Broker Sales Manager (Account Management)

Job Description

Join us, be part of more.

We’re so much more than an energy company. We’re a family of brands revolutionising how we power the planet. We're energisers. One team of 21,000 colleagues that's energising a greener, fairer future by creating an energy system that doesn’t rely on fossil fuels, whilst living our powerful commitment to igniting positive change in our communities. Here, you can find more purpose, more passion, and more potential. That’s why working here is #MoreThanACareer. We do energy differently - we do it all. We make it, store it, move it, sell it, and mend it.

About your team:

At Centrica Business Solutions, we’re proud to partner with over 7,000 organisations globally – helping them to balance planet, with profit. We build, operate and maintain onsite, large-scale energy assets like Solar PV and Combined Heat and Power – to help businesses to save the planet and save money. We’re also transforming the UK’s energy landscape by partnering with landowners and developers to build a 900MW portfolio of new grid-scale solar farms and battery storage assets.

We have a great opportunity for a Broker Sales Manager (Account Management). The role sits in Centrica Business, which is part of Centrica plc, a global energy and services company dedicated to meeting the evolving needs of its customers. Through the British Gas brand, it provides a range of energy supply propositions alongside services and solutions designed to help customers improve their energy resilience, manage costs, and transition toward a lower-carbon future.

The role holder will lead a team of Account Managers who will establish, build and maintain strong partnering relationships with select Third Party Intermediaries (TPIs). Engagement will be at multiple levels in their organisation including Senior Management and Director level to enable Key Partnerships and growth for Centrica Business Energy Supply Portfolio. The role requires exemplary high standards of leading the pricing & contractual commercial opportunities to drive sales for energy and energy related services across our Small, Enterprise/Mid-Market segments.

About the role:

• To lead, manage and develop the Partnership & Transaction TPI supply portfolios to exceed new business growth and retention performance.
• To lead and manage the Account Management Team in accordance with our Broker Strategy and segmentation guidelines/rules for growing the key relationship where they hold significant volume of the Centrica Business Energy Supply portfolio.
• Increase opportunities of improved revenue streams where BGB propositions and wider Centrica products and services increase our overall success and win rate through the key relationship.
• Complete and maintain Broker Insight Account Plans to identify the needs and drivers through each of the Account Management relationships to identify opportunities for growth and improving opportunities.
• Be the strategic lead for day-to-day Pricing/Tendering opportunities, not just for Energy Supply but for wider related opportunities that drive mutual growth and enhance the Partnership.
• To ensure energy supply portfolios are managed to the highest standards across case management, Pricing SLA’s, competitor feedback, onboarding management of new business and driving lifetime value (LTV).
• To build deep and meaningful relationships with the allocated TPI’s into Account Management throughout their organisations.
• Provide innovative solutions to influence and leverage Centrica capacity to ensure maximum value is generated from our customers and increase attractiveness to purchase through the British Gas brand.
• Provide insightful activity reports and Portfolio activity including accurate pipelines and forecasts, meeting activity, feedback on tenders and logging of account plans and opportunity plans.
• Provide competitor and market intelligence to influence the strategy and tactical position of the Account Managed sales channel.
• To carry out all aspects of the role in line with current Centrica standards, governance and processes, meeting training, regulatory, compliance and audit requirements
• Identify any operational and regulatory risks, escalating as appropriate.

Here’s what we’re looking for:

• Previous Account Management/Business Development experience with the ability to generate and develop a Partnering program across allocated Account Management Relationships.
• Deep knowledge and relevant experience of managing high value customer and third-party relationships.
• A thorough and current energy market knowledge would be highly desirable.
• A sound commercial awareness across a range of energy products & services.
• Target driven with proven ability to consistently exceed stretching targets.
• Excellent communication skills, comfortable presenting and negotiating with senior management externally and internally
• Dedication is required to work from home/office and be prepared to travel to customer facing visits.
• Margin Management - Hold a sound understanding in our Commercial approach to pricing, margin management and negotiation.
• Competitors - Demonstration of understanding the competitor landscape, including features and benefits of competitor propositions vs our core propositions.
• Sales Process - Demonstration of a sound understanding in our Sales & Service Processes including, Supply Contract Terms and Conditions, Cybersecurity and all GDPR practices.
• Standards & Obligations - Demonstration of a sound understanding in our licence condition obligations, including complaints resolution, industry commitments and regulator processes.
• Commercial Value - Demonstration of a sound understanding in our commissions processes, including budget management, dispute resolution and compliance.
• Strong teamwork skills are necessary as the sales cycle touches many teams and success for individuals hinges on helping to co-ordinate collaboratively across the business.
• Strong networking ability and ability to represent the sales channel across Centrica.
• Understanding of the commercial value of our customers and can demonstrate an understanding of our customer’s needs is very important.
• Proposition Deployment – work with key stakeholders to ensure new and existing propositions are fully utilised to drive the desired outcome and insights that are tailored to the customer.
• Demonstrate a strong communicator with experience presenting customer solutions at a senior & director level.
• Solid IT skills and ability to manipulate into usable data.
• Ability to be a self-starter, prioritise and manage relationships remotely and face to face.
• The job holder should be highly self-motivated and be confident to work without supervision.
• This role requires a flexible working style, with national travel expected (UK driving licence is essential).
• Detailed knowledge and understanding of the commercial aims and objectives of Centrica Business.
• Commercial Know-How: Managing for value, Understanding the external marketplace, Understanding Centrica, Understanding our Customers Understanding our Competitors.
• Business Expertise:
• Significant experience dealing with third parties and commercial partners/TPI’s to deliver sales in B2B.
• Significant experience of the nature of B2B energy markets and particularly relationships with energy brokers and ensuring that activity conducted via this channel is done fairly and compliantly.
• Competitor Landscape – Significant experience of the competition, their products and growth strategies
• Demonstrable track record of delivering strategies for commercial value and driving customer growth.
• Experienced in dealing with the full range of B2B customers and partners – from small businesses to large corporate and industrial clients.
• Experienced people leader with a strong focus on performance delivery.
• Preferably educated to degree level
• Experience of managing high performing teams.
• Proven track record of developing others.
• Good participative and competitive knowledge of the Energy markets.
• Creative and able to initiate ideas to drive retention, growth and profitability.
• Good commercial acumen and effective decision making that will deliver business goals.

Why should you apply?

We’re not a perfect place – but we’re a people place. Our priority is supporting all of the different realities our people face. Life is about so much more than work. We get it. That’s why we’ve designed our total rewards to give you the flexibility to choose what you need, when you need it, making sure that you and your family are supported not only financially, but physically and emotionally too. Visit the link below to discover why we’re a great place to work and what being part of more means for you.

http://www.morethanacareer.energy/cbs

If you're full of energy, fired up about sustainability, and ready to craft not only a better tomorrow, but a better you, then come and find your purpose in a team where your voice matters, your growth is non-negotiable, and your ambitions are our priority.

Help us, help you. We would love for you to share any information about yourself throughout our recruitment process so that we can better understand you and help shape your journey.