Lars Lindstrom
Santa Ana
Summary
Sales oriented leader and business developer with +20 years of business experience and several years in leadership roles including, Sr. Director Business Development Telecom Tower Industry including site infrastructure and Energy as a Service, and Head of Engagement Development Managed Services in Latin America, leading teams to grow business and deliver consistent results. Highly motivated and result focused, characterized by high work ethics, determination and a clear objective to create profitable business and with a passion to win. Team player with consultative approach and strong negotiation skills with intellectual ability and strategic mindset. In-depth market understanding including demographic development and trends. Detail oriented problem solver with strong business acumen, communication and relationship focus. Flexible and responsive with ability to quickly adapt in a multi-cultural environment and understand and act on new innovative ideas, insights and targets. Self-driven team-player with ability to lead and drive functional and virtual teams and tasks towards common goals.
Overview
32
32
years of professional experience
1
1
Language
Work History
Director Business Development
Hybrico Energy Technologies Ltd.
01.2023 - Current
- Develop new business opportunities in a global market for Hybrico, within the business segment of telecommunications, and for microgrids.
- Drives new customer identification programs and develops relationships with new potential customers.
- Establish relationships with new strategic providers of energy equipment and local service providers.
- Work with strategic solution integration partners to meet MNO solution requirements.
- Evaluate new markets for a possible new entry for Hybrico.
- Drive RFQ process and analyse infrastructure and service contracts.
Head of Energy Solutions & Services
Phoenix Towers International
01.2022 - 01.2022
- Create and drive energy-related business opportunities in PTI markets.
- Build relationships with existing and new potential strategic providers of energy equipment.
- Establish an ecosystem for local providers to provide an end-to-end Energy solution for Telecom sites.
- Identify and qualify strategic OEMs.
- Work with strategic solution integration partners to meet MNO solution requirements.
- Evaluate M&A candidates within the field of energy contracts.
- Identify opportunities for virtual power plants and evaluate ecosystems.
Director Business Development & Supply Chain
Digital Infrastructure Holdings
01.2021 - 01.2021
- Develop new business opportunities in a global market for Powerhouse, a company within the Digital Infrastructure Holdings group.
- Build strategies for business development towards Mobile Network Operators.
- Establish global OEM providers for an end-to-end Energy solution for Telecom sites.
- Identify and qualify strategic and/or local service partners for deployment and maintenance.
- Work with strategic solution integration partners to meet MNO solution requirements.
- Evaluate M&A candidates in new markets.
- Identify opportunities for virtual power plants and evaluate ecosystems.
Sr. Director Business Development New Business, Strategy & Innovation, Energy as a Service
SBA Communications Corporation
01.2019 - 01.2020
- Developed a new business foundation as a start-up for Energy as a Service for telecom operators, mainly MNO’s.
- Defined ecosystems in specific markets for the deployment and operation of energy infrastructure and site services.
- Worked with strategic partners for solution development and dimensioning to meet specific operator needs.
- Build relationships and collaborate with the C-suite at MNOs to position and develop business and opportunities.
- Create a base for financial models, including TCO for infrastructure deployments as a Service.
- Lead internal cross-functional teams throughout the sales cycle.
- Drove RFP processes offering end-to-end energy services with SLAs.
- Worked with legal departments to create a contract framework for Energy as a Service (MSA, SLA, SoW).
- Identified and offered solutions end-to-end for PPA deployments.
- Lead engagements for EAAS and PPA pre-sales and due diligence.
- Mapped regulatory framework and opportunities related to energy needs for the mobile sector.
- Identified ESCO market competitors and channels for infrastructure developers.
- Mapped MNO local markets to network evolution to better address customer needs.
- Identified telecom energy ecosystem and mapped candidates for potential M&A opportunities.
Senior Director Business Development - International
SBA Communications Corporation
01.2017 - 01.2019
- Created and drove business development programs with local and central teams.
- Identified new business opportunities with the existing customer base.
- Worked in partnership with SBA’s local teams and the telecom tower ecosystem to source M&A opportunities and deals in local markets.
- Drove M&A leads and opportunities, and together with the M&A department, including deal terms and negotiation strategies.
- Coordinate M&A activities with the internal teams (M&A, Tax, Accounting, Legal, Ops, HR and Accounting).
- Planned, coordinated and participated in the M&A process from target identification through initial discussions, term sheet, Letter of Intent generation, bid response, contract negotiations, due diligence.
- Partnered closely with the SBA M&A department to close deals and post-closing activities.
- Collaborated closely with and supported the Regional Operations VP’s and Company Executives to bring focus and execution to Business Development Programs.
- Communicated market and industry trends to local entities for improved insights to address customer needs.
- Built and maintained direct relationships with key customers within the territory, generating new business leads.
- Provided input for the preparation of financial models on acquisition targets to meet the investment criteria.
Head of Engagement Development, Managed Services Latin America
Ericsson Panama
01.2013 - 01.2017
- Lead and drove sales engagements jointly with solutions development.
- Identified business opportunities for managed services in close cooperation with customer units.
- Negotiated contract details, terms and conditions.
- Provided market and industry expertise focused on business, emerging global trends and market environment insights to identify and address customer challenges.
