Head of Regional Business Development and Sales

Head of Regional Business Development and Sales

ITM Power

Location: Sheffield

Direct Applications Only No Agency Applicants at this stage

About ITM Power

ITM is at the forefront of the green hydrogen industry designing and manufacturing cuttingedge PEM electrolysers that are instrumental in global decarbonisation efforts. With over two decades of scientific expertise weve established ourselves as industry leaders in clean energy technology.

Our Journey and Growth

As pioneers in green hydrogen technology ITM is offering the most advanced PEM electrolyser technology in the world. Founded in 2000 ITM Power PLC was one of the first companies of its kind to be listed on the AIM market of the London Stock Exchange. Headquartered in the UK our stateoftheart manufacturing facility is the worlds first largest PEM Gigafactory in commercial operation and home to our R&D and manufacturing. ITM Power Germany is our hub in the heart of the EU. This facility not only houses regional functions including business development and engineering but also our Aftersales services with the ability to quickly deploy stacks.

Innovation and Impact

Our PEM electrolysers are deployed in some of the worlds largest green hydrogen projects. We continue to push the boundaries of technology enhancing costeffectiveness and sustainability.

Join Our Mission

ITM is in the midst of a transformative phase focusing on streamlined delivery and operational excellence. Were seeking talented individuals who share our passion for clean energy and our drive to make a tangible impact on the worlds transition to netzero.

You will be working with an inspiring bunch of people encouraging each other to be the best we can. Weve come a long way join us 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 hydrogens role in delivering netzero.

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 . 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 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 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 Team regarding bid materials and bid phase knowledge particularly through the 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 largescale EPC project development & 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

The opportunity to work with cuttingedge technology in a rapidly growing industry within a dynamic environment where you can shape the future of energy and work with a team thats actively addressing global climate challenges. Our corporate culture values safety integrity and continuous improvement.

A competitive salary and an excellent contributory pension 25 days holiday 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
• Our onsite parking includes free electric car charging points

We know your career is important to you its 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.

Required Experience:

Senior Manager