Senior Sales Manager
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Job Description
Senior Sales Manager leading new business development across I&C market for Ameresco in the UK. Originate, develop, and close complex opportunities with large customers.
Responsibilities:
- Originate and develop new I&C opportunities with large and complex customers, with a clear focus on new customer acquisition and profitable growth.
- Build senior relationships with customer stakeholders including C-suite, board members, finance, operations, estates, sustainability, procurement and engineering teams.
- Develop strategic account plans for priority prospects, including stakeholder maps, customer drivers, decision process, competitive position and route to contract.
- Shape multi-technology decarbonisation and energy infrastructure propositions across solar PV, battery storage, energy efficiency, controls, heat decarbonization, micro-grids and wider behind-the-meter solutions.
- Create board-level customer narratives that link energy cost, carbon reduction, resilience, risk, operational performance and commercial return.
- Lead opportunities from early engagement through qualification, solution development, commercial approval, bid submission, negotiation and contract award.
- Apply strong bid/no-bid and qualification discipline, testing customer need, funding route, decision process, delivery risk, margin potential and likelihood of close.
- Work closely with technical, commercial, finance, legal, procurement, bid management, delivery and operations teams to develop deliverable and profitable solutions.
- Support commercial structuring including capex, funded solutions, PPA-style models, savings-led propositions, contract terms, margin assumptions and risk allocation.
- Maintain accurate Salesforce records, including opportunity stage evidence, close plans, next actions, customer contacts, forecast dates, values, margins and probability.
- Provide market, competitor and customer insight to support Ameresco’s I&C growth strategy and proposition development.
- Represent Ameresco professionally at customer meetings, industry events, partner discussions and relevant market forums.
Requirements:
- Proven track record in new business development, strategic sales or senior business development within energy, infrastructure, renewables, engineering, FM, construction or a related complex B2B market.
- Experience originating and progressing large, complex opportunities with long sales cycles and multiple stakeholders.
- Demonstrable ability to engage and influence senior customer stakeholders, including board-level, finance, operations, sustainability, procurement and technical decision-makers.
- Strong commercial awareness, including understanding of margin, pricing, risk, contract structure, funding options and business case development.
- Credible understanding of energy, decarbonisation or infrastructure solutions; able to work confidently with technical teams without needing to be the technical designer.
- Strong qualification, forecasting and CRM discipline, ideally with Salesforce experience.
- Ability to lead cross-functional deal teams internally and maintain momentum across technical, commercial, legal, finance and delivery workstreams.
- Clear written and verbal communication skills, with the ability to simplify complex solutions for senior customer and internal audiences.
- Right to work in the UK and willingness to travel across the UK as required.
Benefits:
- people-oriented insurance
- investment plans
- incentive plans
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