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Energy Operations Sales Capture Senior Manager

Job Location: London

Regional Description: United Kingdom

Job Number: 00650046

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- Job description

Energy Operations Sales Capture Senior Manager

Accenture UK

Sales

Senior Manager

Location: London

Salary: £95k to £120k plus excellent benefits package including Sales Achievement Bonus and Car Allowance

 

Introduction:

 

Join Accenture and help transform leading organisations and communities around the world. The sheer scale of our capabilities and client engagements and the way we collaborate, operate and deliver value provides an unparalleled opportunity to grow and advance.

 

Energy Operations is a stand-alone business practice within Accenture Operations. We help clients achieve 3 things:

1.         Energy Price reduction through procurement optimization

2.         Energy Consumption reduction through turning data into insights and actions

3.         Energy Quality improvement through creating value with the transition to renewable energy

 

This role requires an entrepreneurial individual who can operate in a fast growing and evolving marketplace within an area that is experiencing significant growth by taking responsibility and ownership for delivering new business revenue.

 

This requires an experienced and proven Business Development Manager with a tactical hands on approach to delivery and meeting immediate business needs via our main route to market, the Accenture Sales Channel.

 

You will take responsibility and ownership within your region for all new business development activities specifically focused on global clients to deliver growth and profitability across the energy management practice through leveraging the Accenture Brand.

 

What responsibilities will you have?

 

Business Development Ownership and Responsibility:  

  • Responsibility for all new global and pan-European business development activities originating out of your region.
  • Defining markets and development of sales strategies and a business plan for the region with the Head of EALA Go To Market prior to the start of and during each FY, including targets and objectives.
  • Develop route to market within sales territory for each Accenture CSG (industry group) and Accenture Consulting and Accenture Strategy.
  • Management of sales campaigns with Marketing and Practice leads.
  • Providing Business development leadership within your region or area of responsibility to ensure business in accordance with company policy that will maximise the company’s income potential and profitability.
  • Management and utilisation of Sales Support resource and development of individual.
  • Within the Sales Team, be the nominated expert for your market ensuring up to date knowledge to enable recommendations as to where to prioritise business development. 

Sales Delivery and Reporting:

  • Creation of a pipeline of global and pan-European prospects in your area of responsibility that ensures all sales targets are achieved.
  • Coordination of all business development activity within your area of responsibility including, where required, with other regional teams.
  • Management of internal and external business cases and proposals to ensure quality submissions in line with company standards.
  • Regular reporting of activities and key performance indicators.

Coordination across Departments:

  • Coordinate with Marketing the campaign and communication plan for your internal and external prospect base.
  • Work with Practices and Accounts to successfully hand over the management of new clients and deliver new business sales in a timely and effective manner, avoiding scope creep and ensuring focus on efficiency of delivery and maintenance of margin.

Product Development:

  • Identify and build business cases and support the Product Development and Operations team in the development and delivery of new products.

What skills & experience are we looking for?

 

Person Specification:              

The essential attributes for this role are:

  • Network of contacts at leadership level and knowledge and experience of the Accenture Sales and Accounts organisations across the different operating groups and growth platforms.
  • Ability to understand the drivers and pressures within the channel sales process and what makes a successful sale within a channel environment by being able to provide the messaging to create value in the Accenture account owner’s mind taking into account their target market.
  • Ability to quickly understand Accenture’s language, model and way of doing business.
  • Background in energy markets, sustainability, utilities, facilities, outsourcing, digital or similar industries.
  • Technical background in energy solutioning to take concepts and make them tangible.
  • Ability to work with technical team to develop customised solutions.
  • Commercially astute, excellent negotiation skills with a focus on margin and profit, whilst still demonstrating innovation and a return on investment.
  • Ability to understand business models and how they operate across different market sectors and geographies.
  • Ability to understand complex processes, markets and systems and identify high value commercial opportunities, acting as a filter for the business to ascertain whether an opportunity should be pursued or not by analysing multiple inputs and coming to a clear and logical decision.
  • Capability to understand client requirements and the drivers that affect the company to identify the key constituents of a deal and represent that back into the business.
  • Ability to work across multiple stakeholders to shape deals, develop business cases and create intelligent solutions.
  • Credibility and ability to present professionally to C-suite level through clear and structured communication being able to anticipate and react accordingly based upon the conversation and demands of the individual.
  • Strategic selling and Challenger Sale experience (Consultative selling and understanding of how to manage the sales process through large and complex organizations).
  • Demonstrated experience in solution selling with track record of driving larger and complex deals to close.
  • Capability to sell value add in solutions to demonstrate the value received and the Accenture brand to demand a premium.
  • Demonstrate thought leadership and the potential to progress to MD level.
  • Outstanding professional with proven track record of consistently achieving targets and delivery of good quality business within a B2B environment.
  • A focus on performance outcomes and the ability to drive to an agreed solution within set deadlines.
  • Capability to engage, project manage, establish focus and lead staff in other functions within the business.
  • Self-starter with the drive, energy and determination to develop and execute a strategy, identify and build new business and manage cross cultural teams.

Characteristics:

  • Emotionally intelligent
  • Resilient and tenacious
  • Good listener and good influencer
  • Agile, adjustable, and flexible
  • Willing and able to take a stance if needed
  • Views leadership as both a top down and bottom up responsibility
  • Positive-minded and passionate about complex challenges
  • Strategic, Innovative and Technically adept

Experience & qualifications:

  • Demonstrable, deep and multiple experiences in commercial, strategy, management, or leadership roles
  • Proven track record of successful senior stakeholder management in highly challenging situations, preferably working in a matrix organisation
  • A network of contacts within the B2B industrial & commercial arena
  • Experience of working in the energy industry would be advantageous
  • A Master’s degree would be preferable.
  • Fluency in English.

What’s in it for you?

 

All of our Sales professionals receive comprehensive training covering business acumen, technical and professional skills development. We offer a variety of formal and informal training programs at every level to help you acquire and build specialised skills faster. Learning takes place both on the job and through formal training conducted online, in the classroom, or in collaboration with others. The sheer variety of work we do, and the experience it offers, provide an unbeatable platform from which to build a career.

 

On top of this, we have an extensive benefits package which includes 30 days’ vacation per year, gym subsidies, private medical insurance and 3 extra days leave per year for charitable work of your choice!

 

What are the next steps?

 

If this sounds like the ideal role, career and company for you, click below to apply.

 

If relocation is required in applying to this position, the appointment to the role would be considered an employee driven transfer meaning that the employee will be personally responsible for covering all relocation costs and any costs associated with dependents.

 

About Accenture

 

Accenture is a leading global professional services company, providing a broad range of services and solutions in strategy, consulting, digital, technology and operations. Combining unmatched experience and specialised skills across more than 40 industries and all business functions—underpinned by the world’s largest delivery network—Accenture works at the intersection of business and technology to help clients improve their performance and create sustainable value for their stakeholders. Accenture drives innovation to improve the way the world works and lives. Visit us at www.accenture.com.

 

Accenture is an equal opportunities employer and welcomes applications from all sections of society and does not discriminate on grounds of race, religion or belief, ethnic or national origin, disability, age, citizenship, marital, domestic or civil partnership status, sexual orientation, or gender identity or any other basis as protected by applicable law.

 

Closing Date for Applications 31st December 2018.

Accenture reserves the right to close the role prior to this date should a suitable applicant be found.

 

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