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Senior Business Development Manager

Senior Business Development Manager

The Client:

We are working with a professional services provider in their search for a Key Account Manager. The business has an excellent reputation for delivering high quality services to household names. This role will be a great move for a business development manager looking to work for one of the most reputable businesses in the energy world, with involvement in wider services.

The Role:

To be responsible for developing energy solutions for customers and delivering solution sales across the growing energy service lines within the business including; sustainability strategy, environmental services, energy, waste, water, compliance etc. You will be responsible for developing new and existing sustainability opportunities, including contracts and projects and delivering or exceeding an associated sales target for the financial year.   Have specific knowledge and experience within the sustainability sector with an understanding of technology change and application.

Taking a consultative approach with customers the role will require you to effectively manage and lead new and existing sales opportunities and ensure there is a robust pipeline of opportunities across the service lines. You will develop & deliver high standards of business proposals and lead the sales processes in line with both the company and customer expectations and contracted agreement.

Objectives and Responsibilities:

  • To achieve annual sustainability sales targets for services across the breadth of the energy & waters ’s product range
  • To proactively engage, communicate, and collaborate with all areas of the business to ensure sales targets are met
  • To provide input into and support the sustainability sales strategy identifying key clients and opportunities to support business growth
  • Personal responsibility for the development, and enhancement of clients within the energy & sustainability business
  • To work with the operational delivery teams to ensure the application of appropriate sustainability products, services and approaches are adhered too.
  • To achieve sustainability sales led results and quotation success rates and take action as required
  • To proactively follow and adhere to the Sales process and use of the CRM (Salesforce) tool regularly and effectively as necessary to sustain a robust pipeline of opportunities and support CRM insight
  • To work with the Head of Sustainability Business Development and other key functions within the energy business to support winning sustainability bid strategies
  • To assist in development of sustainability services knowledge skills throughout the company
  • To support the preparation of Project Authorisation (PAR) for sign off by business Directors and associated parties
  • To support the Risk Management process of energy sales bid opportunities across all sectors
  • To maintain the security and confidential status of all information so designated; to conduct all activities in a professional manner at all times and procedures are followed
  • The job holder may be required to undertake such other duties as may reasonably be required of him/her in the post and department mentioned above, or in a comparable post in the Company

Nature of Work:

  • Generation of new sustainability sales and enhancement of existing client relationships within the UK to an agreed sales target and margin level, and to continuously achieve sales target on an annual basis
  • The role is proactive, ensuring that the company is able to respond professionally to convert sustainability sales opportunities to new contracts and enhance existing
  • To liaise with Operational Management teams and see that all aspects of their role as the interface between Sales and Operations are respected
  • Ensure that a full risk assessment has been undertaken and that all due diligence processes are adhered to, to ensure commercial robustness in our proposals
  • Responsible for maintaining sustainability administration, documentation and presentation standards, including sales reporting and sales processes
  • Participate in weekly and monthly sales review meetings identify pipeline opportunities and forecast sales against target
  • To ensure a professional working relationship of all employees, agency workers and subcontractors is in line with legislation and best practice, with support and advice from the Human Resources department
  • If required to liaise with other teams providing guidance opportunities and assistance with pricing strategy and bid submission
  • To ensure the costing for the submission are competitively priced and meets the company’s requirements
  • To present to prospective clients.

The Individual:

  • Experience and proven track record in a sustainability sales role, with a record of achieving and exceeding target achievement
  • High level experience of a sustainability business which includes: Corporate Sustainability Strategy, Energy controls and projects, Price Risk Management, Monitoring and Verification, Compliance and Solutions development, Waste, Water
  • Good understanding of the Internet of Things (IoT) and its application to sustainability solutions
  • Excellent sales skills - in particular the ability to enhance customer value & understanding using account development skills
  • Develop sustainability services as a route to market and key support for wider service offerings
  • Excellent customer relationship skills and dedicated customer focus
  • Excellent inter-personal and communication skills
  • Good working knowledge of the sustainability & energy market and key market influences (e.g. government legislation, corporate social responsibility, etc.) within the UK and overseas as appropriate
  • Excellent written communications skills with an ability to write high level sustainability proposals and tender documents
  • Flexible approach to working
  • Commercial & Industrial Sector focussed experience
  • Proactive nature with an ability to show initiative
  • Proven ability to manage change successfully
  • Presentation skills