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Business Context and Main Purpose of the Role

Switch2 is the UK’s most experienced and capable provider of end-to-end solutions for heat networks. We make a success of heat networks owned by local authorities, housing associations and private developers. We help to optimise energy efficiency, manage renewable energy, and focus on well performing schemes, whilst minimising costs to the resident. The Business Development Manager role is fundamental to Switch2’s strategic growth plan.

The exciting Business Development role is part of the wider business development team who are pivotal in the delivery of the business growth across the full E2E offering. The role involved working with both new and existing clients to develop new business prospects and to grow the Switch2 service portfolio, this includes maximising upselling opportunities.

This role as a Business Development Manager is to convert qualified leads into signed deals, leveraging knowledge and contacts within the sector to grow future business. The role encompasses both maintaining and growing existing accounts as well as creating and developing new relationships, specifically in London and the South East of England, to support an overall growth in market share across the whole of the UK.

Main Accountabilities/Key Result Areas

New Business Development in agreement with Head of Business Development – London & S.E.

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  Target new accounts to grow and develop that business and introduce new solutions and services.
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  Lead, drive and deliver commercial proposals to clients, both Private Developers, Local Authorities and Housing Associations.
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  Work with marketing to target customer groups including consultants, developers, main contractors and end clients operating in the communal heating sectors
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  Identify and develop potential new Key Accounts who are not currently using Switch2 products, solutions and/or services
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  Sell and represent our full portfolio of products and solutions including products and services including metering and billing, operations and maintenance services.
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  Working closely with multiple stakeholders, this role is to uncover new leads and opportunities and qualify them for the sales team.

Develop New Business and Incremental Selling Opportunities from existing Clients

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  Through the development and implementation of a tactical plan, agreed with the Head of Business Development – London & S.E. maximise our reach to new clients identified on our heat mapping.
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  Through effective internal communication ensure that Switch2 is advised of opportunities, threats and competitive activity which could impact on our future relationship with the Client
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  Facilitate multifunctional and cross functional business teams in order to develop and implement the account plan in a way that improves client satisfaction and achieves business goals

Relationship Development

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  Identify the key decision makers and influencers within the account, develop a contact programme that is designed to assist achievement of our business objectives
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  Effectively use Switch2 senior management and Board of Directors to develop the overall business relationship
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  To maintain accurate records in respect of the account relationship through CRM system

Key Skills and Behaviours Required

• Target driven
• The ability to build strong relationships within the business, as well as with key external stakeholders
• A proven strategic and structured approach to business and market development
• An energetic, action orientated style and well-developed influencing and negotiation skills 
• A strong communicator with a clear and concise presentation style that conveys the vision in a manner easily understandable to all stakeholders in the Switch2 ‘Value Chain’

Knowledge, Training and Relevant Experience to do the job

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  Strong track record client-facing sales / new business development including experience of key account approaches and processes
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  CRM knowledge and experience eg workbooks/sales force
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  An in-depth knowledge of the UK commercial heating market is required, particularly in relation to communal heating, having the personal gravitas to quickly establish strong relationships with key internal and external stakeholders
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  Familiar with Barbour ABI
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  Experienced in both a ‘consultative’ and ‘transactional’ sales environment to create opportunities through the promotion of the extrinsic benefits of the products and solutions as well as the ability to negotiate and close deals
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  Experience in deploying best-practice commercial processes, specifically around budgeting, forecasting business, planning and analysis, as well as day-to-day sales management