Head Of Business Development

Description:

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 collaborative targets. The Head of BD will need to build and coach a team of great forming sales and business development people, working with marketing, commercial and engineering professionals to deliver a growing pipeline of high-quality project opportunities.

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 is responsible from early stakeholder engagement, right through to bidding, closing contracts and realising up-sell value opportunities.

You will ensure that we have a fascinating 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 detailed situations and use data and emotion to deliver a powerful and simple narrative to customers.

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 fascinating win strategies to identify and address barriers, drive innovation in routes to market and promote Vattenfall as a partner of choice.

• Directly managing a small team of BD and sales professionals pursuing major district heat opportunities where the counterparty is typically a heat source (utility or industrial) private developer, housing association or Local Authority

• Individually leading bids when required, as well as reviewing and contributing to difficult bids and proposals

• 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 decision and approving projects to progress through the sales pipeline based on their individual merits

Knowledge and Skills

• Proven leadership and management 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 would be preferred

• High personal impact combined with distinct customer orientation, entrepreneurial spirit and business acumen.

• Excellent presentation and communication skills internally and externally.

• 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.

• Ability to pick up technical product understanding from engineering colleagues and to discuss high level technical issues with potential clients (or engineering background)

• Knowledge and interest in zero carbon solutions and policy trends, regulatory and legislative requirements