Business Development Manager

At Certas Energy we’re keen to take a lead in the industry. We have a culture of strong safety and compliance principles, driven by our dedicated Safety F1rst and Doing the Right Thing (compliance) Initiative. Health and safety is paramount to our business ethos – it is fundamental to good business performance, and integral to long-term business success.

How you’ll power our business as a Business Development Manager in Gloucestershire

As a Business Development Manager, you’ll identify, plan and develop new commercial sales activity and growth across our core products and adjacent markets, with a key focus on securing new and lapsed business while maximising profitability. You’ll play an instrumental role in developing, implementing and adapting sales strategies to ensure business goals are achieved. Working closely with key stakeholders across commercial sales and partnership delivery teams within Certas and DCC, you’ll optimise performance and maximise profitability, contributing to the achievement of departmental budgeted PBIT and volume targets.

At Certas Energy, we're the UK's largest independent distributor of fuel and lubricants, serving homes, businesses and industries through a nationwide network of depots and delivery operations. Our people play a vital role in keeping communities, businesses and critical infrastructure moving every day. With safety at the heart of everything we do, we're committed to our Safety F1rst culture, delivering exceptional service to customers while supporting the UK's evolving energy needs. As part of DCC Energy, you'll join a business that combines the strength of a market-leading organisation with the support and opportunities to build a rewarding long-term career.

What you’ll be doing

• Identify, target and secure new business through focused sales activity in line with commercial sales targets.

• Build and maintain strong relationships with customers, internal colleagues, management and key stakeholders to deliver sales and customer service excellence.

• Conduct face-to-face customer visits to establish, build and maintain key stakeholder relationships and influence business growth.

• Focus on new business generation and manage secured accounts until they are ready for handover.

• Create and maintain an effective CRM sales pipeline, developing qualified leads and opportunities.

• Use a consultative sales approach to understand customer needs, identify value and develop appropriate sales propositions across core products and relevant additional products and services.

• Conduct negotiations with target customers to achieve volume, gross margin and PBIT KPIs.

• Negotiate and renegotiate contract terms in line with commercial propositions to support customer retention.

• Review and analyse contract performance, recommending and initiating improvement plans where appropriate.

• Work collaboratively with Commercial Account Efficiency Managers and sales colleagues to ensure customer sales and service excellence.

• Present and communicate regional sales pipeline activity and progress to the regional sales management team, highlighting opportunities and secured sales.

• Monitor sales performance and processes to maximise margin and identify opportunities for improved efficiency.

• Plan and manage sales-focused projects as appropriate.

• Maintain accurate records of customer interactions, quotations and agreed sales in company systems, including CODAS, CRM and CPT.

• Maintain up-to-date knowledge of competitor activity, market developments, products and services.

• Handle customer financial information appropriately and in line with agreed finance processes.

• Monitor, challenge and improve financial performance, taking corrective action where appropriate.

• Work collaboratively to achieve business volume, margin, gross profit and PBIT targets.

What we’ll need from you

• Experience in sales, ideally within a field sales role involving face-to-face customer management, prospecting and converting opportunities into sales.

• Experience of building and maintaining strong customer relationships, particularly with business customers.

• Strong negotiation skills and the ability to influence customers towards positive outcomes.

• Excellent interpersonal and communication skills, with the ability to build relationships and collaborate effectively with colleagues, stakeholders and customers.

• A self-confident, self-motivated and target-driven approach, with the resilience and tenacity to overcome setbacks and achieve results.

• Strong active listening and problem-solving skills, with the ability to understand customer issues and take appropriate action.

• Good planning and organisational skills, with the ability to manage your time effectively and work towards defined goals.

• The ability to work independently while contributing positively to team objectives.

• High levels of accuracy when recording customer and sales information.

• Good computer literacy and the ability to use systems to record and manage customer information.

• An understanding of selling techniques, from initial prospecting through to sale and nurturing early repeat business.

• Industry and customer knowledge, with a proactive approach to staying informed about market changes and developments.

• A strong commitment to compliance, including appropriate handling of sensitive customer data and effective use of company systems.

• The ability to recognise the role of customer account management and transfer customers effectively through a collaborative ‘one way of working’.

Why join Certas Energy?

At Certas Energy, our people are key to our success. We are committed to creating a safe, inclusive and supportive environment where everyone can thrive and develop their career.

What you’ll get from us

• A supportive and collaborative team environment where teamwork, enthusiasm, cooperation and flexibility are valued.

• Opportunities to build strong relationships across Certas Energy and DCC.

• Support for your personal and professional growth.

• The opportunity to contribute directly to commercial growth, customer success and business performance.

• A role with clear performance measures across customer growth, sales activity, revenue and PBIT.

• The opportunity to develop your knowledge of our products, services, customers, competitors and the wider industry.

• A career within Certas Energy and DCC Energy, combining the strength of a market-leading organisation with opportunities for long-term development.

Doing right by everyone

People matter at Certas Energy. We’re an equal opportunities employer and we welcome applications from all regardless of age, disability, gender identity or gender reassignment, marital or civil partnership status, pregnancy or maternity, race (which includes race, colour, nationality, ethnic or national origin and caste) religion or belief, sex, sexual orientation or educational background. We’re committed to doing right by our people, so we all feel engaged, motivated and proud to work for Certas Energy.