Business Development and Sales Manager (Nordic Region)

Business Development and Sales Manager
ITM Power 
Location: Nordic Region

Direct Applications Only - No Agency Applicants at this time

About ITM Power

ITM is at the forefront of the green hydrogen industry, designing and manufacturing cutting-edge PEM electrolysers that are instrumental in global decarbonisation efforts. With over two decades of scientific expertise, we’ve established ourselves as industry leaders in clean energy technology. 

Our Journey and Growth

As pioneers in green hydrogen technology, ITM is offering the most advanced PEM electrolyser technology in the world. Founded in 2000, ITM Power PLC was one of the first companies of its kind to be listed on the AIM market of the London Stock Exchange. Headquartered in the UK, our state-of-the-art manufacturing facility is the world’s first largest PEM Gigafactory in commercial operation, and home to our R&D and manufacturing. ITM Power Germany is our hub in the heart of the EU. This facility not only houses regional functions including business development and engineering, but also our Aftersales services with the ability to quickly deploy stacks.

Innovation and Impact

Our PEM electrolysers are deployed in some of the world's largest green hydrogen projects.  We continue to push the boundaries of technology, enhancing cost-effectiveness and sustainability. 

Join Our Mission

ITM is in the midst of a transformative phase, focusing on streamlined delivery and operational excellence. We're seeking talented individuals who share our passion for clean energy and our drive to make a tangible impact on the world's transition to net-zero.

You will be working with an inspiring bunch of people, encouraging each other to be the best we can. We’ve come a long way, join us in the next step of our incredible journey!

What are we looking for

We have an exciting opportunity for a Business Development and Sales Manager. This is a senior role in ITMs BD and Sales organisation with responsibility for origination, development and successful negotiation of customer projects in the Nordic Region. You will contribute to our market growth strategy through originating high-quality sales opportunities and building strategic customer relationships in line with the ITM Power brand and market positioning.  The role will be fundamental in helping our customers to decarbonise their businesses and grow green hydrogen’s role in delivering net zero.
You will represent the business professionally – with credibility in the marketplace, enhancing ITM’s brand and reputation and interfacing with customer and industry stakeholders. You will lead high value bids and tenders for sales of ITM equipment including leading contract negotiations. This will include both ITM’s containerised system for small projects and ITM’s electrolyser solutions for large scale green hydrogen projects. Travel will therefore be required as part of this role.

Responsibilities 

•    Relevant regional market, customer and competitor analysis to drive business planning, opportunity identification and to inform wider business strategy
•    Originating and developing high quality sales opportunities in line with ITM strategy to deliver against pipeline and sales targets
•    Working with partner organisations including EPC companies to develop inter-company bidding and contracting processes in line with customer requirements
•    Leading technical and commercial meetings and discussions with customers to understand customer and project requirements
•    Development of bid/no bid recommendations and associated win strategies
•    Coordinating the development of cost estimation and analysis, and contributing to the development of pricing strategy and options
•    Diligent management of the bid schedule, budget and progress including regular reporting to management
•    Lead the negotiation process for complex and high value technical sales through to 
completion, pulling on the support of specialist teams as needed
•    Ensure that all customer facing technical and commercial responses are compelling, of high quality and tailored to the customer requirements. This will involve working closely with the engineering, proposal management and legal teams
•    Develop high quality relationships with the key customer representatives, ensuring ITM is ahead of the competitors for target projects and fully informed on customer processes and decision making
•    Support a culture of ‘winning work’ throughout BD and Sales activities
•    Develop and maintain relationships with key engineering and EPC companies with whom ITM will contract and collaborate to deliver containerised and large-scale green hydrogen projects
•    Attend conferences/exhibitions to represent and promote ITM interests and to develop and maintain customer relationships
•    Ensure transfer of all bid materials and bid phase knowledge to the project execution team, bringing the execution team up to speed on the project and ensuring adequate support from the bid team for the project execution team during the execution phase initiation.
•    Managing and maintaining CRM data, including uploading and logging all quotes and proposals sent out to customers, updating any changes and logging all communication and meetings, phone calls etc

About You

Knowledge and Experience

•    Degree qualified – customer focused with the ability to engage in engineering discussions
•    Business development and customer relationship management within industrial products and markets
•    High value and complex sales activities in an industrial context, including tendering and bid processes. Experience of leading firm bids, commercial negotiations and commercial risk assessment. Experience with complex EPC contract negotiations would be an advantage 
•    Experience in writing strategic, engaging and fit for purpose commercial documentation
•    A good understanding of energy and hydrogen markets and relevant end user industries, previous green energy / clean tech experience is a strong plus
•    Possess a good understanding of EPC delivery and contracting models, including Pre-FEED, FEED and execution contract stages
•    Working knowledge of relevant Engineering Industry conditions of contract and experience in contractual negotiation
•    Proficient user of MS packages
•    Fluent English Language both written and verbal. Additional languages relevant to focus market is expected 
•    Stakeholder management (customers, partners and collaborators)

Skills and Abilities

•    Ambitious, tenacious and driven to make an impact
•    Commercially compelling, confident in formal presentations as well as on a 1 to 1 basis
•    Thrives in a customer facing position
•    Keeps things simple in approach, recognises that ITM Power is a fast-moving, entrepre-neurial organisational culture
•    Supports a culture of continuous improvement across the business
•    An effective and engaging communicator with all colleagues and stakeholders
•    Adept at meeting internal and external timescales
•    Honest and open, able to live the ITM values and drive the One ITM collaboration

What We Offer

A competitive salary and the opportunity to work with cutting-edge technology in a rapidly growing industry, within a dynamic environment where you can shape the future of energy and work with a team that’s actively addressing global climate challenges.

Our corporate culture values safety, integrity and continuous improvement.

We know your career is important to you, it’s important to us too, which is why we also offer opportunities for you to grow and develop your career.  If you are looking to join a growing, dynamic business and want to be part of our amazing team we would love to hear from you.

Our success is driven by the exceptional diversity of our people. We are proud to be an equal opportunity employer, committed to promoting and creating a diverse and inclusive environment where we encourage our employees to learn and grow, fuelled by mutual respect in a place where ideas flow and thrive.