Ameresco UK is seeking a commercially strong Senior Sales Manager to lead new business development across the I&C market. The role requires a blend of strategic selling capability, commercial judgement and enough technical understanding to lead complex opportunities through customer engagement, internal governance, solution development, bid submission, negotiation and contract award. The role is not a technical design position, but the successful candidate must be credible in front of senior customers and internal technical teams. They will be expected to identify customer drivers, create a compelling case for action, qualify opportunities robustly and lead deals through the business in a disciplined and transparent way.
Key Responsibilities
- Originate and develop new I&C opportunities with large and complex customers, with a clear focus on new customer acquisition and profitable growth.
- Build senior relationships with customer stakeholders including C‑suite, board members, finance, operations, estates, sustainability, procurement and engineering teams.
- Develop strategic account plans for priority prospects, including stakeholder maps, customer drivers, decision process, competitive position and route to contract.
- Shape multi‑technology decarbonisation and energy infrastructure propositions across solar PV, battery storage, energy efficiency, controls, heat decarbonisation, micro‑grids and wider behind‑the‑meter solutions.
- Create board‑level customer narratives that link energy cost, carbon reduction, resilience, risk, operational performance and commercial return.
- Lead opportunities from early engagement through qualification, solution development, commercial approval, bid submission, negotiation and contract award.
- Apply strong bid/no‑bid and qualification discipline, testing customer need, funding route, decision process, delivery risk, margin potential and likelihood of close.
- Work closely with technical, commercial, finance, legal, procurement, bid management, delivery and operations teams to develop deliverable and profitable solutions.
- Support commercial structuring including capex, funded solutions, PPA‑style models, savings‑led propositions, contract terms, margin assumptions and risk allocation.
- Maintain accurate Salesforce records, including opportunity stage evidence, close plans, next actions, customer contacts, forecast dates, values, margins and probability.
- Provide market, competitor and customer insight to support Ameresco’s I&C growth strategy and proposition development.
- Represent Ameresco professionally at customer meetings, industry events, partner discussions and relevant market forums.
Market Focus
Large Industrial & Commercial energy users across the UK. Priority sectors may include manufacturing, food and drink, logistics, pharmaceuticals, data centres, commercial property, industrial estates and other complex private‑sector estates. Large single‑site and multi‑site opportunities where Ameresco can deliver integrated energy, carbon, resilience and cost‑saving outcomes. Behind‑the‑meter and integrated energy solutions, including solar, storage, energy efficiency, controls, heat decarbonisation and wider energy infrastructure. Opportunities requiring senior stakeholder engagement, business case development, technical coordination, commercial structuring and long‑cycle strategic selling.
Minimum Qualifications
- Proven track record in new business development, strategic sales or senior business development within energy, infrastructure, renewables, engineering, FM, construction or a related complex B2B market.
- Experience originating and progressing large, complex opportunities with long sales cycles and multiple stakeholders.
- Demonstrable ability to engage and influence senior customer stakeholders, including board‑level, finance, operations, sustainability, procurement and technical decision‑makers.
- Strong commercial awareness, including understanding of margin, pricing, risk, contract structure, funding options and business case development.
- Credible understanding of energy, decarbonisation or infrastructure solutions; able to work confidently with technical teams without needing to be the technical designer.
- Strong qualification, forecasting and CRM discipline, ideally with Salesforce experience.
- Ability to lead cross‑functional deal teams internally and maintain momentum across technical, commercial, legal, finance and delivery workstreams.
- Clear written and verbal communication skills, with the ability to simplify complex solutions for senior customer and internal audiences.
Right to work in the UK and willingness to travel across the UK as required.
Ameresco is an Equal Opportunity Employer.
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