Profile
A highly experienced Senior Business Development Manager within the energy sector, with a proven track record of exceeding annual sales targets. My success is built upon using consultative selling skills to identify and scope new opportunities, combined with the ability to develop and present innovative solutions that meet customer’s needs. My experience has been gained in B2B energy markets, but I have the intellect and drive to rapidly add specific product knowledge and market insight to my transferable business development skills, and quickly become credible and confident in a new market.
Key Achievements
• Over delivered against sales targets every year-to-date by approximately 150-175%.
• Regularly negotiate and close multi-million pound energy supply contracts with FTSE 100 companies
• Delivered the first ever sleeved Power Purchase Agreements for British Gas Business, worth ~£31m
• Launched and negotiated the first ever Distributed Energy deal for British Gas Business, worth ~£84m (~£42m of which is net profit to BGB)
• Secured the first ever private sector Energy Performance Contract for British Gas Business, worth ~£12m
• Entrusted to manage and renew British Gas Business’s largest and most valued corporate customer, worth ~£250m in total contract value for British Gas
• Ranked as the top Graduate on the RWE Npower (Times Top 100) 2011 Graduate Scheme
Key Skills
• Prospecting: researching, identifying and approaching new business customers through various methods
• Building broad customer relationships: from strategic C-level executives to tactical day-to-day operators
• Pipeline management: creating and managing opportunities using CRM tools
• Bid response: building innovative and compelling proposals to retain and win new business
• Strong communicator: with experience of presenting to large audiences, including the key note speaker at the Data Summit in Manchester
• Planning & Analysis: to develop and maintain intricate Account Plans
• People manager: achieving customer and company objectives through virtual and direct team reports
Employment Summary
Centrica – British Gas Business
Senior Business Development Manager
Mar 2013 – Present
• I currently work within the Major Accounts Team for British Gas Business. It is my responsibility to sell both energy supply and energy services contracts to large blue chip organisations that spend between £10-100m on energy per annum. Some of my larger current customers include: Vodafone, HSBC, Royal Mail and Carillion. A combined portfolio worth in excess of £150m in revenue per annum.
• In 2014 I finished the year circa 50% ahead of my annual contribution margin target (my target was £615k and I secured just over £900k). For 2015, I have been given the largest individual target amongst anyone within Corporate Markets (an annual target of £1.9m contribution margin for supply, and £1.2m for additional energy services). I have currently secured £1.7m to date, and on track to deliver ~£2.6m on supply, and in excess of £5m for energy services.
• Regardless of whether these are renewal or new acquisition opportunities, I am regularly involved in complex and bespoke contract negotiations where I exercise a highly consultative approach, in order to tailor an appropriate energy solution that meets the individual needs of the customer.
• I work proactively with my existing customers to explore additional service options such as: Distributed Energy, Demand Response, Energy Performance Contracts, Power Purchase Agreements, Smart Metering and Energy Monitoring software.
RWE – Npower Business
Graduate Scheme (Times Top 100)
Sep 2011 – Mar 2013
(3rd Placement: Business Development Manager – SME Broker Sales)
• During my 3rd and final placement on the npower graduate scheme, it was my responsibility to prospect new SME third party intermediaries with an aim to establishing a direct relationship.
• Duties included meeting senior delegates from various SME broker companies throughout the UK and selling the npower SME broker product and its support services.
• In only 3 months, I single-handedly procured 4 major SME brokers and have helped drive hundreds of power and gas sales for npower via these third parties.
• I exceeded my broker procurement target by 55% and was offered a permanent position (coming off the Graduate Scheme) as a Business Development Manager within the Channel due to my excellent performance.
• At the end of my final placement for RWE Npower, I was rated as the highest performing graduate for the entire 2011 intake.
(2nd Placement: New Acquisition Sales)
• Over a 6 month period I sold a total of 64 power and gas contracts to large New Acquisition Corporate customers. This equated to a total of £145k worth of gross margin.
• I exceeded my total gross margin sales target by 18%.
• I also exceeded sales targets for an array of Energy Services such as; Meter Operator, Data Collector and Data Aggregator services.
• I sold more standard gas and Independent Gas Transporter contracts within my six month placement than anyone within Corporate Sales for that time period (33% above target for gas alone).
• I currently hold the sales record for any RWE Npower Graduate.
(1st Placement: Process Developer – Corporate Sales Support)
• I led a number of projects for several Business Sales Teams within Corporate Markets; the majority of projects were focused on optimising operational sales processes in order to increase contract retention and conversion rates; with an overarching aim to increase total gross margin.
• I reduced the gas quotation time for the New Connections Sales Team by approximately 24 hours, leading to a 12% increase in gas sales over a 6 month period.
• I was involved in the collation and submission of tender responses for large corporate and commercial customers with energy spends in excess of £100m per annum.
Mineral Products Association
Technical Advisor: Energy & Climate Change
Jun 2009 – Sep 2011
• I provided technical and policy support to a range of quarrying companies throughout the UK on issues relating to energy and climate change. Specific focus was given to relevant environmental legislation and regulations such as: the European Union Emissions Trading Scheme, the Climate Change Levy and the Carbon Reduction Commitment.
• I contributed heavily to the MPAs sustainability and carbon reduction strategies and provided a focus for information and analysis on the industry’s overall environmental performance through the publication of annual Corporate Social Responsibility Reports.
Mineral Products Association
Energy & Environmental Manager
Nov 2007 – Jun 2009
• My primary role was to monitor and inform our Clients of new and evolving energy & environmental policy and legislation. I prepared responses to consultations and advised on compliance with UK and European Economic Community regulations.
• I also acted as an intermediary between Government and Industry when negotiating and agreeing representative and realistic energy reduction targets.
British Army
Infantry Soldier
Oct 2001 – Aug 2003
• Whilst in the sixth form at school I completed the Territorial Army Infantry Soldiers Course during my free weekends and mid-week evenings.
• I then volunteered for active duty in Kabul, Afghanistan in 2003 (my gap year) for a total of six months. My duties included gathering intelligence from local Afghan civilians via foot and vehicle patrols, Guard duty and Emergency Armed Response.
Education & Qualifications
MSc in Environmental Science, University College London (2007)
BSc (Hons) in Geography, University of Birmingham (2006)
Three A –Levels graded A-C
Ten GCSE’s graded A-C
Additional Qualifications:
Energy Management (ELA Level 1 accredited)
Member of the Institute of Environmental Management and Assessment (IEMA)
Hobbies & Interests
I enjoy all aspects of participating in sport, which has included playing Rugby and Cricket to a high level representing both my County and University. I visit the gymnasium regularly and maintain a high level of physical fitness.
References
Available on request
