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Key Account Manager

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EQUANS

3mo ago

  • Job
    Full-time
    Senior & Expert Level
  • Sales & Business Development
    Business, Operations & Strategy
  • London

AI generated summary

  • You need a strong BD background in solar/storage, experience with large-scale projects, knowledge of key components, and a construction industry background.
  • You will manage key accounts for solar and storage projects, engage with C-suite clients, coordinate tender processes, monitor budgets, share market insights, and promote the company's brand.

Requirements

  • A solid BD background in solar and storage with a successful track record in either EPC, ICP, or OEM activities.
  • Experience with: Large utility scale solar farms (>50MWp), BESS projects (stand alone, AC or DC coupling), and Microgrid projects.
  • Knowledge of key components: solar panels, inverters, BESS, HV equipment, mounting structure, SCADA, etc.
  • Established background in the construction industry.

Responsibilities

  • Reporting to the Business Development Director UK, the Key Account Manager (KAM) is responsible and accountable for the successful delivery & management of Business Development activities in the Solar & Storage sector, focusing on Key Accounts (>$50m orders per annum).
  • Primary focus is to secure solar and storage projects. The candidate must also articulate the wider capability of Equans UK & Ireland to support customers with the delivery of their ambitions towards energy and digital transitions in other sectors such as Hydrogen, Decarbonisation of existing assets thought our Carbon Shift offer and O&M.
  • Identification of new opportunities and engagement with both existing and new customers engaging at C suite level. The roles’ primary focus is to secure solar and storage projects but the successful candidate will also need to be able to articulate the wider capability of Equans UK & Ireland to support customers with the delivery of their ambitions towards energy and digital transitions. Working with private sector partners, eg IPP’s and Utilities, Equans UK & Ireland;
  • Management of the tender process, including coordination of different internal stakeholders from early identification of an opportunity to the validation of a binder offer as part of our governance process;
  • Contribution to the establishment of our budget over a 5 year period and monitoring of the actual performance in securing new contracts. We are using Salesforce as a CRM and this is the responsibility of the BD team to keep it updated regularly, with the support of others, and to review our order book in collaboration with our finance department;
  • Engage with other entities within Equans UK&I or from overseas to share knowledge and maximise relationships with customers to expend our collaboration and generate additional revenue/profit for Equans;
  • Report proactively any issues or commercial or ethical concerns;
  • Engage with customers and other stakeholders in a positive and professional way to promote an excellent image of our company and our brand;
  • Provide accurate information to other entities so they can plan their works and prepare their teams for future projects incl. commercial/finance, design/engineering, procurement, construction, recruitment/HR, CSR, legals, etc; and
  • Market Intelligence:
  • Monitor and analyse the latest policy and market developments (e.g., CfD results, Grid reform lists, M&A activities) to assess client track records, ambitions, and project viability.
  • Develop comprehensive competition mapping and criteria to assess client credibility, project viability, and sales success probability to inform strategic decision-making and secure new projects

FAQs

What is the primary focus of the Key Account Manager role at Equans?

The primary focus is to secure solar and storage projects while articulating the wider capabilities of Equans UK & Ireland to support customers in achieving their energy and digital transition goals.

What qualifications and experience are required for the Key Account Manager position?

A solid business development background in solar and storage, with a successful track record in EPC, ICP, or OEM activities, is required. Experience with large utility-scale solar farms, BESS projects, and an established background in the construction industry is also essential.

What are the key activities involved in this role?

Key activities include identifying new opportunities, managing the tender process, contributing to budget establishment and monitoring, engaging with customers, and conducting market intelligence assessments related to policy and project viability.

What benefits does Equans offer to Key Account Managers?

Equans offers a competitive salary, 25 days of annual leave, a 5% bonus, private health care, life cover, employee discount shopping schemes, gym membership discounts, learning opportunities, and access to employee networks, among other benefits.

Who does the Key Account Manager report to?

The Key Account Manager reports to the Business Development Director UK.

What tools will the Key Account Manager use for managing client relationships and projects?

The Key Account Manager will use Salesforce as a CRM tool to keep track of opportunities, monitor performance, and manage the order book in collaboration with the finance department.

Is there a particular customer segment focus for the Key Account Manager position?

Yes, the focus is primarily on Key Accounts that generate over $50 million in orders per annum, engaging at the C-suite level with both existing and new customers.

What types of projects will the Key Account Manager work on?

The Key Account Manager will work on renewable energy projects including utility-scale solar farms, battery energy storage systems (BESS), rooftop PV, grid-scale storage, and smart microgrid solutions.

Does Equans have a specific approach to diversity and inclusion in the workplace?

Yes, Equans is committed to creating a culture where everyone's voice is heard and supported, emphasizing diversity and inclusion across its workforce.

Is relocation assistance available for this position?

No, unfortunately, relocation assistance is not available for this job role. Candidates must have evidence of the right to work in the UK.

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EQUANS

Engineering & Construction
Industry
10,001+
Employees

Mission & Purpose

Equans, a Bouygues group company, is the world leader in multi-technical services with offices in 20 country hubs. This brand expresses the desire to provide the right answer [ANS] to the equations [EQU] of our customers. We design and provide customised solutions to improve our customers’ buildings, technical equipment, systems and processes and to support them in optimising their use. With nearly 95,000 highly qualified employees and a strong geographic footprint through our historical local brands, we have excellent technical know-how in design, installation, maintenance and performance services, with a unique combination of skills as in HVAC, Cooling & Fire protection, Facility Management, Digital & ICT, Electrical, Mechanical & Robotics...Equans expertise and knowledge of our customers’ businesses now place us to support them in their transitions for modernisation and sustainable development.