Smart Metering UK Commercial Lead

Telefónica is on a truly inspirational adventure.

One of the world’s most innovative communications companies, and the name behind flagship brands such as O2, we’re thinking bigger than ever before. We’re taking on new challenges around the world and exploring new ways to open up the world for our millions of customers. And you could be part of it all.

We’re working with the Government’s smart metering implementation programme (SMIP)and we need a Smart Metering Commercial Lead to help look after the £1.5 billion contract. That’s everything from representing us commercially as well as looking after all our external partners ( Capita, CGI, DECC and Energy Providers) You’ll report directly in to the Managing Director of Machine to Machine (M2M) and be responsible for all the commercial deliverables and contract amendments as well as manaing matrix relationships so a can do attitude is a must.

On a daily basis you’ll look after:

Commercial relationship management. Liaise with Capita, CGI and Arqiva commercial leads to ensure commercial environment optimised for delivery, and be primary commercial contact.

Contract management. Based on detailed understanding of SMIP contract, ensure Telefonica delivers its obligations and achieves its business case. Manage and lead negotiation of contract changes, working with Delivery, Finance and Legal.

Governance. Represent Telefonica at SMIP forums (e.g. Commercial & Finance Board), and Digital UK at internal forums. Act as commercial and customer champion.

Business development. Optimise value of SMIP contract and all changes. Win new business by leveraging external relationships (e.g. Energy Supplier foundation business).

Responsibilities

Commercial relationship management

Liaise with Capita, CGI and Arqiva commercial leads to ensure commercial environment is set-up for optimal delivery.

Act as primary commercial contact for partners and serve as their advocate – i.e. be their “go to” person.

SMIP business case, delivery programme and contract is very complex to customers, partners and internal stakeholders. Consequently, they need support from people who have a broad commercial and technical knowledge.

Champion needs of the customer to deliver world-class experiences.

Lead, manage and investigate specific customer problems to provide resolution.

Contract management

Ensure Telefonica delivers its SMIP contract obligations and achieves its business case, working with UK Operations (particularly Head of SMIP), and Global teams.

Manage and lead negotiation of contract changes, working with Programme Delivery, Finance and Legal.

Develop detailed understanding of SMIP contract, and overall commercial and technical eco-system.

Act as escalation point for any contract, finance or legal queries.

Support maintenance of realistic implementation plan, advising on viability of any delivery phasing.

Governance

Represent Telefonica at key external governance forums (e.g. Commercial & Finance Board)

Represent Digital UK at the Operational Steering Committee with UK COO and DR’s

Attend internal ExCom level forums on an ad-hoc basis to present commercial matters

Act as commercial and customer champion.

Business development

Ensure that SMIP contract changes improve overall value and return to Telefonica, whilst maintaining the open collaborative partnership within SMIP required to ensure overall success of programme.

Win new business by leveraging Telefonica’s role and credibility from SMIP both within and beyond the energy sector, and by leveraging external SMIP relationships (e.g. Energy Supplier foundation business).

Support M2M UK Solutions Sales team to achieve its revenue and connection targets.

Develop relationships with 3rd parties to identify business development and upselling opportunities for M2M Solutions Sales

Expand smart metering footprint with the utilities, principally around the Foundation market and into other utilities (e.g. water)

Identify areas of collaboration, innovation and competitive advantage within our supplier base that deliver distinct commercial and operational advantage for Telefonica.

Ensure customers are deriving the maximum business benefit from M2M Solutions

Skills and Experience

Commercial leader with substantial previous experience of business development and relationship management at C level, including negotiation and contract agreement. Probably gained in Consultancy or Systems Integration.

Proven experience of high value contract management within complex environments.

Strong negotiation skills and ability to deliver competitive advantage for Telefonica.

Experience in planning and project management

Experience of sales, and working with customers to define and implement solutions

Comfortable operating in a small, busy team with minimal management

Natural communication skills, with ability to influence and win support at all levels

Expertise in M2M technologies and customer solutions production would be useful though not essential

Knowledge of utilities and government environments would be useful though not essential

Present at all levels with an entrepreneurial and hands on attitude

Tenacious – able to overcome hurdles and drive projects to completion

Highly motivated, ambitious and driven by success

A team player and positive driving force