The successful candidate will be based in Scotland and report to and support the H&W BD Director of Renewables & Energy and the H&W 4 Delivery Centres, responsible for identifying, creating, developing and pursuing opportunities through the full life cycle with a specific focus on Renewables related projects.

The role will support the business development and growth strategy for the market, pursuing opportunities, articulating market trends, and developing emerging client requirements to the business to drive revenue growth and deliver against client needs and expectations. As part of this, there is an expectation to identify and lead teaming and partnering opportunities, helping H&W to develop a forward-looking winning position in the market.

The role will actively undertake client engagement activities to support the business across our 4 sites (Appledore, Arnish Belfast and Methil), and 6 full life cycle services. This role will work closely with the General Managers, Bids, Marketing & Communications and Government & Corporate Affairs teams.

The role’s key metrics are opportunity and order book growth and positive conversion. The mission is to increase the Company’s revenue and profitability wherever possible by leveraging existing and new relationships, incentive mechanisms & initiatives and marketing activity.

Key Responsibilities

• Delivers the H&W growth and margin target for the Renewables Markets, delivering the required order intake and business growth to meet the Business Plan.
• Work with designated H&W partners within defined markets (Renewables) & project opportunities to support business winning potential.
• Design, develop and maintain a Stakeholder Engagement framework demonstrating strong focus on the regional prospect pipeline across prioritised geographies.
• Develop and continually improve the capability for delivering real-time market intelligence from target markets.
• Support the design and manage the delivery of H&W value propositions to target customers to aid opportunity conversion ability.
• Attend / manage related forums (seminars, exhibitions) / campaigns to aid market growth.
• Support the design, development and execution of the H&W Sales/Business Development strategy and execution across target markets.
• Utilise and manage the H&W Customer Relationship Management framework demonstrating strong focus on the prospect pipeline.
• Maintain the accuracy and of the Customer Relationship Management tool to support Group finance function.
• Embed a robust capability for gathering real-time market intelligence from target markets.
• Lead customer demonstrations (supported by Operations) of the H&W value proposition as part of the business winning effort.
• Demonstrate strong and active leadership for HSEQ, setting high standards in all areas.
• Play a lead role in developing and improving the business’ Safety culture and ensure completion of agreed audits and reviews.
• Actively participate in bidding activity and continually support reviews of best practice and optimisation (supporting growth targets and reviewing market conditions).
• Support accurate cost modelling on relevant opportunity and tender projects.
• Champion (or support) any key business specific activity as deemed appropriate by the H&W Director of Energy and Renewables and Chief Sales Officer.

Skills & Experience

Key Technical Skills:

• Demonstrable knowledge of the Renewables Markets (gained through operational, project and/or sales/business development experience); Energy market a bonus.
• Ability to interpret customer requirements and align to H&W capabilities.
• Familiarity with recognised customer relationship management. processes/tools.
• Strong interpersonal & communication skills (including presentation skills).
• Strong problem-solving skills.
• Capable of working with processes & procedures.
• Strong report and metrics writing.
• Clear & concise communicator.

Key Leadership/People Management Skills:

• Ability to operate at various levels of the business, both externally & internally.
• Highly committed & motivated.
• Ability to engender a high-performance culture across all levels of the business.

Key Interpersonal / Behavioural Skills:

• Ability to work effectively across multiple boundaries.
• Confident in challenging situations.
• Self-starter.
• Driven to deliver results.
• Excellent interpersonal and influencing skills with the ability to form high-quality relationships with customers, contractors, industrial partners, public sector bodies and other key stakeholders.
• Excellent communication skill able to explain complex and diverse issues effectively to a variety of audiences both in the business and customer communities.
• Ability to breakdown complex issues into manageable packages of information to allow clarity when making decisions.

Key Mental/Analytical Skills and Challenges:

• Seeks alternative / innovative solutions to resolve issues.
• Ability to evaluate and analyse complex and interrelated data to identify where issues may arise in the future and proactively take action to address.
• Ability to deal with multiple information inputs in various forms and on a variety of subjects in a short timeframe while maintaining clarity of thought towards a successful conclusion.

Company/Industry Knowledge:

• Direct experience and understanding of Renewables, ideally in a business development or customer facing role.
• Strong awareness of all / elements of H&W market sectors.
• Sound knowledge of processes & procedure.