Multi Utility Commercial Manager

Multi Utility Commercial Manager

Utilitywise is developing into a leading provider of services for SME and Corporates across the UK, through the identification and targeting of channel relationships that can deliver revenue and profitability. We are now seeking a dynamic and experienced Commercial Manager to help us achieve our ambitions.

Multi Utility Commercial Manager

Location: UK Flexible – Home Based or from one of our offices

The Role

Utilitywise is developing into a leading provider of services for SME and Corporates across the UK, through the identification and targeting of channel relationships that can deliver revenue and profitability. We are now seeking a dynamic and experienced Commercial Manager to help us achieve our ambitions.

The Multi Utility Commercial Manager is responsible for delivering the overall channel strategy capable of delivering sustainable and profitable growth. They will own and manage the evaluation, identification and successful execution of channel opportunities across digital and non-digital partners.

The successful applicant provide leadership in identifying potential opportunities, as well as leading the engagement (both formal and non-formal bid processes) with target partners.

The Affiliate Partnerships Senior Manager will engage internally up to CEO level, including local leadership teams within Utilitywise, such as Operations, Legal, Product, Marketing Communications, Finance and Compliance. Externally, the postholder will engage up to Director level to secure the channel opportunity for Utilitywise.

KPI’s

  • Agreed channel strategy in place;
  • Agreed sector and prospecting targets;
  • New Business wins – number of, volume and value to Utilitywise;
  • Retention of channel partnerships (80%+ target).

Utilitywise revenue target achievement

Responsibilities

  • Deliver an overall channel strategy capable of delivering sustainable and profitable growth;
  • Ensure the NB overall strategy and plans to execute are clearly articulated across all Utilitywise stakeholders – ensuring Utilitywise matrix management buy-in where necessary;
  • Take responsibility for developing and maintaining a prospect database;
  • Develop individual channel partner opportunities;
  • Manage sales process from universe, prospecting through to contract signing;
  • Responsible for all new NB both new/new & new/existing to Utilitywise;
  • Accountable for the negotiation of commercial terms with potential partners;
  • Own the ongoing iteration of Utilitywise Channel Partnership strategy;
  • Responsible for all strategy opportunities that are greater than £1m p.a.;
  • Create and own individual sector strategies;
  • Support product management team in engaging (as appropriate) the channel partners.

Qualifications/Training

Desirable

  • Business degree / commercial professional qualification preferred.

Experience

Essential

  • 7+ years of sales or commercial facing role;
  • Demonstrated success in engaging with partners in a B2B or B2C market;
  • Track record of success in NB sales and deals;
  • Experience in bid and pitch processes and comfortable leading these on behalf of Utilitywise;
  • Experience in creating robust, clear and articulate business plans and growth strategies, and able to secure support and investment for them at board level;
  • Leadership and development of partner relationships;
  • Track record of managing senior management within partnerships.

Desirable

  • Ideally a working knowledge of the SME B2B or corporate sector;
  • Good understanding of digital tools to support development of our strategy;
  • Good regulatory understanding gained from working within regulated sectors, e.g. financial services.

Personal Qualities, Aptitudes, and Skills

  • Resilient with a strong work ethic and is resourceful, assertive and leads by example;
  • Comfortable numerically, and familiar with managing performance via KPIs, with the discipline to interrogate the data to make decisions that improve KPIs;
  • Proficient in bids and/or pitches for New Business;
  • Very strong written communication skills;
  • Adaptable and flexible, recognising that strategies and plans change;
  • Excellent people and management skills to interact with staff, colleagues and cross-functional teams, and third parties;
  • Results-oriented, analytical, pragmatic, innovative, strategically-aware, commercially-minded self-starter.

Additional information

  • Proof of eligibility to work within the UK;
  • References to cover last 3 years employment;
  • Willing to travel and flexible work patterns to meet the role requirements.

To apply for this position, please send your CV and a covering email to recruitment@utilitywise.com.

The Company

Utilitywise is a high paced, high growth business that exists to support businesses of all shapes and sizes with their utility needs, be they simple or complex, by connecting our customers with the very best products and services in the market. Over the past ten years, Utilitywise has grown from a fledgling business to one that now supports tens of thousands of businesses across the UK and Ireland, and into Europe. From simply securing a great energy deals via our unrivalled relationships with suppliers, through to intelligent technology solutions, compliance expertise and innovative procurement services we can help businesses to save time, effort and money so they can focus on doing what they do best.

Our mission never stops however, and we are constantly exploring new ways to grow our business and deliver for customers with unique and differentiated propositions and channels.

The Group operates from its headquarters at Cobalt Business Park in North Tyneside and currently employs approximately 1,600 staff across its operations.

Utilitywise was founded in 2006 as an energy procurement service provider for UK businesses. It has since grown and is now an established independent energy procurement and energy management business, it listed on the AIM market in 2012.

The Company negotiates rates with energy suppliers on behalf of business customers, provides an account care service and offers a range of products and services designed to help customers manage their energy consumption. Customers are based throughout the UK and in the Republic of Ireland, across a variety of industry sectors and the public sector, and range in size from small single site customers to large multi-site customers. In total Utilitywise has c.38,000 customers split across the two divisions; enterprise and corporate.

The Group has achieved strong revenue growth to date, seeing revenues rise from £11.7m in the financial year ended 31 July 2011 to £84.5m at financial year end July 2016. This is a result of strong like-for-like growth and the acquisitions of Clouds Environmental Consultancy, Aqua Veritas Consulting, Energy Information Centre and t-mac Technologies. Adjusted profit before tax rose from £16.7m in 2015 to £18.3m in 2016. Utilitywise has enjoyed in excess of 20% revenue growth year on year.

As the Group seeks to expand further, it has strengthened its already robust management team with the appointments of Brendan Flattery as CEO in October 2016 and more recently the appointment of Richard Laker as CFO in January 2017.

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