Business Development Manager in Willoughby

About the Company

We are an Australian energy business building a new model for how commercial customers access and use electricity. The business has grown significantly under its current management team and is now scaling an Energy as a Service (EaaS) model for commercial customers. Rather than selling solar and battery equipment upfront, the business installs, owns and operates behind-the-meter energy assets and supplies electricity to customers under a long-term agreement. This enables commercial customers to access solar and battery infrastructure with no upfront capital expenditure, while purchasing electricity at a materially lower rate than their existing supply. The business has already established its operational foundations and is now focused on building a scalable commercial sales engine.

The Opportunity

We are looking for a commercially minded Business Development Manager to drive new customer acquisition for the Energy Services business. You will be responsible for identifying and engaging commercial prospects, creating opportunities through outbound activity, securing site visits, presenting the commercial proposition, managing objections and taking opportunities through to signed long-term agreements. You will deal directly with business owners, directors and senior operators and will need to be comfortable discussing commercial issues including pricing, savings, contractual commitments, risk and business value.

Key Responsibilities

• Generate new business through high-volume outbound prospecting, networking, referrals, events and other lead-generation channels.
• Target SME, mid-market and selected multi-site commercial operators.
• Identify businesses with suitable commercial premises and meaningful electricity consumption.
• Build relationships with business owners, directors and operational decision-makers.
• Qualify opportunities and establish the customer's commercial requirements.
• Secure and conduct customer meetings and site visits.
• Understand customer electricity usage, existing energy arrangements and present the Energy Services proposition and clearly communicate the commercial case.
• Prepare and present proposals covering value, financial benefits, assumptions, inclusions and exclusions.
• Manage objections relating to price, contractual commitment, landlord consent, premises tenure and existing energy arrangements.
• Negotiate commercial terms and confidently ask for the business.
• Guide customers through the Energy Service Agreement process through to signature.
• Re-engage prospects who have received proposals but have not yet made a decision.
• Manage the customer relationship through to a structured handover to delivery.

What We Are Looking For

• Proven B2B sales experience with a measurable track record of winning new business.
• Demonstrated experience selling directly to SME owners, directors or commercial decision-makers.
• Strong outbound prospecting and new-business development capability.
• A genuine hunter mentality and a demonstrated ability to create your own pipeline.
• Commercial confidence discussing price, savings, rates, contractual terms, risk and value.
• Strong negotiation and closing skills.
• Ability to manage an opportunity from initial prospecting through to signed agreement.
• Strong CRM and pipeline-management discipline.
• Ability to communicate credibly with commercial decision-makers.
• Full driver's licence and willingness to regularly travel to customer sites.

Measures of Success

• Consistent creation of qualified commercial opportunities.
• Strong outbound activity and pipeline generation.
• Consistent conversion of opportunities into signed agreements.
• Achievement of agreed sales targets.
• Strong pipeline hygiene and forecasting accuracy.
• High-quality customer relationships.
• Effective handover of signed projects to delivery.
• Contribution to improving the overall sales process and proposition.

Why Join?

This is an opportunity to join a growing energy business at an important stage of its development. You will have the opportunity to:

• Sell a differentiated commercial energy proposition.
• Work directly with business owners and senior decision-makers.
• Help build a new sales engine.
• Influence sales strategy and process.
• Develop your own market and customer network.
• Work closely with the Managing Director and senior leadership.
• Potentially grow into a broader sales leadership position as the business scales.