We are looking for a tenacious and solution-oriented Business Development Manager to share our vision and grow the UK food and beverage/organic waste vertical, making waste the fuel of the future.
Holiday: 25 days plus bank holidays
Benefits: Flexible working hours, Private Medical Insurance, Life Assurance, Share Options.
Bonus: £110,000 On Target Earnings
As the National Business Development Manager you will be leading our UK organic by- products sales cycle; from strategically identifying target customers through to closing deals for laboratory testing, pilots and full-scale commercial installations. The individual will be acutely aware of the challenges facing food and beverage producers and understand the current suite of solutions available to them, guiding and educating these customers to learn about WASE’s next generation anaerobic digestion solution.
You will have experience identifying and building new relationships, quickly and accurately qualifying customers, prioritising sales effort autonomously whilst collaborating with a broad internal team building complex project solutions with project values >£1m.
Key Objectives
This key role represents the forefront of our sales development in the UK. Key Objectives of the role include:
- Successfully Growing, identifying and qualifying new customers for WASE’s Electro-Methanogenic Reactor in the UK food and beverage vertical, building a robust qualified pipeline.
- Successfully achieving sales targets, growing our project revenues and recurring service revenues.
- Developing a broad understanding of the UK competitive landscape and becoming a subject matter expert in the UK organic waste treatment market. Building Trust and credibility both with external stakeholders and within the WASE team.
- Innovating with customers and working with the WASE engineering and science teams to build the most compelling solutions for our customers, leading and driving sales effort across the UK.
- Driving our sales effort with an Action oriented mindset, where high performance and innovation are core to the sales team culture.
- Pioneer Sustainability centred solutions for our customers and capture the value of reducing waste, carbon and energy, helping us build a library of case studies and applications to support the next phase of Growth at WASE.
Key Responsibilities:
- Development of and execution of the UK food and beverage vertical sales strategy.
- Meet and exceed annual qualified pipeline targets.
- Meet and exceed annual sales targets.
- Ensure high levels of diligence in qualifying customers using the Medpicc framework.
- Own the UK food and beverage sales forecast, generating monthly reports.
- Build and maintain accurate records in WASE’s Hubspot CRM system.
- Become the internal voice of the customer, driving innovation in our solutions.
- Build and maintain a calendar of customer appointments.
- Undertake field visits, customer visits and site surveys with the engineering team.
- Build high quality and accurate costed proposals.
- Maintain an entrepreneurial outlook, continually challenging the strategy to identify new opportunities to unlock growth.
- Attend industry events periodically throughout the year, representing WASE.
- Close collaboration with the science and engineering teams for project feasibility assessments.
- Play a crucial role in collaborating with the marketing function, helping build case studies, blogs, and opportunities for increasing the market presence of WASE.
Skills and Traits:
- Highly experienced at new business development, with detailed understanding of robust qualification processes such as Medpicc.
- Highly experienced in building and maintaining data within a CRM system.
- Highly experienced at selling complex technical solutions, that require broad understanding of engineering disciplines.
- Experience of the wastewater treatment, anaerobic digestion and CHP market.
- Experience working in a start-up environment and the fluid nature of roles and job role requirements.
- Understanding of managing projects and project teams across multiple disciplines.
- Comfortable operating with discipline in autonomy.
- High standard of numeracy and literacy.
- Ability & willingness to be flexible with working hours at short notice.
- Exceptional communication skills, confidently presenting data effectively.
- Comfortable building sales reports and submitting accurate forecasts.
- You will have an entrepreneurial mindset where you can learn on the job and work hard to ensure targets are hit.
- Self-starter and solution orientated. Can define required goals and routes to attainment.
The position offers an exciting opportunity with a competitive salary, equity options and a mission to create a sustainable future.
We are committed to creating a motivational work culture which includes opportunities for career development and flexible working arrangements.
We want to grow a diverse team, so innovation and ideas can flourish within WASE. We believe that should start with the senior leadership team. We are particularly encouraging people to apply from under-represented groups.
We are looking forward to you joining our team and being part of our vision.