Business Development and Service Sales

Who we are

The energy transition is vital to our future and here at PSC, we are compelled to make a difference. We are specialist consultants to the energy industry, an independent firm with global operations. Our teams have been tackling the thorniest problems for some of the most prominent industry players for 30 years. We provide critical project consulting support for large energy clients, renewable developers, sustainable energy initiatives, and everything in between. Our vision is to empower people to transform the energy industry so that, together we will power a more sustainable world. We do the right thing, we foster bright ideas, we invest in the future and we celebrate success.

At PSC we want work to enhance your life, not dominate it.

We

• Thrive in a culture where people are our greatest asset and we truly celebrate and value the individual.
• Have an entrepreneurial spirit, love new ideas and are always looking to improve.
• Understand that everyone has a personal life and provide a flexible work environment - you are an adult and we trust you to get the job done.
• Provide amazing growth and leadership opportunities in an autonomous role.
• Are a highly collaborative worldwide team of professionals defining the future of this industry.
• Offer competitive compensation & benefits including BUPA private medical insurance, life insurance and annual income protection.

We encourage our people to continually learn, grow and expand their skills and knowledge. Perhaps you would like to complete a master’s or a PhD but haven’t done so yet. We will reimburse 50% of your course fees, up to a maximum of $5,000.00 a year. We have offices in Newcastle and Stafford and we have been working in a distributed fashion for years. We are open to hybrid and remote work (from the US) or we can offer you a place in one of our offices if you prefer.

Business Development and Service Sales

Role Summary

The Business Development Manager plays a critical role in driving the company’s growth by identifying, developing, and capitalizing on new business opportunities within the electricity industry. You will establish and foster strong relationships with both existing and potential clients, facilitate the development of tailored consulting solutions that meet client needs that align with the company’s strategic objectives. As a ‘connector’ of all things, significant cross-functional coordination is critical in selling service offerings that draw on the company’s diverse technical services and expertise within various business units (Power Networks, HVDC, and Operational Technology)

From a sales execution perspective, you’ll work closely with internal teams, including our COO, General Managers and technical staff, to ensure that all opportunities are pursued effectively from initial engagement through to contract closure. You will manage a robust sales pipeline and accurately capture and forecast of all your BD activities in HubSpot. The individual in this role will be expected to lead critical negotiations, deliver compelling proposals and presentations, and drive the execution of key strategic initiatives aimed at expanding the company’s market presence. Success in this role will be measured by the ability to generate new revenue streams, deepen existing client relationships, and contribute to the overall business growth.

Essential Responsibilities

• Identify and pursue profitable business opportunities with key electricity market participants, focusing on long-term growth.

• Leverage significant industry connections to create opportunities and partnerships that translate into strategic and profitable growth.

• Develop and implement sales, marketing, and branding strategies to expand the company’s presence within the electricity market.

• Build and strengthen relationships with existing and potential clients, creating new networking opportunities and expanding client portfolios.

• An ability to identify a client’s primary strategies, provide tailored consulting solutions and communicating requirements to internal stakeholders.

• Analyze market trends and competitor activities to identify new lines of business and develop client-centric solutions.

• Identify, monitor and track each opportunity from lead identification through to closure, ensuring timely follow-up and strategic alignment with business goals.

• Contribute to proposal materials and lead responses to key RFPs, collaborating with internal stakeholders as needed.

• Maintain accurate records of client interactions and engagement activities using CRM tools (Salesforce/HubSpot) and ensure timely updates to the sales pipeline.

• Collaborate closely with Sales, Marketing, and Management to ensure cohesive business development strategies that drive revenue growth.

Key Performance Indicators

Suggestions on different metrics and measurement methods.

1. Profitable Opportunity Identification:

KPI: Track and report on the number of high-potential business opportunities, “leads”, you have personally identified and actively pursued, focusing on those with projected profitability and long-term value, ensuring consistent follow-up and conversion of leads into viable business prospects.

KPI: Monitor and report the number of all “sales-won” business opportunities and deals within your region, including those originating from your own efforts, as well as deals driven through collaborative team efforts or marketing-generated leads, to measure overall business development impact.

Measurement: Opportunities should have a projected gross margin of [X]% or more.

Financial Metric: Gross Margin – Ensures business development efforts focus on high-margin opportunities that align with company profitability goals.

1. New Client Acquisition:

KPI: Track the number of new clients acquired as a result of business development efforts.

Measurement: Set a quarterly target of [Z] new clients acquired.

Financial Metric: Revenue from New Clients – Each new client contributes directly to increasing the total revenue and expanding market share.

1. Pipeline Expansion and Growth:

KPI: Evaluate the growth in the number of new opportunities entering the sales pipeline.

Measurement: Target [N]% growth in the pipeline each quarter to maintain a healthy flow of potential deals.

Financial Metric: Future Revenue Forecast – A larger, active pipeline improves future revenue predictability and ensures business sustainability.

1. Revenue from New Business:

KPI: Monitor the total revenue generated from new clients and contracts, providing insight into business development’s financial impact.

Measurement: Set a quarterly revenue target of [X currency amount] from new deals and clients.

Financial Metric: Total Revenue – This directly measures how much new business contributes to overall company growth.

1. Lead-to-Deal Conversion Rate:

KPI: Measure the percentage of qualified leads that convert into formal business deals, reflecting the effectiveness of lead nurturing and engagement efforts.

Measurement: Target a conversion rate of [Y]% for qualified leads moving from prospect to signed contract.

Financial Metric: Revenue Growth – Increased conversion rates lead directly to revenue growth from new contracts.

1. Deal Closure Rate:

KPI: Measure the percentage of deals progressing from proposal to final contract signing, highlighting the effectiveness in closing deals, especially in industries with extended timelines like renewable energy.

Measurement: Target a deal closure rate of [M]% for proposals converted into contracts.

Financial Metric: EBIT (Earnings Before Interest and Taxes) – A higher closure rate leads to greater operational earnings by turning proposals into signed deals.

Qualifications and Skills

Experience

• 15+ years of experience in the electricity industry, with a focus on major utilities and vendors

• An ability to network, generate leads, and set meetings with clients at various decision levels, including large utility CEO’s.

• Existing relationships and a strong reputation at many utilities and vendors. 

• Strong analytical and strategic planning capabilities, demonstrating the ability to identify and capitalize on business opportunities effectively.

• Proven track record of implementing strategic initiatives with efficiency and professionalism, alongside demonstrated troubleshooting and problem-solving skills.

• Excellent written, verbal, and presentation skills, with the ability to establish and maintain strong relationships with C-level executives and other decision-makers.

• Exceptional capability to manage and grow internal and external cross-functional relationships, ensuring collaboration and alignment across various teams.

• Bachelor’s degree in a relevant field; an advanced degree is preferred.

Attributes & Soft Skills

• Growth-oriented mindset with a focus on long-term strategy.

• Unwavering commitment to ethical business practices and integrity.

• Collaborative approach to working with internal and external stakeholders.

• Proven ability to manage competing priorities and work under pressure in a fast-paced environment.

• Ability to align business strategies with overall corporate objectives and drive impactful results.

We wouldn’t be where we are today without our amazing people. We are passionate about contributing to a meaningful mission and are proud of our people. If you’ve been searching for a human-centric culture, then perhaps you’ve finally found your match with PSC. If this sounds like something you would like to be a part of then we would love to tell you more.

PSC is committed to a diverse and inclusive workplace. PSC is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.