commercialization strategy, priority segments, market/geographic sequencing, channel approach and launch timing.
• Make/influence pricing, packaging, revenue model, partnership structure, deal prioritization and customer pursuit decisions.
• Determine go/no-go recommendations for pilots, market launches, partnerships and revenue programs based on ROI, readiness, risk and demand.
• This person will have final decision-making authority in some instances around the marketing strategy, B2B negotiations, market segments, etc. Some instances may need to be reviewed with the GM or the Executive Venture Board. 

Working Conditions

• 100% remote opportunity
• Start-up/new business environment with ambiguity, rapid iteration and evolving priorities.
• Travel 25-40% to customers, partners, dealers, conferences and launch markets.
• Occasional evening/weekend work or overtime may be required to support launches, customer commitments and executive deadlines.
• Frequent use of computer, presentation, video meeting and CRM/reporting systems.