Head of Regional Business Development & Sales

Head of Regional Business Development and Sales

ITM Power

Location: Sheffield

Direct Applications Only - No Agency Applicants at this stage

About ITM Power

Building on more than two decades of science led research and development, ITM Power designs and manufactures pioneering PEM electrolysers that produce green hydrogen. Our technology is helping to pave the way to a cleaner economy by enabling industry and other sectors to decarbonise.

As the first hydrogen related company to be listed on the London Stock Exchange, it’s no exaggeration to say that we’re globally recognised experts in our field.

In recent years, interest in green hydrogen has increased rapidly worldwide. To help meet demand and accelerate global progress towards net-zero, we have scaled up at speed.

In 2021, we opened our cutting-edge factory at Bessemer Park, Sheffield, representing a step-change in our ambition as a business.

Why join us

Our business is entering a significant period of transition, a pivotal stage of its development to scale its business while advancing its organisational culture towards a highly focused delivery company.

You will be working with an inspiring bunch of people, who all share our desire, commitment and ambition to succeed. Our talented team of individuals display energy and enthusiasm with the ability to adapt to ever evolving business needs, encouraging each other to be the best we can. We’ve come a long way, join us to play a key role in the next step of our incredible journey!

What are we looking for

This senior management role will lead ITM Power UK business development and sales activities in the following core regions: UK&I and Nordics.

The role will drive our growth strategy through building strategic customer relationships, developing high quality sales opportunities cross ITM Power UK product range and converting these into profitable contracted sales in line with the ITM Power UK technical and commercial risk appetite. Our projects will be fundamental in helping our customers to decarbonise their businesses and grow green hydrogen’s role in delivering net-zero.

In relation to Business Development, this role has responsibility for leading ITM Power UK market analysis, origination and opportunity development activities. A key individual focus will be the development of strategic customer accounts and representing the business professionally to enhance ITM Power UK brand and reputation with senior customer and industry stakeholders. In relation to Sales, this role has responsibility to lead all customer facing activities, sales process management and commercial negotiation through to contract signing and handover to project execution. A key individual focus will be the successful steering and conclusion of the highest value and most complex negotiations.

Across BD and Sales, the role will ensure the development of effective EPC and Integrator relationships across ITM Power UK full product range and in all regions, in line with agreed execution strategies.

Customer facing BD and Sales activities will be supported by the Proposal Management Team who will provide high quality technical and commercial customer documentation at all stages of the opportunity development and sales process.

This role is critical to the success of ITM Power UK as it continues to develop its global footprint, leading the business in attracting and winning new clients. This role requires an entrepreneurial, curious and commercially focused approach to lead business development and also the commercial discipline to manage commercial negotiation in line with ITM Power UK risk appetite. It is expected that travel (domestic and international) will be a fundamental part of this role.

Responsibilities

• 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

About You

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 timescales
• Ability to quickly assess root cause issues within the teams and across stakeholders and to identify and implement solutions

What can we offer you

Our competitive salary package includes an excellent contributory pension, 25 days holiday per year plus bank holidays and a wider range of benefits including:

• Buy as you earn (BAYE) share scheme
• Birthday holiday
• Holiday Purchase
• Cycle to work scheme
• Lifestyle Discounts
• Employee Assistance Programme
• Health Cash Plan
• Eye Care
• Gym Scheme
• Life assurance
• EV Car Leasing
• Enhanced Parental Leave
• Motor Save Scheme
• Tech Save Scheme
• Onsite parking including free electric car charging points

We know your career is important to you, it’s important to us too, which is why we also offer opportunities for you to grow and develop your career. If you are looking to join a growing, dynamic

business and want to be part of our amazing team we would love to hear from you.

Our success is driven by the exceptional diversity of our people. We are proud to be an equal opportunity employer, committed to promoting and creating a diverse and inclusive environment where we encourage our employees to learn and grow, fuelled by mutual respect in a place where ideas flow and thrive.