Business Development Manager Indirect Sales

B2B Energy Supply Iberia S&EM GBU
Spain Hybrid

About S&EM Iberia

S&EM Iberia is the Iberian platform of ENGIEs Supply & Energy Management Global Business Unit (S&EM GBU). It operates across two main pillars:

• Energy Management (asset optimization and trading)

• Client Businesses (wholesale and B2B energy supply)

The platform is active in Spain where it is well established and in Portugal where operations are expanding.

S&EM Iberia brings together 90 energy professionals from 12 nationalities with strong expertise in the Iberian power and gas markets.

In 2024 S&EM Iberia:

• Traded over 70 TWh of power and gas

• Delivered 6 TWh of green PPAs

• Supported the Renewables & Flex Power GBU by providing energy management services for 5.5 GW of renewable and low-carbon generation assets across the region

The Iberian platform plays a key role in ENGIEs growth and decarbonization strategy.

Context of the Role

The B2B Energy Supply Iberia business unit within S&EM GBU is accelerating its growth in Spain and building a strong Iberian franchise.

The ambition is to deliver power and gas solutions to small and large professional customers (commercial & industrial segments) leveraging third-party intermediaries (TPIs) as a strategic sales channel.

As part of this growth phase we are reinforcing our indirect sales capabilities.

Role Purpose

The Business Development Manager Indirect Sales will be responsible for developing and managing third-party sales relationships for ENGIEs B2B Energy Supply retail products in Spain.

The role focuses on building expanding and optimizing the broker ecosystem to:

• Acquire new customers

• Retain and grow the existing portfolio

• Deliver against ambitious commercial targets

The position reports to the Head of Sales & Marketing B2B Energy Supply Iberia and works in close collaboration with the Supply Portfolio Management team and other key internal stakeholders.

Key Responsibilities

Channel Development & Relationship Management

• Identify onboard and manage TPIs (brokers and intermediaries).

• Develop strategic partnerships within the Iberian broker ecosystem.

• Establish long-term collaboration frameworks to ensure sustainable growth.

Sales Growth & Target Delivery

• Deliver on ambitious sales targets through indirect channels.

• Develop annual sales plans per assigned broker.

• Coordinate internal processes (Legal Credit Supply Business Controls Operations) to ensure efficient deal closing and execution.

Market Intelligence

• Monitor market trends competitor activity and regulatory developments.

• Adapt commercial approach and value proposition accordingly.

Commercial Strategy

• Contribute to defining pricing product structures and commission schemes tailored to indirect channels.

• Participate in the continuous evolution of the B2B value proposition.

Performance Management

• Implement performance tracking mechanisms for TPIs.

• Ensure compliance with ENGIE standards and governance requirements.

• Optimize productivity and portfolio quality.

Cross-functional Coordination

• Collaborate closely with Marketing Digital and Operations teams to ensure seamless campaign execution and process alignment.

Operational Efficiency

• Contribute to the digitalization of sales processes.

• Promote the adoption of CRM systems and data-driven tools to enhance scalability and performance monitoring.

Qualifications & Experience

• Bachelors degree in Business Administration Marketing Sales or related field.

• Minimum 3 years of experience in energy supply or related sectors.

• Proven track record in indirect sales and channel management.

• Strong knowledge of the Iberian energy markets and regulatory framework.

• Excellent negotiation communication and stakeholder management skills.

• Strong analytical capability and commercial acumen.

• Fluent Spanish and business-level English required. Portuguese is a plus.

Skills & Competencies

• Strong business orientation and customer-centric mindset.

• Results-driven with entrepreneurial spirit.

• Comfortable working in agile evolving environments.

• Ability to interpret market data performance metrics and financial indicators.

• Digital literacy (CRM systems sales tools data analysis).

• Strong cross-functional collaboration skills.

Additional Information

• Hybrid working model

• Domestic travel up to 20% including occasional overnight stays

• Compliance with ENGIE ethics safety and governance standards required