Michał Kocoń

1. You have more than 15 years of experience across several industries, from FMCG to energy efficiency. What first drew you to a career in sales and business development?

I chose a career in sales and business development because I genuinely enjoy helping clients find the solutions that work best for them. As a sales engineer, I had the opportunity to work with a wide range of clients, which taught me how to accurately identify the challenges they face and put the technical knowledge I gained during my education to good use.

Over time, I realized that sales go beyond closing transactions and are about working with clients to identify the most effective strategies that drive meaningful business growth. Transitioning into business development was a natural next step, allowing me to share my experience, build long-term relationships and recommend approaches that not only meet expectations but also strengthen the brand and deliver real value to corporates.

2. Your background in mechanical engineering and machine design gives you a strong technical foundation. How has that shaped the way you approach sales and client relationships?

My technical background has shaped my approach to sales and maintaining client relationships. With a foundation in mechanical engineering and machine design, I’m able to understand complex technical requirements and translate them into tailored, practical solutions.

For me, this means that conversations with clients go well beyond simply presenting a product; instead, I always try to engage clients in discussions about their processes, challenges and business goals. My engineering perspective helps me ask the right questions, anticipate potential issues and offer strategies that are effective and also support long-term growth.

This approach builds trust and strong, partnership-based relationships. Having a solid technical foundation gives me an edge in consultative sales, where the value lies not just in the product itself, but in how it supports the client’s success.

3. Moving into the energy sector was a significant shift from your earlier roles. What motivated that transition and what challenges did you face introducing technical solutions like LNG stations?

Moving into the energy sector was a natural step for me after years of experience in designing, selling and implementing technical solutions. Every device delivered to a client, no matter the industry, relies on a specific energy source, which in turn involves purchasing, optimizing and long-term planning of energy consumption.

I became fascinated by how the energy market works: its underlying mechanisms, price dynamics, the impact of geopolitical events and how companies can strategically plan their growth over the following 10–15 years.

4. Which skills have you found most valuable for building strong partner networks and driving results in energy efficiency at STX?

The most valuable skills I’ve found at STX are technical knowledge, an open mindset and the ability to collaborate across a decentralized network of technology providers. STX works closely with a wide range of partners and this collaborative approach allows us to deliver tailored, high-impact approaches.

Ultimately, this synergy leads to success not only for us and our partner companies, but most importantly for the client through effective implementation, measurable energy optimization and long-term satisfaction.

5. You’ve mentioned the importance of tailoring your communication style to different audiences. How do you ensure clarity and mutual understanding?

I always start by analyzing who I’m meeting with – their role within the company and the context in which they operate. This helps me tailor the conversation so that it remains engaging and focused on the key information that matters most to them. At the same time, I aim to understand the scale of the challenges the client is facing within a specific project or planned investment. This allows me to guide the discussion in a way that’s both relevant and solution-oriented.

Most importantly, my goal is that the client leaves the meeting feeling professionally supported and confident that we provide not only the right strategies but also a dedicated expert who understands their needs and is committed to delivering value.

6. Working in energy efficiency at STX gives you a close view of how the Polish market is evolving. What trends or changes do you find most significant in this sector right now?

The main change in the area of energy efficiency in Poland is the upcoming reform of the white certificates system. This instrument will likely become even more attractive for companies seeking to finance energy efficiency projects. Clients are increasingly aware that, in order to remain competitive in the market, they need to regularly modernize their equipment and processes. At the same time, they have a strong interest in reducing production costs, which are directly linked to the amount of energy they use. Most often, achieving these objectives is possible through the use of less carbon-intensive energy sources.

7. Looking ahead, what developments in the energy efficiency sector excite you most and how do you see your role evolving at STX as the market continues to change?

For me, one of the most exciting trends in the energy efficiency sector is its growing integration with digital solutions. We are now witnessing how intelligent energy management systems, process automation and IoT technologies are becoming, in many cases, the new industry standard.

Our team is also paying close attention to the planned regulatory changes I already mentioned. Within the Energy Efficiency team, we regularly exchange first-hand market experience with our colleagues from France, Spain and Italy (together with Poland, these are the only countries in the EU with white certificates schemes). We hope that 2026 will bring important changes to the system. Simplification of administrative procedures and increasing financial support for energy efficiency investments will be crucial.

When it comes to my role in STX, I see myself as a trusted advisor and partner, supporting clients not only in obtaining funding for their projects but also in implementing innovative strategies that enhance energy efficiency and reduce emissions. With rising corporate awareness, regulatory pressure and market dynamics, my work will focus more on developing comprehensive energy transition strategies for our clients.