This client is a leading clean technology integrator and renewable asset developer, owner and operator.
Their comprehensive services include energy efficiency, infrastructure upgrades, asset sustainability and renewable energy solutions throughout North America and Europe.
Grounded in values and guided by our Environmental, Social and Governance practices, teams work collaboratively to deliver best-in-class solutions with a relentless focus on customer satisfaction. In pursuit of energizing a sustainable world.
Role and Scope
The Business Development Manager – Asset Originator’s role is to improve their market position and achieve financial growth primarily in the origination and development of energy asset projects for solar PV, microgrid and battery storage technologies.
Responsibilities
This is a senior sales position within the company focused on originating and closing renewable energy and advanced clean technology asset contracts.
The BDM – Asset Originator will work with the internal team, marketing staff and other managers to increase sales opportunities and thereby maximise revenue. To achieve this, the BDM will need to find potential asset projects, convert them into contracts, and continue to grow business in the future.
The primary role of the BDM – Asset Originator is to prospect for new energy asset opportunities by networking, cold calling, advertising or other means of generating leads.
The BDM must then lead the full development process and cover all aspects of the deal to close. The BDM must work with mid and senior level management marketing and technical staff and may manage the activities of others responsible for developing business for the company. Strategic planning is a key part of this job description, since it is the business manager’s responsibility to develop a pipeline of new asset business coming into the company. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors.
Specific Duties
New Business Development
- Prospect for potential new asset opportunities and turn this into increased business.
- Develop Sales Leads, Respond to RFQ’s and RFP’s;
- Manage the full development cycle of Solar PV, Battery Storage, Microgrid asset projects
- Cold call as appropriate to ensure a robust pipeline of opportunities
- Meet potential clients by growing, maintaining, and leveraging your network.
- Identify potential clients and the decision makers within the client organisation
- Research and build relationships with new clients.
- Set up meetings between client decision makers and company’s practice leaders/Principals.
- Plan approach and pitch.
- Work with team to develop proposals that speak to the client’s needs, concerns and objectives.
- Participate in pricing the solution/service.
- Handle objections by clarifying, emphasising agreements and working through difference to a positive conclusion.
- Use a variety of styles to persuade or negotiate appropriately.
- Present and image that mirrors that of the client.
Business Development Planning
- Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
- Present to and consult with mid and senior level management on business trends with a view to developing new services, products and distribution channels.
- Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
- Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
Management and Research
- Submit monthly progress reports and ensure data is accurate.
- Ensure that data is accurately entered and managed within the company’s CRM system.
- Forecast sales targets and ensure they are met.
- Track and record activity on accounts and help to close deals to meet these targets.
- Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
- Ensure all team members represent the company in the best light.
- Research and develop a thorough understanding of the company’s people and capabilities.
- Understand the company’s goal and purpose so that business development activities enhance the company’s performance.
- To update the company work monitoring systems with accurate details
- Assist in improving operations, decrease turnaround times, streamline work processes, and work cooperatively and jointly to provide quality seamless customer service
Preferred Skills and Qualifications:
- Master’s Degree in Business or Finance. Active progress toward industry-related or advanced education preferred.
- Proven track record of developing and securing energy asset sales of complex offerings from top-level management.
- Comprehensive understanding of PPAs, EsPC, EaaS, UP and other commercial structures for energy asset projects
- Excellent verbal, written, and presentation skills.
- Proficient in Excel and PowerPoint.
- Demonstrated sales lead development and account cultivation skills, including effective negotiation and closing techniques.
- Minimum 2:1 degree.
- Master’s Degree in Business or Finance. Active progress toward industry-related or advanced education preferred.
- Proven track record of originating, developing and securing energy asset sales.
- Demonstrated sales lead development and account cultivation skills, including effective negotiation and closing techniques.
- Commercially astute with comprehensive understanding of PPAs, EsPC, EaaS, and other commercial structures for energy asset projects.
- High profile in advanced clean technology sector.
- Excellent verbal, written, and presentation skills.
- Proficient in Excel and PowerPoint.
- Proficient in CRM (Salesforce).
Personal Attributes:
The successful candidate will be enthusiastic, confident and have a flexible approach to work. You will be customer focused, passionate about energy efficiency and renewable energy and likely a well know leading figure in the UK energy services sector.
You should be able to demonstrate good organisational skills including the ability to prioritise work under pressure and drive completion within deadlines. The job requires the willingness to travel across UK and Europe, while based in either our Central London or Surrey Office.