Head of Public Sector Sales

Purpose of job

Our aim is to become a market leader in provision of Electric Vehicle charging solution provider to Local Authorities and Businesses as part of our strategy to lead the transition to zero carbon.

The goal is to undertake an ambitious electric vehicle charging installation program, deploying high volume and quality EV installations across the nation. Our aim is to make the world a better place, one charge point at the time.

The Head of Public Sector will work within Zest’s Sales team to develop and grow our Public Sector sales strategy. The primary function of this role is to accelerate the growth of sales within the public sector market in line with the business plan. A key aspect of this role is building relationships and a network to enhance the profile of Zest within the Public Sector, and early identification of new opportunities. Primary duties include working the Bid team to generate and submit compelling RFPs and public tenders, creating all the related sales documents, collaborating with senior team members to set revenue goals and company strategy, and implementing a sales plan to drive growth and attending key events to generate leads.

Key Accountabilities

• Develop and execute the sales strategy to achieve sales targets for EV Charger solutions and expand our customer base
• Lead on development and negotiation of sales contracts for rollout of EV Charging infrastructure including Build, Own and Operate Chargers and Workplace Charger solutions
• Develop effective strategies to successfully win contracts, including analysis of the competition, and price/margin assessment
• Effectively communicate the value proposition to customers through proposals, presentations, and face-to-face meetings, with support from the Marketing team
• Develop client-focused, differentiated, and achievable EV charging solutions within the public sector
• Build and maintain strong, long-lasting customer relationships with focus on key public sector accounts
• Partner with customers to understand their business needs and objectives
• Ensure compliance with internal governance arrangements on contract signatures
• Ensure accurate and timely reporting of sales progress against targets
• Ensure relevant company policies and legal guidelines are communicated to the wider team and that they are always followed
• Adherence to applicable legislation, regulatory and compliance requirements
• Account management development, ensuring that there is a clear account management plan developed for key target customers and that the team are clear regarding their roles and responsibilities
• Ensuring and maintaining excellent knowledge of public sector strategy, EV deployment and low carbon transport solutions
• Coach, develop and support more junior members of the team, setting targets and key actions as needed
• Clear progression of capabilities and achievement against personal development plan, and the PDPs of any indirectly or directly managed FTE’s
• Customer performance MI monitoring to ensure that contract performance is in line with our high standards and that any issues are communicated early and resolved.
• Effectively progressing all opportunities through the governance process ensuring that all required approvals are obtained.
• Plus, any other duties as required by the leadership team

Outcome, Results and Key performance indicators

• Achievement of sales targets in line with strategic plan
• Relationship development
• Tenders identified and submitted successfully

Key Relationships

Internal – Operations team, Marketing team and Finance

External – Hardware suppliers, OLEV, City ULEV schemes, research institutes, B2B customers, Local Authorities, Solace, MJ, LGA, CCS

Knowledge and Skills

• Excellent communication (both written and verbal), interpersonal and presentation skills
• Excellent negotiation skills
• Excellent understanding of public sector policy and procurement processes
• Good organisational and leadership skills
• Electric Vehicle charger market knowledge
• Proven experience as Head of Public Sector or other similar managerial position
• Proven ability to drive the sales process from plan to close
• Development of relationships with key accounts
• Experience of internal senior stakeholder management

Behaviours

• Able to build effective and positive relationships and influence positive outcomes
• Driven & results orientated
• Committed to a high standard of performance

Qualifications

Educated to degree level or equivalent