Client Relationship Manager/Business Development Manager
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Client Relationship Manager/Business Development Manager

Date: 02-Aug-2019

Location: London-Newington, Elephant and Castle, GB

 

Position

Client Relationship Manager / Business Development Manager

Reporting to

Head of Markets

Location

Newington House, London

Department

UK Power Networks Services

Reference Number

45803

Employment Period

Permanent

Contract Type

Personal Contract

Salary

Circa £70,000 + car + benefits

Bonus 10%

Closing Date

22nd August 2019

 

All applications will be reviewed after the closing date

 

We also provide the following additional benefits

 

  • Annual leave 25 days
  • Personal Pension Plan – Personal contribution rates of 4% or 5% (UK Power Networks will make a corresponding contribution of 8% or 10%)
  • Tenancy Loan Deposit scheme
  • Tax efficient benefits: cycle to work scheme
  • Season ticket loan
  • Occupational Health support
  • Switched On – scheme providing discount on hundreds of retailers products.
  • Supplier discounts, such as O2, EE, Vauxhall cars, Universal tyres
  • Discounted access to sports and social clubs
  • Employee Assistance Programme.

 

JOB PURPOSE:

UK Power Networks Services require an experienced Client Relationship Manager to assume responsibility for seeking, developing and securing growth opportunities in identified market segments. The purpose of the role is to develop and promote multiple energy solutions to new and existing clients to optimise, integrate, and aggregate their existing and new Distributed Energy Resources (DERs). 

 

Our solutions include all aspects of electrical infrastructure with a strong focus on new and emerging technologies including Battery Storage, Microgrids, Electric Vehicle infrastructure, Virtual Power Plants (VPP), Demand Side Management, plus Distributed Generation including renewables, operation and maintenance, capital projects and asset financing.

 

Our clients will seek benefit from lower costs, increase revenue streams, immunisation of supply, improved resilience and become more energy independent with a decreasing carbon profile.

A Client Relationship Manager, will be responsible for all aspects of key account management including developing the Segment analysis, creating the sales pipeline and leading client engagement from pre-sales, bidding, through to successful close.

 

The Client Relationship Manager will work under the instruction of the Head of Markets and will interface with the various stakeholders as required.

The role will be based at our office in Elephant & castle, London, but will require significant travel to meet with clients. The individual may be required to work late on occasions to ensure deadlines for submissions are met.

 

NATURE AND SCOPE:

The individual should be able to effectively lead teams both with and without direct line responsibility to achieve a high win conversion rate (exceeding 70% by both number and value).

 

The individual will need to be self-motivated and able to work with minimum supervision. They must be a good communicator with excellent inter-personal skills and must represent UK Power Network Services’ best company values with both internal and external stakeholders.  They will also need to have good relationship skills and the ability to make a positive contribution to the successful delivery of targets.

 

PRINCIPAL ACCOUNTABILITIES:

  • Responsible for leading and acquiring sales growth through existing and new clients in accordance with UK Power Networks Services growth strategy for a nominated portfolio of clients.
  • Stand in the customer shoes, act as the ‘Voice of the Customer’.
  • Communicate and influence at the senior level internally and within clients.
  • Lead the governance process, negotiations and close of sales.
  • Actively pursue approved opportunities from prospect to close, manage both external and internal activities necessary to implement opportunity.
  • Lead the development of comprehensive segment analysis and implement the action plan to focus on target markets and sales channels to develop and deliver growth.
  • Develop and maintain a detailed sales pipeline for all channels to market.
  • Work with the marketing team to develop and adapt sales collateral for smart technologies to explain UK Power Networks Services’ value position.
  • Conduct and document ongoing market analysis to ensure that the business development team is focused and the strategy is focused in the right area, and that appropriate resources exist to be successful in target markets.
  • Develop business models and systems, which allow Senior Management to recognise cost / benefit and manage project risks.
  • Accountable for client solutions and delivery plans in an early stage and maintain client relationship through to completion.
  • Develop partnerships with strategic market players and customer relevant smart technology businesses.
  • Understand and resolve complex technical, strategic and business issues – to arrive at the Bid Winning Strategy.
  • Interact internally to provide market pricing input and terms and conditions clarification during the proposal development.
  • Conduct detailed won/loss analysis for all prospects to improve competitive knowledge base, and routinely publish the data to the Head of Markets.
  • Attend and support the business development team’s successful participation in relevant conferences and trade shows.
  • Lead the marketing and advertising of UK Power Networks Services solutions across the allocated client portfolio.

