Title of job

I&C Sales Performance Manager

Reports to

Director of I&C Sales – ENGIE Supply UK

Division / department

ENGIE Supply UK

Location

Leeds/Home Based

Date

March 2026

Purpose of the Job

The I&C (Industrial and Commercial) Sales Team’s objective is to significantly grow its new business pipeline, customer base and long‑term contract value, with ambitious growth targets over the short to medium term.

The purpose of this role is to drive sustainable, profitable new business growth by embedding a high‑performance, opportunity‑led sales culture focused on winning new customers and developing long‑term commercial relationships.

The primary responsibility of this role is to work with the Director of I&C Sales to accelerate new business acquisition, identifying high‑value target customers and sectors, and managing a team of Business Development Managers to convert opportunities into profitable, enduring customer relationships.

Key Accountabilities

• Performance manage a team of Business Development Managers with a clear focus on new business acquisition, pipeline quality and conversion.
• Own and drive new business sales performance across defined I&C segments, ensuring focus on high‑margin, strategically aligned opportunities.
• Campaign support, with emphasis on prospecting, lead qualification and opportunity progression.
• Managing sales performance data overall and on an individual basis, with particular focus on pipeline health, win rates, deal value and customer lifetime value.
• Coaching performance through the conversation cycle and other coaching models, embedding consultative, value‑led selling behaviours.
• Active involvement in defining and executing new business sales strategies, target customer lists and sector‑based approaches.
• Support the transition from transactional selling to relationship‑based, long‑term contracting models.
• Effective communication across other departments, including Pricing, Risk, Marketing and Proposition, to ensure competitive and profitable deal structures.

Outcome, Results and Key Performance Indicators

• New business sales performance delivered in line with revenue, margin and contract value targets set by the wider management team.
• Growth in qualified new business pipeline and improved conversion rates from opportunity to contract.
• Tracked and reportable improvements in individual team members’ sales performance, particularly in prospecting effectiveness and deal progression.
• Coaching and development plans documented and aligned to new business capability development and relationship‑led selling.
• Produce daily/weekly reports to give the wider business management team a clear view of new business performance, pipeline strength and future revenue outlook.
• Coach underperforming areas using existing coaching material, enhanced with new content focused on winning, structuring and retaining profitable customers.
• Provide campaign‑specific support to maximise new business wins and long‑term customer value.
• Contribute towards developing, publishing and monitoring KPIs to measure new business effectiveness, deal quality and customer longevity.
• Make tactical recommendations to improve team performance based on KPIs and data analysis, ensuring focus remains on the most commercially attractive opportunities.
• Engagement with customers, partners and other external stakeholders to originate new opportunities and strengthen long‑term commercial relationships.

Dimensions of Job

• This role has direct reports
• This role reports into the Director of I&C
• This role involves attending external customer and partner meetings

Knowledge and Skills

• Knowledge of the UK Energy Market is preferred
• Strong understanding of B2B new business sales models and long‑term contracting strategies
• Knowledge of sales techniques and optimisation, including consultative and value‑based selling
• Planning and development against objectives, with a focus on pipeline and opportunity management
• Coaching and development skills
• Staff management and motivational skills

Experience

• Experience of the UK Energy Market is preferred
• Extensive and well‑developed experience of sales techniques and optimisation across a wide variety of sales segments
• Proven track record of delivering new business growth and building long‑term, profitable customer relationships
• Management and motivational skills assessment
• Ability to analyse problems and identify solutions using Microsoft Office tools
• Proven ability to manage internal team relationships
• Understanding of Miller Heiman and other sales coaching methodologies

Qualifications

• Degree level or equivalent

Behavioural Capabilities

• Customer Focused, with a long‑term relationship mindset
• Sales Focused, with strong new business orientation
• Driven
• Results orientated
• Ability to motivate self and others
• Able to build effective and positive relationships and influence positive outcomes
• Highly effective communication skills
• Committed to a high standard of performance
• Attention to detail
• Analytical
• Drive to achieve continuous improvement