Head of Sales, Northern Europe

Head of Sales, Northern Europe

RES Group

Glasgow, Kings Langley, Larne or Truro, United Kingdom

The position

The Head of Sales AM - Northern Europe will be a full-time member of Asset Management (AM) Sales team and will work closely with each of the regional Head of Asset Management on the securing of new business opportunities within Northern Europe (NE), across all of our key technologies (on and offshore wind, solar, battery storage and hydrogen) for Asset Management and other specialist services.

The role will cover all technical, commercial and financial asset management services delivered by RES Asset Management, including ancillary services such as Portfolio Management, Advisory, Analysis & Optimisation services and 24/7/365 Control Room services. The role will also require the Head of Sales AM to identify cross-selling opportunities for other RES Services including O&M and Digital Solutions. This role will also collaborate with other regional AM sales teams on their Sales strategies.

• Leading a team of Sales Managers in NE, ensuring that their targets reflect the requirements of the AM business and coordinating their efforts to make sure appropriate focus is given to the high priority areas identified within the business development strategy;
• Working closely with the global Head of Sales (AM) and AM Sales Support team;
• Support the Global Head of AM Sales in implementing international strategies for winning AM contracts;
• Collaborate with other Heads of Sales and Sales Managers in various RES regions;
• Regional Asset Management leads/Managers and other business leads, including finance and procurement teams;
• Regular communication with existing customers, key accounts and new/target clients and external contractors;
• RES Services Marketing team; and
• Communication and collaboration with other groups within RES Services including O&M, Digital Solutions and RES Group including Engineering, Finance, Insurance and Legal.

Accountabilities

As a Head of Sales, you will:

• Support the Regional AM Director and Global Head of Sales Operations in the development and execution of the regional AM business development growth plan/strategy;
• Plan and deliver with the regional Sales Managers a programme of business development activity to meet annual agreed targets for contract value, annual revenue and profit;
• Create, develop and maintain new and existing client relationships including preparing and delivering presentations to clients and identifying and generating opportunities to submit bids;
• Contribute to the development of the services to be offered, their costs (and cost models) and profitability;
• Working with the AM Global Sales Support team, manage all relevant opportunities from initial enquiry through to contract signature/handover to the Asset Management Heads of Department, including the preparation of bids and negotiation of contracts;
• Working alongside the AM Global Sales Support Team to implement robust bid processes and procedures, drive process efficiencies, and standardised ways of working to ensure operating as cost effectively as possible, with demonstrable improvements within the sales team;
• Review regional AM tender/bid responses prior to submission in line with business approval limits;
• Be responsible for developing the Sales KPIs in conjunction with the Regional AM Director (Northern Europe) and Global Head of Sales Operations, and provide regular feedback on performance and opportunities;
• Ensure all regional AM sales opportunities follow the relevant business approval process prior to submission;
• Correctly record and track opportunities, customer interactions and project data within the CRM system (Salesforce);
• Identify cross-selling opportunities for RES Services; and
• Help to develop a culture of continuous improvement through the analysis of customer and internal feedback and drawing conclusions for the business development strategy.

Alongside the key accountabilities, the role will also require:

• Travel within the region and occasionally internationally; and
• Attendance at key and relevant conferences to enhance RES’s visibility in the market.

Knowledge

• Knowledge of typical contents of a business development and marketing plan for selling services in a B2B environment;
• Strong knowledge of wind/solar/storage renewable energy sectors, in particular AM clients, competitors and contractors;
• Knowledge of business development process used for selling renewable energy services in a B2B environment;
• Knowledge of the principles of key account management; and
• Detailed knowledge of contractual terms in relation to AM.

Skills

• Excellent communication skills, particularly for leading teams drawn from across RES to develop tenders and for representing RES credibly and presenting our services clearly and positively in face-to-face meetings, presentations and written proposals with clients, contractors and other stakeholders;
• Strong numerical analysis skills required for developing cost models for delivering Asset Management under long term contracts;
• A keen eye for detail when reviewing and approving AM bids/tender responses in line with business approval limits;
• Strong research and strategic analysis;
• Good organisational skills to meet demanding timescales on a number of potentially simultaneous tenders and other business development activities; and
• Strong ability to use Microsoft 365 (Word, Excel, PowerPoint, SharePoint) and Salesforce systems.

Experience

• Experience in planning and delivering business development activities (with clients and contractors) for selling services in a B2B environment;
• Experience in preparing, reviewing, analysing and approving tenders and proposals in line with approval limits;
• Experience of working within the(wind/solar/storage) renewable energy sectors.

Qualifications

• A degree in business, engineering, management or similar, or equivalent qualification is desirable, but a proven background in a relevant business development activity may be sufficient.