Strategy Director - Retail value
Gentrack
- London
- Permanent
- Full-time
- Respect for the planet
- Respect for our customers and
- Respect for each other
- Use extensive industry knowledge to value Gentrack’s services and solutions to support effective sales conversations
- Prepare detailed use cases and case studies for sales activities – both above the line and below – including externally published insights and leadership whitepapers – that explain and articulate the value of our solutions.
- Stay across industry trends from retail and utility operations from operating models, back office/front office operations, sales, consumer product suites, regulatory exposures, and disruptive trends, and ensure sales teams understand the problems our solutions and products can solve.
- Establish, prove, and own value-based selling and contracting approaches including value-at-risk contracting models.
- Build business cases based on current and future-state landscapes to allow Gentrack’s products and services to be quoted on value, not on time-and-materials approaches – including using utility metrics and KPIs (CTS, CTA, bad debt, cost of change, regulatory compliance value, NPS/CSAT, digital engagement rates, brand reputation, hosting, security support, testing, and other functional and non-functional aspects).
- Elevate Gentrack’s engagement with the industry and customers to one based on early-stage consulting, strategy, operating model flexibility, and systems specification influencing to ensure Gentrack’s products and services are the baseline for business transformation programs, utility strategic reviews, re-platforming RFPs/RFIs, and are seen as market-leading.
- Establish global competitive metrics showing, based on publicly available data, the ability of Gentrack’s products to solve industry problems and create value for our customers, and to inform competitive analysis. Extend this data to identify core metrics for prospective customers where Gentrack’s solutions can present compelling value by improving performance – including by sitting side-by-side/double-jacking or other on-the-ground engagements with customer operations.
- Provide feedback and insights to product teams to guide and inform product enhancements including dashboards and KPI tracking tools to agree and measure retailer/utility operational improvements – both post-implementations, and as an operating-your-operating model approach.
- Establish processes and selling collateral for use by sales teams for value selling approaches including processes for pre/post benefits estimation and realisation.
- Support value-based pricing approaches for core/high-value bids/proposals as required.
- Strong experience in energy water customer and industry operations with a minimum 5 years' experience in either consulting or industry procurement advisory roles for utility retail platforms.
- Strong knowledge of retail operations, local and global industry trends, and disruptive approaches to incumbent operations for vertically integrated utilities
- Strong analytical and business-case/value selling methodologies.
- Explain complex problem-and-solution concepts to business and technology customer audiences via verbal and written
- Capable of drafting a business case to product management to support a new product capability, and to articulate that in terms of compelling customer value.
- Ability to embrace and drive change
- A passion for excellence and a commitment to be the best.
- High levels of energy, sound judgement and determination to achieve with a sense of urgency
- Relationship management and interpersonal skills
- An open-minded consultative approach
- Ability to give and receive positive and constructive feedback
- Ability to creatively solve problems and find solutions.
- Acting with integrity with respect to the longer-term advisory path for the customer in relation to Gentrack offerings.
- Consulting and advisory experience including influencing
- Able to influence and communicate with stakeholders at multiple levels within customer organisations including up to and including C-level and business unit owners/operators.
- Strong verbal communications skills.
- Personal growth – in leadership, commercial acumen and technical excellence
- To be part of a global, winning high growth organization – with a career path to match
- A vibrant, culture full of people passionate about transformation and making a difference -with a one team, collaborative ethos
- A competitive reward package that truly awards our top talent
- A chance to make a true impact on society and the planet