Head of Regional Business Development and Sales

at  ITM Power PLC

JOIN OUR MISSION

ITM is in the midst of a transformative phase, focusing on streamlined delivery and operational excellence. We’re seeking talented individuals who share our passion for clean energy and our drive to make a tangible impact on the world’s transition to net-zero.
You will be working with an inspiring bunch of people, encouraging each other to be the best we can. We’ve come a long way, join us in the next step of our incredible journey!

KNOWLEDGE AND EXPERIENCE

• Degree qualified
• Senior Business Development/Sales roles within an industrial or technical market, with proven success in high value complex BD and sales management
• Working knowledge of large-scale EPC project development & execution and packaged equipment deployment
• Working knowledge of relevant Engineering Industry conditions of contract
• Understanding of the energy markets and drivers for change
• Experience in commercial sales / BD leadership within hydrogen / green energy would be advantageous
• A balanced skill set from strategic thinking through to operational delivery
• Experienced in driving a team of highly motivated business development and sales professionals
• Experienced in growing skills within the team and enabling growth and development
• Stakeholder management (customers, partners and collaborators)
• Confidence working in a dynamic market with developing technology
• Previous focus on sales growth in an early manufacturing environment would be advantageous
• Experience in writing strategic, engaging and fit for purpose commercial documentation
• Proficient user of MS packages
• Fluent English Language both written and verbal. Additional languages beneficial

SKILLS AND ABILITIES

• Ambitious, tenacious and driven to make an impact, a confident and engaging leader
• Entrepreneurial and commercially compelling
• Confident in formal presentations as well as on a 1 to 1 basis. An effective and confident communicator with all colleagues and stakeholders
• Thrives in a customer facing position
• Promotes an open challenge to existing working practice and ensures opportunities to improve are identified and implemented
• Maintains a culture of continuous improvement across the team
• Adept at meeting internal and external timescalesAbility to quickly assess root cause issues within the teams and across stakeholders and to identify and implement solutions

• Delivering profitable contracted sales in line with agreed targets to drive ITM Power UK business growth
• Market, customer and competitor analysis to drive business development strategy and to inform wider business strategy and planning
• Development of market strategies to define target customers, products and execution strategies
• Originating and developing high quality sales opportunities in line with ITM Power UK strategy to deliver against pipeline and sales targets
• Defining and executing strategic customer account strategy, mobilising the wider business in support of key accounts
• Develop and implement lead generation strategies to engage potential customers
• Supporting strategic partnership discussions, including the development of EPC and Integrator delivery relationships across all products and regions
• Responsibility for the leadership and management of the Business Development and the Sales teams across international regions
• Defining win and pricing strategies to maximise ITM Power UK success and profitability and minimise risk in capturing targeted opportunities
• Responsibility for the technical and commercial negotiation required to conclude sales of a complex industrial product in line with technical and commercial risk appetite.
• Represent ITM Power UK at conferences/exhibitions, delivering presentations (technical and commercial) to senior customers
• Ensure effective and insightful reporting on the progress of business development and sales activities
• Review and further develop appropriate contracting mechanisms within the business to ensure ITM Power UK have robust commercial contracting in place – from the development of procedures to the strengthening of collaborative working with internal stakeholders
• Provide clarity to the sales team on all business development activities, supporting them with a clear route to market and the tools to fulfil their responsibilities
• Ensure close collaboration with the Project Execution Team regarding bid materials and bid phase knowledge particularly through the execution phase initiation
• Build and develop long term relationships with internal and external customers, mentoring and coaching the team in commercial relationship building best practice - work collaboratively with internal stakeholders to develop our existing client delivery
• Lead the competency development and growth potential of the BD and Sales team
• Comply with the governance and Company procedures and role model this with the team