Senior Business Development and Sales Manager in Sheffield

ITM is at the forefront of the green hydrogen industry, designing and manufacturing cutting-edge PEM electrolysers that are instrumental in global decarbonisation efforts. With over two decades of scientific expertise, we’ve established ourselves as industry leaders in clean energy technology.

As pioneers in green hydrogen technology, ITM is offering the most advanced PEM electrolyser technology in the world. Founded in 2000, ITM Power PLC was one of the first companies of its kind to be listed on the AIM market of the London Stock Exchange. Headquartered in the UK, our state-of-the-art manufacturing facility is the world’s largest PEM Gigafactory in commercial operation, and home to our R&D and manufacturing. ITM Power Germany is our hub in the heart of the EU, housing regional functions including business development and engineering, as well as our Aftersales services.

Our PEM electrolysers are deployed in some of the world’s largest green hydrogen projects. We continue to push the boundaries of technology, enhancing cost-effectiveness and sustainability.

ITM is in the midst of a transformative phase, focusing on streamlined delivery and operational excellence. We’re seeking talented individuals who share our passion for clean energy and our drive to make a tangible impact on the world’s transition to net-zero.

This is a senior role in ITM’s BD and Sales organisation with responsibility for origination, development and successful negotiation of customer projects. You will contribute to our market growth strategy through originating high-quality sales opportunities and building strategic customer relationships in line with the ITM Power brand and market positioning. The role will be fundamental in helping our customers to decarbonise their businesses and grow green hydrogen’s role in delivering net zero.

You will represent the business professionally, enhancing ITM’s brand and reputation and interfacing with customer and industry stakeholders. You will lead high value bids and tenders for sales of ITM equipment, including leading contract negotiations. This will include both ITM’s containerised system for small projects and ITM’s electrolyser solutions for large scale green hydrogen projects. International travel will be required as part of the role.

Responsibilities

• Relevant regional market, customer and competitor analysis to drive business planning, opportunity identification and to inform wider business strategy.
• Originating and developing high quality sales opportunities in line with ITM strategy to deliver against pipeline and sales targets.
• Working with partner organisations including EPC companies to develop inter-company bidding and contracting processes in line with customer requirements.
• Leading technical and commercial meetings and discussions with customers to understand customer and project requirements.
• Development of bid/no bid recommendations and associated win strategies.
• Coordinating the development of cost estimation and analysis, and contributing to the development of pricing strategy and options.
• Diligent management of the bid schedule, budget and progress including regular reporting to management.
• Lead the negotiation process for complex and high value technical sales through to completion, pulling on the support of specialist teams as needed.
• Ensure that all customer facing technical and commercial responses are compelling, of high quality and tailored to the customer requirements.
• Develop high quality relationships with key customer representatives, ensuring ITM is ahead of the competitors for target projects.
• Support a culture of ‘winning work’ throughout BD and Sales activities.
• Develop and maintain relationships with key engineering and EPC companies.
• Attend conferences/exhibitions to represent and promote ITM interests and to develop and maintain customer relationships.
• Ensure transfer of all bid materials and bid phase knowledge to the project execution team.
• Managing and maintaining CRM data, including uploading and logging all quotes and proposals sent out to customers.

About You

Knowledge and Experience

• Degree qualified – customer focused with the ability to engage in engineering discussions.
• Business development and customer relationship management within industrial products and markets.
• High value and complex sales activities in an industrial context, including tendering and bid processes.
• Experience of leading firm bids, commercial negotiations and commercial risk assessment.
• Experience in writing strategic, engaging and fit for purpose commercial documentation.
• A good understanding of energy and hydrogen markets and relevant end user industries.
• Previous green energy / clean tech experience is a strong plus.
• Possess a good understanding of EPC delivery and contracting models.
• Proficient user of MS packages.
• Stakeholder management (customers, partners and collaborators).

Skills and Abilities

• Ambitious, tenacious and driven to make an impact.
• Commercially compelling, confident in formal presentations as well as on a one-to-one basis.
• Thrives in a customer facing position.
• Keeps things simple in approach, recognising that ITM Power is a fast-moving, entrepreneurial organisation culture.
• Supports a culture of continuous improvement across the business.
• An effective and engaging communicator with all colleagues and stakeholders.
• Adept at meeting internal and external timescales.
• Honest and open, able to live the ITM values and drive the One ITM collaboration.

What We Offer

The opportunity to work with cutting-edge technology in a rapidly growing industry, within a dynamic environment where you can shape the future of energy and work with a team that’s actively addressing global climate challenges. Our corporate culture values safety, integrity and continuous improvement. A competitive salary and an excellent contributory pension, 25 days holiday and a wider range of benefits including:

• Buy as you earn (BAYE) share scheme.
• Birthday holiday.
• Holiday Purchase.
• Cycle to work scheme.
• Lifestyle Discounts.
• Employee Assistance Programme.
• Health Cash Plan.
• Eye Care.
• Gym Scheme.
• Life assurance.
• EV Car Leasing.
• Enhanced Parental Leave.
• Motor Save Scheme.
• Tech Save Scheme.

We know your career is important to you, it’s important to us too, which is why we also offer opportunities for you to grow and develop your career. If you are looking to join a growing, dynamic business and want to be part of our amazing team we would love to hear from you. Our success is driven by the exceptional diversity of our people. We are proud to be an equal opportunity employer, committed to promoting and creating a diverse and inclusive environment where we encourage our employees to learn and grow, fuelled by mutual respect in a place where ideas flow and thrive.