Head of Sales - Grid Access
Samuel Knight
Manchester
25d ago

Description :

To secure our long term future in UK and Ireland, through sales and business development leadership of the Grid Access Market working for the Regional GB&I business and closely with the wider group.

The Head of Sales is to lead business interests, tracking the market and pipeline, identifying opportunities and establishing propositions that add real value to the customers’ business to secure critical high value orders.

The candidate is expected to work with, manage, motivate and lead the market sales team, to engage senior level customer representatives and significantly influence their short, medium and long term strategies.

The role will require the ability to manage and secure complex opportunities, typically with long sales cycles of 24 months+ and with individual pursuits in the £100m+ range.

We lead the market in GB&I and globally, providing turnkey electrical transmission systems to the renewables market, primarily connecting offshore wind farms.

The Head of Sales will be responsible for maintaining this position through work winning and proactive thought leadership in the sector as well as diversifying to expand in other aspects of the market.

We are looking for a senior sales leader with a track record of winning work in an environment of similar scale and complexity.

You will be comfortable and proactive in being visible within the market and have the credibility and charisma to influence key stakeholders while building and maintaining top level senior relationships.

The nature of the pursuits requires a strategic sales approach and the candidate will need to be systematic, tenacious, politically savvy and resilient to remain focused and be successful.

THE CHALLENGE

  • The job holder will be a key member of the Grid Access management team with responsibility for :
  • Planning sales volumes in existing markets and identifying areas of diversity for Grid Access and the potential of target markets (UK and non-UK).
  • Senior customer relationship management from business development through to contract execution and into repeat business, maintaining a customer focused network, developing customer and industry / market expertise systematically (international).
  • Coordinating strategic approach to key markets, identify and develop strategies for new and target markets.
  • Maintaining an understanding of short, medium and long term macro and socio economic drivers in the industry to ensure appropriate strategies to be developed by the business.
  • Owning the complete sales lifecycle from early Business Development to contract closing.
  • Lead the sales team in developing understanding of current and required competence of Siemens regional organisations and appropriate development strategy in conjunction with the region to align to the business model to be adopted for international business.
  • Identifying and approving strategic partners / suppliers for a project and / or region.
  • Gaining senior stakeholder agreement on bid and execution strategy for assigned projects.
  • Agreeing with key stakeholders the appropriate commercial execution model(s) depending on scope of works to be executed, international considerations, project execution model and partnerships.
  • Developing senior relationships with influential industry bodies including OFGEM, BEIS, other UK and non UK NGO’s.
  • Gain and demonstrate clear understanding of the Grid Access solution and delivery strategy and ability to shape customer thinking and explain clearly why some customer requirements are unreasonable and cannot be agreed.
  • More than 7 years’ sales and marketing or business management experience
  • Sound track record of developing successful customer relationships at all levels.
  • Proven sales record in securing major projects
  • Strong people management and supervisory skills / experience of managing teams.
  • Deep understanding of UK Renewable Energy market within the scope of this role and drivers
  • Record of securing projects with positive outturn results.
  • Strong conceptual skills and ability to translate strategy, targets and customer needs into deliverable propositions.
  • Strong on communications, especially written work and boardroom presentations.
  • Strong and energetic personality capable of influencing external and internal stakeholders.
  • Ability to manage and resolve conflicts.
  • Gravitas.
  • Understanding of complex projects and business drivers of all parties.
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