Business Development Manager – Industrial & Commercial (I&C)
About the job
Date posted: August 2026
Position: Business Development Manager – Industrial & Commercial
Reports to: Sales Director
Location: Kensington, London
Job Type: Full-time, Permanent, office-based
Salary: £40,000-£50,000 depending on experience, plus uncapped performance-related earning potential
About Nationwide Utilities
Nationwide Utilities works with some of the UK and Europe’s largest and most energy-intensive organisations, helping them make smarter commercial decisions across energy procurement, risk management, infrastructure, on-site generation, and wider energy and sustainability strategy. With 25 years of industry expertise and ambitious growth plans, this is an opportunity to join a business with strong foundations and real momentum.
About the Role
We are looking for a commercially sharp, proactive energy sales professional to create and convert mid-market Industrial & Commercial opportunities. This is a hands-on new business role with a strong hunting focus: you will research target accounts, open conversations, build your own pipeline and take appropriate mid-market opportunities through to close.
Telephone-based prospecting and cold outreach will form a significant proportion of the role, particularly while your pipeline is being established. You will also create opportunities through inbound enquiries, marketing activity, events, referrals, LinkedIn and other targeted channels. The Senior Business Development Manager will be your first point of commercial support, while larger strategic opportunities you originate will be qualified, opened and transitioned to them through a clear and recognised process.
What You’ll Be Doing
- Build and manage a high-quality pipeline of mid-market I&C opportunities through consistent, targeted new-business activity.
- Spend meaningful time on telephone-based prospecting and high-quality cold calling, particularly while building your pipeline.
- Use phone, email, LinkedIn, events, referrals, marketing activity and inbound opportunities to open conversations and secure qualified meetings.
- Research target accounts, map stakeholders, identify commercial triggers and create credible reasons to engage.
- Lead discovery and own appropriate mid-market opportunities through solution development, proposal, negotiation and close.
- Work with analysts, technical specialists and internal teams to build commercially strong, deliverable solutions while maintaining excellent CRM and forecasting discipline.
Working with the Senior Business Development Manager
- Use the Senior BDM as your first point of support for deal shaping, discovery, objections, commercial positioning and closing strategy, while retaining ownership of opportunities within the BDM remit.
- Identify and qualify larger strategic opportunities, help secure the right stakeholders and open the door before transitioning them to the Senior BDM. Qualified opportunities you originate and transfer will be recognised through the agreed incentive structure.
What We’re Looking For
Essential experience and capability
- Demonstrable business development or sales experience within the energy sector. Energy-industry experience is essential.
- Confidence and resilience in cold calling and proactive outbound prospecting, with evidence of self-generating pipeline and opening doors.
- Strong working knowledge of commercial energy solutions and the ability to explain complex propositions clearly and credibly.
- The ability to lead discovery, understand client needs, shape solutions and progress appropriate mid-market opportunities towards close.
- Commercial judgement and confidence engaging stakeholders across procurement, finance, operations, facilities and sustainability.
- Strong organisation, personal accountability, CRM discipline and a consistent approach to pipeline management.
- Experience within an energy consultancy, TPI or other advisory-led energy services business is strongly preferred, alongside experience selling to commercial and industrial customers.
How Success Will Be Measured
- Consistent creation of self-generated pipeline and qualified meetings within the mid-market.
- Delivery against an individual new-business revenue target and the ability to progress and close BDM-level opportunities.
- Quality and consistency of outbound activity, CRM discipline, next steps and pipeline management.
- Creation of well-qualified larger strategic opportunities that are successfully opened and transitioned to the Senior BDM.
The Type of Person Likely to Do Well Here
- Enjoys hunting for new business and is comfortable spending meaningful time on the phone.
- Brings energy, resilience and consistency, even when conversations are difficult or results take time.
- Commercially curious, asks good questions and takes ownership of their pipeline and commitments.
- Coachable, receptive to challenge and comfortable using the Senior BDM as a sounding board when it will improve an opportunity.
- Collaborative and understands that creating the right opportunity for the wider team is also a successful outcome.
- Ambitious and motivated to build the capability required to progress into larger accounts and more senior commercial responsibility.
What You’ll Get
- £40,000-£50,000 depending on experience, plus uncapped performance-based earning potential.
- Recognition through the agreed incentive structure for qualified strategic opportunities originated and transitioned to the Senior BDM.
- Hands-on support and development from the Senior Business Development Manager and Sales Director, with a clear route towards larger accounts and more senior responsibility.
- Strong internal support across sales, analysts, leadership, operations, technical teams and marketing.
- Annual leave and company pension.
- A modern Kensington office, team socials and a collaborative working environment.
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