Business Development Manager, O&M

We are Lightsource bp – and we’re on a mission to become a global leader in onshore renewables, anchored by our proven track record in solar development. For over a decade we’ve been actively working to diversify the way our world is powered with sustainable and responsible renewable power. We work to safely deliver affordable, reliable, large-scale onshore renewable and energy storage solutions to help the world decarbonise. Our growing business is constantly innovating and investing to help drive the energy transition. Our people and projects are focused on supporting long-term sustainable growth and energy security.

Lightsource bp operates with five core values: Safety, Integrity, Respect, Sustainability, and Drive. We seek to attract and hire individuals who share our commitment to creating a safe workplace, uphold the highest standards of integrity, and demonstrate respect for colleagues, communities, and the environment. Our recruitment process promotes sustainability by valuing long-term growth and responsible practices, while seeking candidates with the drive to innovate and lead in the global energy transition.

What You’ll do (the role)

To bring the necessary expertise and relevant industry contacts to contribute to the rapid growth of our UK O&M business’ assets under management through the sourcing and conversion of new O&M service contracts with UK solar asset owners. A successful candidate’s contributions will help scale-up our O&M platform, already one of the most established players in the market, supported by LSbp as an industry leader across solar PV operations. This role will be responsible for building on the strong relationships with our existing client base, identifying prospective customers, and keeping close to the solar O&M market to understand demand for different service offerings.

Duties & Responsibilities

• Generate a pipeline of business opportunities for the O&M business to grow its third-party asset base, helping convert these to profitable contracts.
• Develop a suite of promotional and contractual materials which can be used to respond to tender requests for new service contracts.
• Continually iterate our standard service contract, adapting to market demands and ensuring profitability for the business.
• Supporting the company’s in-house onboarding process for commercial and legal matters for new sites, including collaboration with other teams and working closely with clients to obtain required information.
• Develop familiarity with the business’ cost-to-serve as a key input to contract financial models which can be used to negotiate commercial terms which meet LSbp’s margin requirements for new contracts.
• Represent LSbp professionally and effectively at external meetings and industry events across the UK, conveying our business and development acumen in a professional manner.
• To regularly update and provide clear forecasting of all pipeline activities including financial detailing.
• Build long-term relationships with key strategic partners to ensure continued growth.
• Identify market opportunities generating, qualifying and prioritising leads as well as striving to expand further within the existing client portfolios.
• Work with legal departments to negotiate and firm up the O&M contracts for clients.
• Compile and manage commercial pipeline files with records of proposals and correspondence.
• Liaise with Asset Services within LSbp on contract administration ensuring a smooth process of documentation on new and completed projects.

Knowledge

• A proven track record of developing a pipeline of business opportunities (preferably by selling into large renewable asset owners, including large-scale solar PV).
• Good experience using CRM systems & MS office.
• A technical understanding of the development of on-shore renewable energy systems and preferably some experience related to the Operations / Maintenance of these projects.
• Reasonable understanding of basic financial modelling.
• Understanding of the solar asset owner landscape in the UK.
• Accomplished at building relationships, negotiating and influencing decisions.
• Knowledge of relevant sales methodology and negotiation techniques in B2B sales.
• Strong track record of delivering sales growth and meeting sales targets, preferably through RfP channels as well as development of unsolicited opportunities.

Qualifications

• Degree qualification in a suitable subject aligned to the role.
• 2 – 4 years’ B2B technical sales experience preferred.
• Full driving license.

Experience

• First-hand experience of business development and growth within an emerging solar market.
• Understanding of the pipeline project life-cycle and key project risks for renewable generation technologies.
• Strong track record of producing and presenting accurate financial appraisal and risks analysis for investment in infrastructure or generation assets.

Why you’ll want to work for us

Our company is a place where you can be yourself and grow, a place where your ideas and opinions matter. Be you: We pride ourselves on being an inclusive community, where every individual is valued and treated with respect. Be responsible: Our culture is driven by our core values – from operating safely to ensuring our projects are responsible. Be recognized: Alongside a competitive salary, we offer a variety of benefits including annual bonus, retention bank, health insurance, pension and other local benefits. Be inspired: Beyond your day-to-day working life at Lightsource bp, there’s a variety of initiatives that will contribute to your own personal development. These include our charitable causes, supporting our solar honey project, or volunteering on our VIBES committee to name a few.

Our core values: Lightsource bp truly cares about creating a sustainable future through safe, responsible and meaningful low carbon energy projects. Our core values of Safety, Integrity, Respect, Sustainability and Drive are the guiding principles for everything we do.