Head of Customer Growth

Entity:

Customers & Products

Job Family Group:

Sales Group

Job Description:

Join bp pulse and help electrify the future.
We’re on a mission to redefine mobility and accelerate the energy transition. As bp’s dedicated EV charging business, bp pulse is building one of the largest, fastest and most reliable charging networks in the UK and globally. Over the past decade, our solutions have powered 35 million charges, enabling 200 million miles of zero tailpipe emission driving. Backed by bp’s scale and significant UK investment, we combine the agility of a high‑growth tech business with the strength of a global energy leader.

This is more than a job—it’s a chance to shape the future of transportation, work on cutting‑edge technology, and make a real impact on sustainability. At bp pulse, you’ll join a diverse, ambitious team operating in a fast-paced, high-growth market, where your ideas and actions will help millions of drivers and businesses transition to electric. If you’re ready to make a difference, move fast and grow your career, join us and power the future of mobility.

Overall Job Purpose

This newly expanded role is pivotal to leading customer growth and gross margin delivery for bp pulse UK. You will own and scale the B2C customer base—from acquisition through activation, engagement, retention and win‑back—while also orchestrating B2B, B2B(2C) & roaming channels, through effective partnership expansion to unlock incremental demand. This is a senior leadership role that combines strategy, commercial ownership and hands‑on execution to grow active customers, utilization, revenue and margin while improving customer lifetime value (LTV) and reducing churn. You will lead direct growth levers and orchestrate a high-impact partner ecosystem to unlock nationwide and regional demand to deliver the customer growth P&L for bp pulse UK.

Key Accountabilities

1) Strategy & Commercial Ownership

• Build and execute a multi-channel growth plan across B2C, B2B, B2B2C and roaming, aligned to network utilization goals.

• Own channel economics: margin levers, pricing/packaging, incentives, trade offs and portfolio prioritization to meet P&L targets.

• Lead annual and quarterly plans with clear OKRs, business cases and scenario planning; manage monthly/quarterly business reviews.

2) Lead B2C Growth

• Own the end-to-end B2C growth strategy across app, web and on-site channels: acquisition, activation, engagement and retention.

• Drive full funnel performance, working closely with key teams across product, digital and marketing, actively managing full customer lifecycle

• Continuously improve the end-to-end journey across all touchpoints

• Lifecycle & CRM: design and run multi-channel lifecycle programs (email, push, in app) alongside defining necessary base management models

• Pricing & offers: partner with Commercial Performance/Product/Finance to craft targeted pricing, bundles and promotions that improve LTV:CAC without eroding core economics.

• Collaborate with and drive performance of supporting teams focussed on delivering B2C customer initiatives and growth

3) B2B & B2B2C Demand (e.g. fleets, platforms, mobility partners)

• Build and expand strategic partnerships (e.g. ride‑hail, last‑mile, fleet management, retail & hospitality) from pipeline to in‑life growth.

• Construct commercially sound deals (pricing, volume commitments, SLAs, data sharing) and robust lead‑to‑cash processes.

• Create joint business plans, co‑marketing, and executive governance to deliver contracted growth,

4) Roaming & Network Collaboration

• Expand inbound roaming via hubs and direct MSP/OEM integrations, balancing reach with protecting direct B2C economics and experience

• Leverage bp’s broader ecosystem (Fuel & Charge, bp pulse global, wider bp M&C/strategy) to identify, attract, and convert demand around new and existing locations.

5) Data, Insight, and Forecasting

• Define KPI frameworks to effectively manage delivery and performance

• Work closely with data teams to build necessary reporting and dashboards

• Lead bottom‑up forecasts and funnel models to inform business planning

6) People Leadership & Ways of Working

• Hire, develop, and inspire a high‑performing, diverse team

• Establish cross‑functional operating cadences with key teams/interfaces

7) Governance, Risk & Compliance

• Ensure compliance with data privacy (GDPR), payments, safety, and uphold brand standards across channels and partners.

• Maintain deal, discount, and incentive governance with Finance and Legal; run partner QBRs and internal customer trading cadence

Success Measures

• Quarterly and annual delivery vs. growth and margin targets

• Improvements across acquisition, retention, LTV:CAC, utilization

• Quality and velocity of partner pipeline, deal performance, and governance

• Team health, engagement, and talent development outcomes

• Forecast accuracy and effectiveness of investment and marketing allocation

Key Requirements

• Demonstrable commercial growth leadership across charge-point operator / eMSP / subscriptions / marketplace / mobility / telco / energy / retail tech.

• Consistent track record of scaling active customers and gross margin via multi‑channel delivery (direct, partnerships, roaming).

• Strong experience in B2B partnerships, channel development, and in‑life performance management.

• Demonstrated success with funnel optimization, pricing/packaging, and lifecycle/CRM at scale.

• Comfortable operating in matrix environments with high velocity, constrained resources, and demanding targets.

• EV charging / energy transition familiarity is a plus; not a prerequisite.

• Strong commercial insight: unit economics, cohort analysis, pricing & incentive design.

• Data‑driven operator: advanced Excel knowledge

• Customer‑obsessed, outcome‑oriented, and relentlessly curious.

Why join us?

At bp, we provide an excellent working environment and employee benefits such as an open and inclusive culture, a great work-life balance, tremendous learning and development opportunities to craft your career path, life and health insurance, medical care package and many others!

We support our people to learn and grow in a diverse and exciting environment. We believe that our team is strengthened by diversity. We are committed to crafting an inclusive environment in which everyone is respected and treated fairly.

There are many aspects of our employees’ lives that are significant, so we offer benefits to enable your work to fit with your life. These benefits can include flexible working options, collaboration spaces in a modern office environment, and others benefits.

Reinvent your career as you help our business meet the challenges of the future. Apply now!

Travel Requirement

Up to 25% travel should be expected with this role

Relocation Assistance:

This role is not eligible for relocation

Remote Type:

This position is a hybrid of office/remote working

Skills:

Account strategy and business planning, B2B Partnerships, Business-To-Consumer (B2C) Sales, Commercial Acumen, Consultative selling skills, Customer Profitability, Customer Value Proposition, Growth Management, Leadership, Market Growth, Relationship Management, ROI Tracking, Sales forecasting/demand planning, Sector, market, customer and competitor understanding, Stakeholder Management

Legal Disclaimer:

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp’s recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us.

If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.