Senior Sales Manager

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Identify and cultivate new I&C opportunities with large, complex clients, prioritizing customer acquisition and profitable expansion.

• Establish strong relationships with key customer stakeholders, including C-suite executives, board members, finance, operations, estates, sustainability, procurement, and engineering teams.

• Formulate strategic account plans for key prospects, encompassing stakeholder mapping, customer motivations, decision-making processes, competitive positioning, and pathways to contract.

• Design multi-technology decarbonization and energy infrastructure offerings including solar PV, battery storage, energy efficiency, controls, heat decarbonization, micro-grids, and broader behind-the-meter solutions.

• Develop compelling board-level narratives for customers that connect energy expenses, carbon reduction, resilience, risk, operational performance, and commercial returns.

• Manage opportunities from initial engagement through qualification, solution creation, commercial endorsement, bid submission, negotiation, and contract finalization.

• Implement robust bid/no-bid and qualification protocols, assessing customer needs, funding avenues, decision-making processes, delivery risks, margin possibilities, and chances of closure.

• Collaborate closely with technical, commercial, finance, legal, procurement, bid management, delivery, and operations teams to create viable and profitable solutions.

• Assist in commercial structuring, including capital expenditures, funded solutions, PPA-style models, savings-led propositions, contract stipulations, margin projections, and risk distribution.

• Keep precise Salesforce records, documenting opportunity stages, closure plans, next steps, customer contacts, forecast dates, values, margins, and probabilities.

• Supply market, competitor, and customer insights to bolster Ameresco’s I&C growth strategy and proposition development.

• Represent Ameresco professionally at customer meetings, industry events, partner discussions, and relevant market forums.

⛳️ Requirements

• Established history in new business development, strategic sales, or senior business development within energy, infrastructure, renewables, engineering, facilities management, construction, or a comparable complex B2B market.

• Expertise in originating and advancing large, intricate opportunities with extended sales cycles and multiple stakeholders.

• Proven capability to engage and persuade senior customer stakeholders, including board-level, finance, operations, sustainability, procurement, and technical decision-makers.

• Strong commercial acumen, encompassing an understanding of margins, pricing, risks, contract structures, funding alternatives, and business case formulation.

• Competent understanding of energy, decarbonization, or infrastructure solutions; able to collaborate confidently with technical teams without being the technical designer.

• Strong skills in qualification, forecasting, and CRM discipline, preferably with Salesforce experience.

• Ability to lead cross-functional internal deal teams and sustain momentum across technical, commercial, legal, finance, and delivery workstreams.

• Excellent written and verbal communication skills, with the ability to clarify complex solutions for senior customer and internal audiences.

• Eligibility to work in the UK and readiness to travel across the UK as necessary.

🏝️ Benefits

• People-oriented insurance

• Investment plans

• Incentive plans