Head of Business Development

at  Vattenfall

KNOWLEDGE AND SKILLS

Proven management and leadership skills – provide leadership to your team and others in the business.
Understanding and experience of public sector procurement processes and Local Authorities ways of working and governance would be preferred
Understanding of regeneration programmes, real estate development and property, with particular focus on the drivers of net zero, would be preferred
High personal impact combined with distinct customer orientation, entrepreneurial spirit and business acumen
Excellent presentation and communication skills internally and externally, an engaging communicator in all forms
Able to influence key stakeholders including local authorities, developers, consultants and energy partners
Risk management – strong understanding of commercial and technical risks and how it impacts the business, and how commercial levers can be pulled to create attractive propositions
Good understanding of customer needs and customer types (local authorities, developers, commercial customers) and their drivers
Understanding of UK energy industry / heat networks, market and future direction preferred Ability to pick up technical product understanding from engineering colleagues and to discuss high level technical issues with potential clients (or engineering background)
Understanding of infrastructure investment process (or investment background) would be desirable
Ability to understand commercial and negotiation levers and to discuss high level commercial issues with potential clients (or commercial background)
Infrastructure project, bid or transaction management experience preferred, with ability to manage projects to strict and challenging deadlines
Knowledge and interest in zero carbon solutions and policy trends, regulatory and legislative requirements
Ability to work in the interfaces between technical, commercial, operations, delivery, legal and marketing, bringing people and project teams together
High motivation to contribute to Vattenfall’s ambitions, a self-starter and goal-oriented with a fun, engaging and inspiring attitude

QUALIFICATIONS AND EXPERIENCE

Proven sales / business development track record in growing revenues/ client base/ product lines/ closing deals, in an energy or infrastructure related field
Team management experience
Building long-term relationships with new and existing customers through external networking and events as well as personal profile

ABOUT THE COMPANY

Vattenfall is a European energy company with approximately 20 000 employees. For more than 100 years we have electrified industries, supplied energy to people’s homes and modernized our way of living through innovation and cooperation. We now want to make fossil-free living possible within one generation. To be able to reach this ambitious goal we are looking for talented individuals who, in addition to their passion for their own role, also have strong team spirit and want to contribute to supporting a meaningful corporate mission

MAIN PURPOSE OF ROLE

The Head of Business Development (BD) for London is a management role within the UK Heat business responsible for developing the growth strategy with the Regional Director in order to deliver on corporate targets. The Head of BD will need to build and coach a team of high performing sales and business development people, working in close alignment with marketing, commercial, engineering, delivery and operational colleagues to deliver a growing pipeline of high-quality project opportunities which will be critical to ensuring our collective success.
This role encompasses the entire go to market journey for Vattenfall in London, to develop new low carbon heating and cooling infrastructure and realise our vision for clean heat in the city. This senior role will lead bidding and sales opportunities, responsible from early stakeholder engagement, right through to bidding, closing contracts and realising up-sell value opportunities.
You will ensure that we have a compelling win strategy for every meaningful project and that the business is organised effectively around them. You will be dynamic, proactive, creative and diligent – happy to unpick complex situations and use data and emotion to deliver a powerful and simple narrative to clients and customers.
The role will be pivotal to the business’ growth, with responsibility for supporting the business to secure new network opportunities, concession areas, customers and to progressing projects effectively through Vattenfall’s governance processes.
You will also build an external profile, engaging with potential clients and other stakeholders in our strategic locations and leading early bids, partnerships and initiatives to build momentum in the city.

KEY RESPONSIBILITIES / DUTIES

Devising and executing the business case and sales strategy for the London portfolio and the networks within it, based on an understanding of Vattenfall Heat UK objectives and our customer’s needs

• Driving high quality market and sales propositions and compelling win strategies to identify and address barriers, drive innovation in routes to market and promote Vattenfall as a partner of choice.
• Working closely with marketing to plan and deliver regional and account-based marketing and campaign planning, including contribution to thought leadership and brand awareness
• Directly managing a small team of BD and sales professionals pursuing complex major district heat opportunities where the counterparty is typically a heat source (utility or industrial) private developer, housing association or Local Authority.
• Personally engaging on strategic accounts and forming relationships with key relationships and influencers.
• Personally leading on the largest and complex bids, as well as reviewing and contributing to all bids and proposals

Driving excellent account management plans
Owning and reporting on performance against targets to the Regional Director for London, with strong project management of pipeline and use of CRM
Ensuring strong alignment with commercial, engineering, legal and marketing teams, and supporting in resource and capacity planning
Recommending go/no go bid decision and approving projects to progress through the sales pipeline based on their individual merits
Representing Vattenfall with clients, customers, government, and other stakeholders