Reporting to:
Head of Network Development
Job Role:
- To drive customer connection sales, leading the customer journey from initial contact through to signed connection / development / supply agreements as appropriate to generate revenue through delivery contracts for internal schemes and through success fees on external schemes.
- To be responsible for multiple customers and stakeholder management, reporting pipeline progress and management of associated back-office support functions tasking to drive the sales process.
- To proactively engage with customers to ensure high quality and accurate data is gathered as per the requirements of the client contract.
- To develop and maintain close customer relationships, engender trust in delivery and garner ongoing and repeat business for the Ener-Vate consultancy team, identifying cross-sell opportunities for the wider business.
- To support on business development activities in the identification, development and securing of new projects across the wider Ener-Vate portfolio including General Consultancy, EAMS, CONNECT and EVOLVE.
Skills, Experience and Qualifications Required:
- Demonstrable experience in sales and sales management, managing senior-management level relationships, and supporting up to board level as appropriate in complex customer organisations and / or public sector organisations.
- Pro-active lead generation, utilising different strategies to identify and contact the appropriate decision makers and influencers within a customer organisation.
- Driven, confident and tenacious to ensure sale commitments can be delivered, potentially over a protracted development and negotiation period.
- Experience of developing and executing Stakeholder Management Plans
- Experience in direct customer contract negotiation, understanding of trade off strategies, price / cost bounds and red lines.
- Highly organised and able to manage multiple customers, conflicting demands and deadlines through effective time management.
- Excellent communication, presentation and report writing skills for a variety of customer types and forums.
Desired Skills / Experience:
- Utilities sales experience within a regulated framework business, ideally with knowledge of district heating, but may be from electricity, gas, water or other utility background.
- Technical competency to challenge as appropriate technical assumptions where they impact the commercial agreement.
- Personnel management and delegation skills to project teams.
- B2B business development experience.
Duties of the role:
- Sales of different types of customer agreements, dealing with multiple types of customer entities ranging from Housing Developers and Associations, Local Authorities and large corporates, through to individual SMEs, depending on contract type.
- Proactive identification of sales opportunities from developing extensive industry and customer networks alongside pre-identified customer engagement lists.
- Ensure high quality data provision, working with the customer and in line with the client contract requirements.
- Review of opportunities to filter those with higher likelihood of success / low barriers to entry with Head of Network Development to contract and ensure pipeline and stakeholder trackers are kept updated accordingly.
- Lead on client progress reviews, reporting and compliance with client governance requirements.
- Lead on customer liaison and as appropriate negotiations for concession agreements; connection, development and supply agreements; customer comparator workshops, with appropriate support from back-office resources on modelled and legal positions.
- Lead on contract performance reporting where Ener-Vate are providing sales support to external parties.
- Manipulation and communication of existing commercial models to take into account specific customer parameters e.g. customer comparators as appropriate to support consultancy sales teams.
Package between £45,000 - £55,000 depending on location and experience.
Home based with occasional travel to our offices in Stoke-on-Trent and Manchester.
To apply for this role or to arrange a confidential chat, please email: Sarah Elson, Marketing & Administration Coordinator - sarahe@ener-vate.co.uk