Business Development Lead

Job Title: Business Development Lead

Location: Flexible Working from one of their central European offices which include; London, Manchester, Paris, Berlin, Munich, Milan, Madrid or Puidoix

Salary: Up to €120K Per Annum + Share options + benefits

Client:
My client is an industry-leading smart grid technology developer which provides platforms for traditional power distribution networks. In the last 3 years they have had an aggressive growth strategy going from 15 employees to over 300 with the plan to reach 500 by the end of 2024.

With this aggressive growth strategy in place, they are now looking for a Business Development Lead to help drive the growth of their Network Intelligence product offering, increasing their presence and pipeline with electricity system operators. We envisage the ‘Business Development Lead’ taking on responsibility for generating, nurturing and closing deals across European markets, alongside managing and expanding presence with the existing customer base

You will be empowered to help at every level of our organisation; working collaboratively with our senior leadership and management teams, and across our business development, delivery and technical teams to design and deliver customer oriented propositions that exponentially grow our client base and market share.

What you’ll do

• Develop and deliver new leads through your own pre-existing network
• Develop and deliver new leads through inbound and outbound channels
• Develop and deliver excellent in person and remote pitches, which have clearly defined value proposition and show an in depth understanding our solution, power markets and how we solves customer needs
• Manage and develop existing customer relationships, through regular account reviews
• Ability to coordinate internal team members (and when required ‘self-respond’ to formal tenders) such as RFI’s and RFP’s
• Identify and develop valuable key stakeholder relationships with potential customers and in turn, influence decision making processes
• Work with all functions to ensure that you are pitching the ‘latest and greatest’ that our platform has to offer and utilise SME’s in the sales process to enhance market and technical value propositions
• Work with management and executive teams to develop our customer proposition, ensuring value creation for the business and outstanding satisfaction for the customer
• Prepare and present new business performance / forecast reports defining action plans to improve number of deals closing and annual recurring revenue
• Take existing pricing models and tailor them based on your understanding of the prospects needs to create optimal commercial proposals
• Lead contract negotiations, through to close
• Proactively lead business opportunities without close supervision or hand holding

What you’ll need

• Experience as a SaaS sales lead in the energy industry
• Worked in the daily operations of a grid operator (DSO/Utility) such as Grid Operations, Control Room, Short Term Planning, Asset Management or as a consultant selling/delivering consulting services or software into grid operators
• Experience working with energy related software solutions (preferably trading or ancillary service related)
• Experience leading pitches / presentations to a very high standard
• Experience of utilising the latest business development methodologies
• Experience assessing product fit vs customer needs in the form of discovery and qualification with new business opportunities
• Experience of developing market leading customer engagement propositions (RFI, RFP’s), plans and upskilling the business for successful delivery
• Experience of being hand on in legal and pricing negotiations
• Experience using CRM to track deal progress
• Proven success in delivering an outstanding prospect relationships
• Proven success in closing deals and increasing annual recurring revenue
• Ability to engender a high level of confidence from the senior leadership team
• Good understanding of electricity distribution, main challenges and key players.
• Understand the DSO environment including SCADA, GIS, distribution grids, etc.
• An understanding of and experience with software and/or data and/or technology hardware
• Excellent communication skills showing the ability to summarise complex problems and recommend concise plans of action
• Effective risk management and negotiation skills - able to balance competing demands for resource to ensure best overall outcome
• A proven ability to build relationships at every level of large organisations, especially the c suite.
• Eye for detail, with a very clear and organised approach to account management and delivery
• Fluent in English
• Advantageous if you are fluent / business proficient in either French, German or Spanish