- Used business and functional knowledge to develop opportunities based on specific customer needs.
- Provided consultative and advisory support for internal and external customers based on best practices.
- Lead or support Sales decision process to create value for customers and support the Key Account.
- Delivered value and thought leadership by addressing business, operational, organizational and technological issues.
Account Manager
Ericsson Panama
01.2009 - 01.2012
- Responsible for all sales activities, negotiations and customer relation to Digicel Panama and Central America.
- Drive business growth activities, secure profitable sales and preserve customer relations.
- Responsible for sales forecast, financial follow-up and P&L with sales above $50m.
- Lead sales team, implemented sales strategies and drove business planning.
- Managed customer projects and followed up on performance with the Project Management Office.
Account Manager
Ericsson Dominican Republic
01.2007 - 01.2008
- Responsible for all proposals to Orange Dominican Republic & French West Indies with Sales above $50m.
- Drove business growth activities, lead RFQ team effort, secure profitable sales and preserve customer relations.
- Lead core team in sales engagements, negotiations, implemented sales strategies and drove business planning.
Business Manager Market Unit Central America & Caribbean (BU Networks & BU Broadband Networks)
Ericsson Sweden
01.2000 - 01.2006
- Responsible for BU's business development in the market unit (P&L).
- Implemented sales strategies and business planning across Business Unit teams.
- Accountable for sales targets, financial & non-financial, and Business Growth activities.
- Developed business intelligence, drove market requirements on product portfolio towards the Product Areas.
Network Technologies, Regional Manager South America
Ericsson Sweden
01.2003 - 01.2005
- Responsible for business development in Brazil and South America of fiber, transport and site solution portfolio.
- Directed local portfolio management, profitability and product strategies.
- Responsible for cost and sales budgets, procured annual sales budget of over $30m.
- Managed group of Brazilian based employees.
Sales & Product Manager
Ericsson Sweden
01.2000 - 01.2002
- Responsible for GSM site solutions products which included forecast analysis, P&L, and sales activities.
- Managed cross functional product development project which included sales issues, and assisting with sourcing and R&D.
- Managed annual sales budget of over $20 million.
Owner
Xhale AB, Sweden
01.1994 - 01.1999
- Founded and Managed self-owned service company.
Education
Degree - Marketing and Economics
Economic Center University of Lund
Sweden01.2000
Skills
Customer relationship management
References
Available up-on request.
Training & Additional Development
- Leadership Core Curriculum (Ericsson) 2009 Ericsson Leadership training for managers - 10 Month program.
- SPIN Concept & Sales Opportunity Creation 2010-2011 Situation, Problem Implication and Need-payoff concept. Customer Buying Cycle, Changes over Time, Recognition of Needs. Customer decision process. Modeling of tools for Persuasive Analysis, Competitive Analysis and Key Player Mapping.
- Ericsson Courses, (main selection) Sales Excellence Program, Level 1 & 2. Operator Business Environment & Finance, Level 1 & 4. Negotiation & Closure of MS Agreements – Structure of MS Agreements, Level 1-3. Business Critical Terms and Conditions (BCTC). Managed Services Business Case & Commercial Strategy, block 1-3. Managed Services Special Requirements, Experience Centric MS, Cloud MS etc. Managed Services Transformation, Block 1-2. Negotiation Skills – Game-learn Merchants.
- Krauthammer International 2007 Sales Training program.
- Silf Competence 2004 Course in Business Negotiation Foundations of effective negotiations, Intercultural differences in negotiations. The "set up" of an international negotiation, The terminology of purchasing- and sales contracts. The hidden language of negotiations.
- Dale Carnegie 2002 Communication & Leadership, 12-week program.
- SLG Thomas International 2000 Sales training and understanding of human characteristics.
- Swedish Air Force, F14 Halmstad Sweden, 1993 Leadership course, 2-week program.
- Military service, 1992 Six weeks with the Swedish Air Force, F16 Uppsala. Seven months with AIHS in Stockholm, the artillery and engineering university.
Timeline
Director Business Development
Hybrico Energy Technologies Ltd.
01.2023 - Current
Head of Energy Solutions & Services
Phoenix Towers International
01.2022 - 01.2022
Director Business Development & Supply Chain
Digital Infrastructure Holdings
01.2021 - 01.2021
Sr. Director Business Development New Business, Strategy & Innovation, Energy as a Service
SBA Communications Corporation
01.2019 - 01.2020
Senior Director Business Development - International
SBA Communications Corporation
01.2017 - 01.2019
Head of Engagement Development, Managed Services Latin America
Ericsson Panama
01.2013 - 01.2017
Account Manager
Ericsson Panama
01.2009 - 01.2012
Account Manager
Ericsson Dominican Republic
01.2007 - 01.2008
Network Technologies, Regional Manager South America
Ericsson Sweden
01.2003 - 01.2005
Business Manager Market Unit Central America & Caribbean (BU Networks & BU Broadband Networks)
Ericsson Sweden
01.2000 - 01.2006
Sales & Product Manager
Ericsson Sweden
01.2000 - 01.2002
Owner
Xhale AB, Sweden
01.1994 - 01.1999
Degree - Marketing and Economics
Economic Center University of Lund