ROLE OVERVIEW
GRIDSERVE is a Charge Point Operator. It designs, builds and operates one of the UKs largest charging networks. Our charging sites are originated from a range of 3rd party landowners/occupiers that include motorway service providers, retail groups and large public or private organisations with multi-site operating models across the UK. GRIDSERVE has long-term relationships (particularly with motorway service providers) that have recently enjoyed framework agreement extensions but is continuing to expand its activities with both existing and prospective partners.
The needs of, and opportunities that exist with GRIDSERVE’s partners are fundamental to continued growth. Each partner has specific requirements and ambitions. The ongoing management of these key accounts requires dedicated account management capabilities, commercial sophistication, strong industry and product knowledge, as well as a passion for the sustainability values and goals that GRIDSERVE holds.
MAIN RESPONSIBILITIES
The Senior Key Account Manager reports to the Chief Commercial Officer but requires the ability to work proactively across a range of responsibilities. This is not a siloed environment. You will be a primary interface with our partners, and in line with our network strategy and using our approved product portfolio, is required to:
- Build and sustain long-term commercial relationships with existing and future partners in the EV and renewable energy sectors with a view to increasing out EV charging network capacity
- Understand key customers’ and partners’ business strategies and priorities, and provide relevant insights including how GRIDSERVE can support
- Develop and execute strategic account plans for existing and prospective partners to deliver value to partners, and long term, profitable outcomes for GRIDSERVE
- Assist the commercial analysis team with the development of profitable business cases to support CAPEX approvals submitted to investment committees
- Proactively identify and develop new value or growth opportunities, and prepare business propositions arising with our existing and prospective partners
- Negotiate appropriate commercial contracts which may arise during partner relationships, ensuring that relevant input is sought and obtained from internal stakeholders in finance, technology and product development and our operational delivery departments.
- Develop and/or maintain an advanced understanding of the CPO sector including trends and risks that impact ongoing revenue streams and commercial opportunities
- Maintain and utilize CRM platforms and/or databases to deliver sales and revenue forecasts
- Where required, contribute to product design or variation processes and feedback loops, and advocate the ‘voice of the partner/customer’ internally across GRIDSERVE functions
- Assist with resource prioritization management to ensure maximized partner satisfaction and efficient resource allocation within GRIDSERVE
- Act as a primary contact with partners, ensuring their needs and requirements are delivered in a timely, high-quality manner.
- Ensure high-quality service delivery for EV and renewable energy projects and resolve client issues.
- Represent the company at industry events and network with professionals in the EV and renewable energy fields.
- Ownership and preparation of tender response documentation
- Ensure adherence to company policies, procedures and business ethics codes including; anti-bribery policy, health & safety and environmental and quality management standards in compliance with ISO standards
Required Experience
- Significant account management experience in an identical or complementary field
- Relationship management at multiple levels demonstrating the ability to interact with C level decision makers, internal procurement management and operational leaders within partner organisations
- Experience with profitability and business case development within sophisticated pricing and profitability scenarios
- Experience in a scale-up or otherwise dynamic environment that is transferable to a fast-growing company in a rapidly evolving industry
Required Skills and Abilities
- Relationship management into matrix decision making organisations
- Financial/Commercial analysis and interpretation
- Presentation skills, including preparation and delivery of presentations
- CRM building, maintenance and reporting
- Capacity to understand the customer and commercial impact of operational and technical issues that arise in the planning, delivery and operation of EV charging hubs and networks
- Preparation and interpretation of periodical reporting packs for internal performance management review on a periodical basis The incumbent interacts with our commercial analysis teams, product leaders, network origination, build and operate teams.
- Ability to manage and thrive in a dynamic scaling company environment
- Contract negotiation