Business Development Manager - Utilities Sector

Role Title: Business Development Manager - Utilities Sector
Directorate: Sales
Role Level (Grade): Guide
Reports To (Job Title): Head of New Business
Direct Reports (Job Title/s): TBC
Indirect Reports (Job Title/s): N/A

Main Purpose of Role:
Cornerstone is the UK's leading mobile and digital infrastructure provider, managing over 15,700 sites and holding 35% of the market. Our Mission is to be famous for excellence in delivery, embracing transformation with our people and our customers at its heart.

Cornerstone is entering into a new and exciting phase of its growth, by expanding its new business team, offerings and services into new customers.

The New Business Sales Lead for Utilities Sector is responsible for proactively driving revenue growth by identifying, engaging, and converting new business opportunities. This role will be responsible for building and managing a robust sales pipeline, ensuring a consistent flow of qualified leads into the business. This will be achieved through developing an understanding of our solutions, leveraging market insights and conducting strategic outreach to secure high-value contracts.

Key Roles & Responsibilities:
Scope:
The New Business Sales Lead for Utilities sector is focused on identifying, securing and generating sustainable revenue growth and achieving sales targets. Converting new revenue opportunities via proactive lead generation through cold calling, digital outreach and qualifying inbound sales opportunities. The role will be responsible for building and maintaining their own pipeline within the existing CRM system. Opportunities must be nurtured to ensure consistent movement through the full sales cycle for initial contact to close. Success will depend on disciplined activity management, accurate forecasting, and maintaining strong relationships across internal stakeholders.

Key responsibilities include:

Strategic Planning: Develop and implement business development strategies focusing on identifying new growth opportunities and customers, increasing company revenue and expanding market share.

Market Research & Analysis: Identify and evaluate market trends, competitors, and customer needs to align to business strategies and target high-potential sectors.

Pipeline Development: Prospect and qualify new leads to build and manage a robust pipeline of business development opportunities within the Cornerstone CRM tool, ensuring consistent progress through the sales cycle stages.

Sales Execution: Outreach to prospective customers via outbound calling/ contact methods, attending events/ conferences and networking, to convert prospects into customers.

Commercial Modelling and Analysis: Develop commercial models for new business solutions, working closely with Commercial Finance colleagues to assess forecast sales metrics, evaluate commercial viability, and ensure alignment with strategic objectives.

Business case development: Develop robust commercial business cases to support business development opportunities, outlining potential revenue and costs, and presenting data-driven recommendations to Leadership for approval.

Customer Relationship Management: Develop and maintain strong relationships with new and established customers, stakeholders and partners, always ensuring a customer-centric approach.

Collaboration with Internal Teams: Work closely with other Cornerstone departments such Marketing, Demand, Delivery, Legal, Procurement and Finance to drive the required engagement and hand-offs for success.

Reporting & Analysis: Provide regular reports on business development activities, pipeline status.

Innovation & Continuous Improvement: Encourage innovative thinking and continuous process improvement within the team to enhance processes, efficiency and outcomes.

Delivery:
Key outcomes that this role is accountable for include:

Consistent Pipeline Growth: Building and maintaining a qualified pipeline with a minimum revenue value of 6 to 8x revenue target within the year.

Consistently achieving revenue targets

Position Cornerstone Solutions: Articulate the value that technical solutions can deliver for prospective customers, resulting in high sales conversation.

CRM and Pipeline Forecasting: Ensure all leads and opportunities are accurately recorded and regularly updated in the CRM system, maintaining forecast accuracy.

Achieve high engagement metrics e.g. number of outbound activities, meetings booked/ high customer feedback scores, reflecting strong consultative selling skills.

Role Expertise:
Essential knowledge, skills and experience:

5+ years' experience in selling within the mobile and telecommunications industry.

Strong understanding of the UK telecommunications infrastructure market

Desirable, but not essential Utilities or similar industry experience.

Proven track record in business development, new business sales, or revenue-generating roles.

Ability to understand technical solutions and translate them into practical, industry-specific applications that are tailored to customer needs.

Proven track record of building and maintaining client relationships.

Strong strategic planning and organizational skills, with a proven ability to execute complex business plans.

Ability to analyze market data, identify opportunities, and implement data-driven strategies.

Strong interpersonal, negotiation, and communication skills, both written and verbal.

Ability to thrive in a fast-paced, dynamic environment and handle multiple priorities effectively.

Experience of working with CRM software, Microsoft Office Suite, and other business tools.

Person Specification (Expertise):
Knowledge, Skills, and Experience:
We are looking for an individual who has a proven track record in successfully selling within the mobile and telecommunications industry. Experience with IaaS is desirable. You will need to have a strong record in new business development, including experience in opening new enterprise and SMB size accounts and building senior relationships. Strong business acumen, including deal structure, development and value proposition and negotiation skills. A hunter; who is proactive, persistent, creative, accountable, and tenacious.

Cornerstone Values:
Operate and uphold Cornerstones' values of Everyone Matters, Innovate to Elevate, Do the Right Thing and Customer First by being Professional, Respectful and Open.