Job Description
Role
Drive thermal storage sales growth through UK merchant and partner network
Establish forecasting visibility across merchant partners
Transform transactional merchant relationships into strategic partnerships
Key duties and tasks
Merchant Relationship Management
Build strategic relationships with key decision makers at major merchants
Conduct regular business reviews with top-tier merchants
Develop merchant-specific business plans and joint go-to-market strategies
Negotiate partnership terms, pricing agreements, performance commitments
Channel Strategy
Develop UK merchant channel strategy aligned with growth objectives
Identify, evaluate, onboard new high-potential merchant partners
Establish channel agreements, pricing structures, performance metrics
Sales Enablement
Create sales training programs for merchant/ installers
Develop merchant/installer sales tools, product guides, competitive materials
Establish joint sales activities and co-selling opportunities
Forecasting & Pipeline
Implement systematic forecasting processes across merchant network
Establish monthly/quarterly business review cycles with partners
Track merchant sales performance, pipeline development, market trends
Align direct and channel sales with internal team
Marketing Support
Develop channel marketing programs to drive end-user demand
Coordinate trade shows and joint marketing activities
Establish lead sharing processes between direct sales and merchants
Performance Management
Monitor channel performance metrics: revenue, margin, growth rates
Establish KPIs and performance benchmarks for partners
Provide performance feedback and improvement recommendations
Identify underperforming partnerships and develop improvement strategies
Create competitive analysis from channel insights
Requirements
Experience
- Minimum 5+ years proven channel/partner management in B2B sales
- Track record growing revenue through indirect channels
- Experience managing merchant networks, distributors, or dealer channels
- Forecasting and pipeline management with channel partners
Sales Skills
- Strong consultative selling and solution-oriented approach
- Complex B2B sales cycles with multiple stakeholders
- Negotiation expertise for partnership agreements
Industry Knowledge
- HVAC or building services industry experience preferred
- Understanding construction supply chain and merchant/distributor models
Leadership & Communication
- Strong presentation and training skills for merchant education
- Relationship building with senior decision makers
Desirable
- Low-carbon technology or renewable energy sector background
- Social housing or public sector sales experience
- Technical sales with engineered products
- Channel program development and partner incentive design
- Multi-tier channel management experience
- New market development and territory expansion
- Engineering or technical qualification in relevant field
Success metrics
- Channel revenue growth vs targets
- Forecast accuracy improvement across merchant network
- Number of active merchant partners and performance tiers
- Merchant satisfaction scores and retention rates
- Pipeline visibility and conversion rate improvements
- Strategic partnership depth and collaboration levels
Our Referral Incentive:
Due to the high amount of interest that we receive for each of our roles unfortunately we cannot respond to each application individually, therefore if you do not hear back from us you have not been shortlisted for this role. Please continue to check our website for any other roles which may be of interest.
We offer a £500 referral if you introduce someone we place - see our website for details
We regret that this client is not prepared to sponsor work permit or work permit transfer applications. Candidates must be able to prove their eligibility to work in the UK
