Business Development Manager - Commercial Sales

About InstaGroup

At InstaGroup, we are nationally recognised for our experience, technical knowledge, and expertise as leading installers of energy efficiency and renewable solutions. Established in 1980, with a turnover of £50m and significant opportunities for growth across social housing, local authorities, main contractors, and other funded project channels.

Our services span across Insulation, Solar Energy, Heating Solutions, and increasingly in Fire Safety and Building Remediation. Supported by a comprehensive product offering, we are committed to sustainability, with over 80% of the materials we use sourced from recycled or sustainable origins.

Our commercial success is built on strong relationships, market intelligence, and commercial discipline.

Our mission is to transform the energy sector by delivering innovative, sustainable solutions that surpass our customers' expectations. Through our commitment to excellence, integrity, and environmental responsibility, we aspire to lead the field in energy advancement

About the Role

The Business Development Manager is responsible for identifying, acquiring, and developing major projects and revenue streams. Primarily focused on main contractors you will combine market research and commercial strategy to build a strong pipeline of funded opportunities, develop key relationships across your assigned customer segments, and drive revenue growth whilst protecting margin. Success requires commercial and sales acumen, strong client relationships, and the ability to work collaboratively with the operations and technical teams.

You will work as part of the commercial sales team alongside colleagues, each covering specific customers and target groups across the UK. This is a strategic sales and business development role focused on customer and business acquisition, sales growth, pricing strategy, and client relationship management.

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Key Responsibilities

• Sales and Business development: Adopt the commercial strategy and understand the industry landscape, funding schemes, policy changes, and competitor activities. Proactively identify and pursue project, tender and framework opportunities to secure funded projects across assigned segments (e.g., Social Housing, Local Authorities, Main Contractors, Frameworks, Special Projects). Build an in-depth knowledge of the product portfolio to drive sales and specifications across the target markets

• Client Engagement & Relationship Building: Build and maintain strong relationships with key clients (Local Authorities, Housing Associations, Main Contractors, Developers, Building Owners) to secure projects and sales. Attend shows, conferences, and client meetings. Deliver presentations to senior stakeholders and decision-makers. Act as the primary point of contact for your assigned customers.

• Proposal Development & Tender Management: Collaborate with internal teams to develop proposals and tender responses. Conduct comprehensive analysis of tender specifications to establish firm scope, commercial viability, and margin protection. Chase and win opportunities to contract signing.

• Commercial Intelligence & Strategy: Gather and analyse market intelligence on competitor activity, policy changes, and emerging opportunities. Collaborate with government bodies, regulatory agencies, and industry associations to stay informed of policy and funding changes. Leverage the success of existing projects to secure future works and repeat business.

• Departmental Collaboration: Work closely with Technical, Product Sales, Energy Services, Contracting, and Operations teams to align commercial strategies with operational capabilities. Provide market intelligence and client feedback to support internal teams. Ensure all teams have the information needed to deliver projects effectively.

• Contract Negotiation: Negotiate contracts and agreements, ensuring successful terms and conditions for InstaGroup and relevant network members. Assess risks and ensure comprehensive scope definition before contract signature.

• Project Management: Maintain commercial involvement during project delivery for assigned major accounts. Be the primary escalation point for commercial queries and issues. Liaise with clients, contractors, and internal teams to resolve commercial matters and preserve relationships. Do not own project delivery operations – work with Operations team to resolve issues.

• Subcontractor & Partner Management: Liaise with subcontractors and partners on pricing, performance, and payment matters for assigned projects. Maintain strong relationships with key supply chain partners to enable effective project delivery.

• Revenue Pipeline & Forecasting: Build and maintain a strong, diversified pipeline of opportunities. Provide accurate forecasting of pipeline value, revenue, and margin. Support reporting requirements monthly and contribute to the understanding of market trends and performance against commercial targets.

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What Success Looks Like

• Achieving and exceeding assigned revenue and margin targets

• Building a strong, healthy pipeline of quoted opportunities and advanced negotiations at target value

• Securing new projects and expanding revenue from existing clients

• Protecting and improving margins across all projects through effective pricing strategy and contract management

• Building strong, lasting relationships with key customers and stakeholders

• Developing comprehensive understanding of assigned market segments and funding opportunities

• Supporting operational teams with market intelligence and ensuring smooth commercial management of projects

• Contributing to InstaGroup's reputation as a credible, professional, and innovative partner in the energy sector

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This is the Job for you, if

• You have proven experience in business and sales development, commercial management, or sales in a B2B environment (ideally related to construction, energy, or public sector contracting)

• You build quality, long-term relationships with clients and stakeholders at all levels

• You think commercially and strategically – you understand pricing, margin, and financial viability

• You are willing to travel regularly across the UK and are comfortable with face-to-face client engagement

• You have strong analytical and problem-solving skills – you can assess opportunities, understand risks, and negotiate effectively

• You communicate clearly in writing and verbally – you can explain complex commercial concepts to both technical and non-technical audiences

• You are tenacious and results-focused – you have high energy, professional enthusiasm, and don't give up on challenges

• You are interested in the energy sector, sustainability, and learning about new funding schemes and policy changes

• You enjoy being part of a team and want to collaborate, but you also work independently and take ownership

• You are organized, detail-oriented, and comfortable with CRM systems, spreadsheets, and business analysis

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Essential Core Skills & Experience

• P5+ years' experience in sales and business development, commercial management in a B2B environment

• Proven track record of acquiring new business and managing large projects or contracts to completion

• Strong commercial and financial acumen – ability to analyse pricing, margin, and commercial viability

• Experience with contract negotiation and commercial agreements

• Proficiency with MS Office (Excel, Word, PowerPoint, Outlook) and CRM or business development tools

• Valid UK Driving License

• Strong written and verbal communication skills

Desirable

• Experience in energy efficiency, construction, renewables, or related sectors

• Knowledge of government funding schemes (ECO, WHP, SHDF, etc.) or public sector contracting frameworks

• Experience with Local Authority, Housing Association, or public sector relationships

• Experience with Salesforce or similar CRM systems

• Understanding of project costing, estimating, and pricing in construction or services delivery

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What we Offer

• Competitive Salary commensurate with experience (typically £45,000-£55,000+)

• Uncapped commission structure geared towards over delivery of targets

• Car allowance or company car

• Up to 6% pension contribution

• 25 days leave, plus bank holidays (increasing to 28 days after 5 years' service)

• Medicash healthcare, Critical Illness cover & Life insurance (3x annual salary)

• Annual personal development budget of £600 per year

• Regular staff events

• Laptop, mobile and full work-from-home set-up (if required)