Business Development Manager - Indirect Sales

B2B Energy Supply Iberia - S&EM GBU
Spain | Hybrid
About S&EM Iberia

S&EM Iberia is the Iberian platform of ENGIE's Supply & Energy Management Global Business Unit (S&EM GBU). It operates across two main pillars:

• Energy Management (asset optimization and trading)
• Client Businesses (wholesale and B2B energy supply)

The platform is active in Spain - where it is well established - and in Portugal, where operations are expanding.

S&EM Iberia brings together 90 energy professionals from 12 nationalities, with strong expertise in the Iberian power and gas markets.

In 2024, S&EM Iberia:

• Traded over 70 TWh of power and gas
• Delivered 6 TWh of green PPAs
• Supported the Renewables & Flex Power GBU by providing energy management services for 5.5 GW of renewable and low-carbon generation assets across the region

The Iberian platform plays a key role in ENGIE's growth and decarbonization strategy.
Context of the Role

The B2B Energy Supply Iberia business unit, within S&EM GBU, is accelerating its growth in Spain and building a strong Iberian franchise.

The ambition is to deliver power and gas solutions to small and large professional customers (commercial & industrial segments), leveraging third-party intermediaries (TPIs) as a strategic sales channel.

As part of this growth phase, we are reinforcing our indirect sales capabilities.
Role Purpose

The Business Development Manager - Indirect Sales will be responsible for developing and managing third-party sales relationships for ENGIE's B2B Energy Supply retail products in Spain.

The role focuses on building, expanding, and optimizing the broker ecosystem to:

• Acquire new customers
• Retain and grow the existing portfolio
• Deliver against ambitious commercial targets

The position reports to the Head of Sales & Marketing, B2B Energy Supply Iberia, and works in close collaboration with the Supply Portfolio Management team and other key internal stakeholders.
Key Responsibilities
Channel Development & Relationship Management

• Identify, onboard, and manage TPIs (brokers and intermediaries).
• Develop strategic partnerships within the Iberian broker ecosystem.
• Establish long-term collaboration frameworks to ensure sustainable growth.

Sales Growth & Target Delivery

• Deliver on ambitious sales targets through indirect channels.
• Develop annual sales plans per assigned broker.
• Coordinate internal processes (Legal, Credit, Supply, Business Controls, Operations) to ensure efficient deal closing and execution.

Market Intelligence

• Monitor market trends, competitor activity, and regulatory developments.
• Adapt commercial approach and value proposition accordingly.

Commercial Strategy

• Contribute to defining pricing, product structures, and commission schemes tailored to indirect channels.
• Participate in the continuous evolution of the B2B value proposition.

Performance Management

• Implement performance tracking mechanisms for TPIs.
• Ensure compliance with ENGIE standards and governance requirements.
• Optimize productivity and portfolio quality.

Cross-functional Coordination

• Collaborate closely with Marketing, Digital, and Operations teams to ensure seamless campaign execution and process alignment.

Operational Efficiency

• Contribute to the digitalization of sales processes.
• Promote the adoption of CRM systems and data-driven tools to enhance scalability and performance monitoring.

Qualifications & Experience

• Bachelor's degree in Business Administration, Marketing, Sales, or related field.
• Minimum 3 years of experience in energy supply or related sectors.
• Proven track record in indirect sales and channel management.
• Strong knowledge of the Iberian energy markets and regulatory framework.
• Excellent negotiation, communication, and stakeholder management skills.
• Strong analytical capability and commercial acumen.
• Fluent Spanish and business-level English required. Portuguese is a plus.

Skills & Competencies

• Strong business orientation and customer-centric mindset.
• Results-driven with entrepreneurial spirit.
• Comfortable working in agile, evolving environments.
• Ability to interpret market data, performance metrics, and financial indicators.
• Digital literacy (CRM systems, sales tools, data analysis).
• Strong cross-functional collaboration skills.

Additional Information

• Hybrid working model
• Domestic travel up to 20%, including occasional overnight stays
• Compliance with ENGIE ethics, safety, and governance standards required

Business Unit: Supply & Energy Management

Division: BP IBERIA

Legal Entity: ENGIE ESPAÑA, S.L.U.

Professional Experience: Skilled ( >3 experience <15 years)

Education Level: Bachelor's Degree

Company Name: ENGIE