Business Development Manager - Leeds, United Kingdom - Akton Recruitment Ltd

Akton Recruitment Ltd
Akton Recruitment Ltd
Verified Company
Leeds, United Kingdom

4 weeks ago

Tom O´Connor

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Tom O´Connor

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Description

LOCATION:
Work from home


SALARY:
51K-65K with car allowance


General Overview:
Our client is a leading energy, services and regeneration business focused on 'making zero carbon happen'.

Our employees have a collective responsibility to work in a sustainable and efficient manner helping to minimize our impact on the environment whilstcontributing benefits for our clients, colleagues and the community.

All employees are expected to work within our Sustainability and Health and Safety policies and procedures and to embrace our company values where together we are Bold, Open, Demanding, Caring.

Accountabilities
 Delivering bid win ratios of 1:2.5 and supporting retention targets on our top 25 customers in excess of 90%
 Achieving growth with existing customers and those forming part of secured orderbook in line with Medium Term Plan (MTP)/ Business Plan
 Leading bids to contract close and ensuring effective handovers to mobilisation and operational teams so that contracts successfully realise or exceed the profitability forecast at the bid stage
 Lead opportunities through internal Governance, ensuring compliance with all governance processes at all times
 Lead customer/ client engagement throughout the bid period and contract negotiations
 Provide information and updates to internal reporting processes, including the Customer Relationship Management (CRM) system, as required so that the Executive teams are regularly informed on bid progress, solution development and our competitive positioning


Sales Achievement - This role impacts on the growth of the ETS Division, directly leading bids and deals to achieve or exceed the Medium Term Plan (MTP)/ Business Plan for ETS.

 Lead activity across a pipeline of sales opportunities that will meet personal and team sales targets, achieving a 1:2.5 win ratio.
 Owning and developing win strategies, bid plans and programmes which will maximise win rates
 Lead multiple bids in parallel, utilising bid teams to balance workload and ensure growth is achieved at the rates and levels required within the Medium Term Plan
 Take on and deliver specific aspects of the bid as agreed within the bid plan; which may include acting as solution, deal and bid management lead, depending on the specific requirements of each bid
 Proactively seeking out new ways of working, products and differentiators for inclusion within our customer proposals
 Attend internal team meetings and contribute positively


Solution & Submission Leadership - Overall responsibility for the quality of the bid submission process to ensure deadlines are met with high quality outputs, prior to various governance and group control processes.

Lead new business, growth, extension andrenewal activity for accounts and opportunities assigned to.

Creating the bid strategy and bid programme and assembling the right team to deliver inspiring, positively differentiated and affordable proposals to our target customers and existing client base.

 Work with the ETS Sectors Director and Business Development Directors to create the effective handover of leadership from pre-development to bid execution. Including but not limited to, client relationships, driver/ needs, win themes, differentiators,win strategy, etc
 Hold the Business Development Directors to account for the depth and quality of insights and client relationships received prior to the bid launch stage. Helping to reinforce a culture of highly selective bidding where we pursue the correct opportunitiesand have clarity of our positioning prior to committing resources
 Lead and challenge the team to ensure client insights/needs are included within our solutions
 Working closely with other members of the Sales and Growth team to ensure that continuous improvement which maximise our prospects of securing profitable growth is at the heart of our culture and working practices
 Drive compliance across governance processes to ensure authority to proceed at all stages
 Work closely with commercial and finance team to challenge costs to produce compelling outcomes
 Lead internal governance at all appropriate governance levels for opportunities involved with
 Work with the Energy & Carbon services team to ensure that these solutions form positive differentiators against our competitors
 Work across the Business business to bring new ideas, innovations, products and solutions into our customer propositions, including but not limited to: Smart Buildings, Embedded Energy, Electric Vehicles, etc
 Ensure that business activities within area of responsibility comply with relevant external regulatory and/or voluntary codes and with internal policies to minimize business risk and protect the reputation of the organization
 Potentially provide Line Management or mentoring to more junior members of the Sales & Growth team as and when required, to ensure a world class bid engine where all members of the team are equipped to successfully fulfil their responsibilities. This includestraining and developing team members to develop effective account plans, bid strategies, programmes, solutions, pricing and commercial propositions and written proposals that lead to successful bids.
 Delivering retention targets on our top 25 customers in excess of 90% (where supporting/ leading the retention).


Operational:
 Understanding of key processes which govern financial, commercial, safety and performance of business, ensuring work effectively with Operations to create solutions and propositions which are competitive, deliverable and achieve target profitability of 6%net margin.

Qualifications or Required Experience:
 5 years + experience within Business Development/ Bid management roles
 Experience of both the UK public and private sector bidding environment
 Degree/or equivalent
 Experience of Sales, Bid development and Marketing, challenging the status quo and creating a compelling vision.
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