 

KEY ATTRIBUTES

  • Excellent communicator.
  • Goal orientated.
  • Able to prioritise when dealing with multiple deadlines and deliverables.
  • Able to lead and direct large teams to deadlines.
  • Strong written English language and numerical skills with high attention to detail.
  • Deadline driven with effective time management skills.
  • Thrive in a busy environment.
  • Able to multitask and prioritise workload.
  • Able to build strong relationships with people at all levels in an organisation.
  • Excellent interpersonal skills and ability to influence and negotiate at all levels both internally and externally, including at the ‘C’ suite level.
  • Strong problem solving and creative skills.
  • Able to make correct business decisions irrespective of personal impact and delivery negative messages when required.

 

SKILLS, QUALIFICATIONS AND EXPEREINCE:

Skills:

  • The ability to work under pressure and to challenging deadlines.
  • Strong people management and commercial skills.
  • Sound understanding of P&L and risk management skills.
  • Able to undertake pre-sales activity including development of high-level business case / cost benefit analysis for new opportunities.
  • Ability to work across internal boundaries and with clients to deliver complete solutions, products and services.
  • Strong project management / time management / prioritisation skills.
  • Excellent communicator, both written and verbal.
  • Strong written English language skills and wide vocabulary.
  • Excellent attention to detail.
  • Comfortable working at ‘C’ suite level.
  • Ability to coach others in persuasive opportunity capture.

 

Qualifications:

  • Degree educated desirable
  • MBA or equivalent desirable.
  • Chartered professional or working towards a Chartership.
  • A project management qualification is desirable.
  • Advanced MS Word and Excel skill and proficient in MS Office.

 

Experience:

  • Demonstrable business development experience in a business to business environment.
  • A track record of leading high performance commercial teams.
  • Proven capability in delivering winning bids for complex product and service opportunities.
  • A strong background in business development from opportunity identification through to project hand over at contract signature.
  • Must be able to develop strategies to qualify opportunities, articulate win strategies, lead commercial discussions and specify solution designs.
  • A practical understanding of the new and emerging energy technology market and the relevant market players.
  • Have proven ability to manage complex, multi-work stream opportunities.
  • Experience in feasibility studies and business case development.
  • Solid understanding and implementation of internal governance procedures.
  • Demonstrable experience presenting in open forums.
  • Willing to travel for 30% to 50% of time.

 

Key competencies

 

  • Leadership and ability to manage workload.
  • Self-directed in their personal development.
  • Goal orientated.
  • Ability to make correct business decisions irrespective of personal impact and delivery negative messages when required.
  • Influence and persuasion.
  • Information seeking.
  • Strong communication skills both verbal and written; and IT skills.
  • Excellent interpersonal skills.
  • Planning, organisation and time management.
  • Strong problem solving and creative skills.
  • Attention to detail.
  • Team working.

     

      

    Health & Safety Responsibilities

    Managers and supervisors carry both legal and company responsibilities for ensuring the health and safety of their employees, those under their control and those who might be affected by the work undertaken, i.e. public, visitors and employees of other organisations. This includes briefing individuals working for them and ensuring there is the necessary understanding, competence and application of requirements to work safely and without harming the environment.

     

    Employees are responsible for ensuring they fully understand the health and safety risks involved in their work activities and their responsibility to apply the controls needed to manage those risks to acceptable levels. Similarly where work activities can have an adverse impact upon the environment, and particularly where there are legal requirements, employees are responsible for understanding those impacts and the controls they must ensure are applied.

    If in doubt, ask!

 

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