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Role ParticularsPosition Title: Business Development ManagerLocation: Sydney or MelbourneLevel: 5Team: Business DevelopmentReports to: Head of Business DevelopmentSupervises: N/AHours: Full Time Status: Fixed term, 12-month contractAbout Australian Energy Foundation (AEF)The Australian Energy Foundation is leading the way to an equitable zero carbon society. We accelerate the energy transition by empowering communities to take action.Through our energy expertise, tenacity, and partnerships, we:Demonstrate?the pathways to a zero carbon society.Influence and inspire?to build understanding, investment and action.Deliver?solutions that have a positive impact.We are practical visionaries; a national for-purpose organisation whose work benefits all anisational StructurePurpose of PositionThis role is a mix of driving new sales opportunities as well as managing existing relationships, overseeing business development and growth, managing diverse customer and stakeholder relationships and expectations and ensuring that the AEF continues to take a leadership role in the marketplace. Implement the national sales plan by selling consulting and project management services to new and existing State and Local Government customers. The role will also manage projects through the Project Lifecyle.Key Responsibilities of PositionSalesEngage in regular prospecting activity, including attending industry events and networking opportunities with key clients and prospects.Work with key clients to understand their needs and develop compelling proposals that win work. Drive the Sales Strategy and ensure we achieve the planned revenue through the delivery of servicesGenerate a healthy sales pipeline through self-sourcing leads and securing new business opportunities with government and business clients.Develop tactical sales plans for each market and new service offeringsDefine opportunities and close dealsEnsure high standards of professionalism and customer service, thereby creating referral and intermediary opportunitiesWork closely with the Marketing and Customer team to create persuasive new pitches, marketing materials and presentations to engage and attract new government and business customers. Working closely with the delivery team around account management and new service development, ensuring client satisfaction. Management of projects throughout the project lifecycleOperational ManagementIdentify new funding streams or grant opportunitiesForecast upcoming work and pipeline effectivelyWork with other roles to maximise AEF’s overall influence and potential within strategic accountsContinually build personal knowledge of industry trends, business drivers and competitive situations, and ensure that active pursuit of customer and industry information is maintained.Stakeholder RelationsManage and strengthen relationship with key clients and partners and use new and existing relationships to garner new business opportunities for AEFRaise awareness of AEF’s capability and breadth of services to potential new clientsIdentify new opportunities for AEF and work with the ELT to address issues or risks to the programs AEF delivers Business DevelopmentAll AEF staff are expected to take an active role in promoting the organisation. A range of tools, templates, systems and processes are available to support staff in undertaking business development and sales activities. This role will have a particular sales responsibility that will include: Taking a lead role in the development of new sales opportunities and responses to tenders where appropriate.Using stakeholder relationships and contacts to win new work for AEF.Cultivating relationships with partners, clients and customers and developing account plans.Maintaining and building key client relationships.Submitting quotes for products and services. Leading or contributing to the development of proposals and tender submissions. Participating in regular business development and sales training and workshops.An ambassador for the Project Lifecycle.Any other duties that may arise from time to time which fall within the parameters of this position and within the level of skills, competencies and training expected of the person filling this position may also become responsibilities or become performance indicators.RelationshipsInternal: Head of Business Development, CEO, GM Zero Carbon Services, GM Zero Carbon ProgramsExternal: State Governments, Local Government, Suppliers & Installers.Accountability and extent of authorityHas a large degree of autonomy and responsibilityIs responsible for the development and co-ordination of activities without direct supervisionManages relationships with external organisations, consultants and partnersMandatory Responsibilities for all Positions Comply with all AEF’s policies and proceduresComply with established standards, procedures & practices applicable to the positionComply with all AEF Workplace Health &Safety (WH&S) directions Assist in the resolution of health and safety issues as required.Contribute to successful implementation of WH&S programs and initiativesComplete the WH&S safety and compliance training required for the positionParticipate in WH&S training and discussions, emergency response exercises, workplace inspections and auditsBehave according to AEF’s values which underpin our efforts to build an organisation based on positive relationships with colleagues and the community: Innovation Honesty Respect Resilience Teamwork Technical and Professional Capabilities required for the PositionCapabilities SalesInfluencingAdaptabilityRelationship ManagementBid Management Project ManagementPartnership StrategyProduct & Industry KnowledgeCommercial AcumenKnowledgeProduct marketingAccount management strategiesBroad based energy market knowledgeEffective sales and marketing strategiesHigh level of renewable industry knowledge coupled with the ability to deal with customers at all levels.Project ManagementSkillsSelf-motivated and team drivenAbility to quickly identify and solve problems through analysis and planning.A high level of confidence, drive and motivation. Researching business opportunities and viable income streamsDeveloping growth strategies and plansManaging and retaining relationships with existing clients and increasing client baseFollowing industry trends locally and internationallyEducation, Experience and Certification Required of Position HolderEducation Bachelor’s or higher (preferred majors includes Environmental Science, Business, Finance/investment)Experience 6 years in a relevant fieldKey Challenges and Complexities of PositionThe key challenges of this role include:AEF is a For Purpose organisation with limited resources and so a ‘hands-on’ approach is often needed.The energy market is undergoing significant change and we need to be up to date with the changes and be looking for new models.Managing the perception in the marketplace that as a for purpose organisation we should deliver services for free or at a heavily discounted price for all customers with a shared mission. Key Selection CriteriaProven business-to-business/business-to-government sales experience including outstanding negotiation skills, persuasive ability and excellent communication mercial acumen with experience in business development and/or account management.Outstanding communication, relationship building, initiative and interpersonal skills.Strong relationships with all levels of government.A mature approach to consultative selling with a positive attitude and a drive to succeed. Experience in a project or services environment.Experience in Customer Relationship Management (CRM) and sales management systems e.g. Zoho, Pipedrive. Management of projects throughout the project lifecycleKnowledge of climate change and the energy sector. ................
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