Head of Business Sales Performance and CVM

Eonnext; Nottingham; Hybrid; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Company car

Private medical cover

Flexible hybrid working

Job summary

E.ON Next is seeking a Head of Business Sales Performance & Customer Value Management to lead the commercial strategy for customer acquisition, margin growth and long-term retention across B2B channels. You will optimise multi-channel SME/mid-market propositions and drive CVM, underwriting alignment and profitable growth.

You will balance high-value bespoke transactions with scalable digital acquisition, collaborating with risk, product and GTM teams to deliver sustainable results and robust

Qualifications

• Strong understanding of revenue growth and B2B pricing within utilities or contract-led B2B markets.
• Proven experience managing B2B acquisition across TPI/broker and digital channels.
• Knowledge of commercial credit checks, debt collection risks and bad-debt management.
• Experience leading CVM and contract retention across multiple B2B channels.
• Excellent analytical skills using CRM and BI data.

Responsibilities

• Lead the commercial strategy across B2B routes to market to drive acquisition and growth.
• Partner with Sales, Pricing and Proposition teams to develop tariffs, campaigns and tools to maximise acquisition and value.
• Optimise acquisition costs, commissions and channel performance against growth and profitability targets.
• Collaborate with Credit Risk & Policy to embed underwriting, pricing and collections strategies.
• Own CVM, retention and renewal strategy to reduce churn and maximise profitability.
• Identify opportunities to grow customer value through cross-selling and value-added services.

Skills

Revenue growth

B2B pricing

TPI/channel models

Acquisition campaigns

Credit risk & collections

CRM / BI data

Stakeholder management

UK energy regulation knowledge

Tools

CRM systems

BI tools

Job description

As Head of Business Sales Performance & Customer Value Management, you will lead the commercial strategy for customer acquisition, margin growth and long-term retention across B2B channels, working closely with operational and commercial leaders to deliver sustainable results. You will optimise the multi-channel SME and mid-market proposition, driving customer loyalty and Customer Value Management (CVM) strategies while supporting strategic sales and Third-Party Intermediary (TPI) teams. The role will balance high-value bespoke transactions with scalable, cost-effective digital acquisition, while partnering closely with Credit Risk & Policy to embed effective underwriting and collections strategies. With a strong focus on profitable growth, you will ensure sales performance is balanced with effective risk and bad-debt management to maximise long-term customer value and EBITDA.Main Responsibilities:Lead the commercial strategy across B2B routes to market, optimising strategic, TPI, broker, enterprise and digital channels to drive sustainable customer acquisition and growth.Partner with Sales, Pricing and Proposition teams to develop competitive tariffs, propositions, sales tools and targeted campaigns that maximise acquisition, conversion and customer value.Optimise acquisition costs, commission structures and channel performance, ensuring commercial investment delivers against volume, growth and profitability objectives.Work closely with Credit Risk & Policy to embed effective underwriting, pricing and collections strategies, balancing customer acquisition and retention with robust risk and margin management.Lead the Business Customer Value Management (CVM), retention and renewal strategy, using data and predictive insight to reduce churn, improve renewal and auto-renewal rates, and maximise long-term customer profitability.Identifying campaigns for new business acquisition to win new business and thought leadership to drive earned media coverage. To be developed in close collaboration with the product team and wider GTM community.Identify opportunities to grow customer value through cross-selling, sustainable energy solutions and value-added services, strengthening customer relationships and proposition differentiation.Establish and lead performance governance, KPIs and trading forums, providing clear commercial insight to senior leadership on channel performance, growth opportunities and the balance between volume, margin and risk.Key Skill Requirements:Strong understanding of revenue growth, B2B pricing, TPI/channel models and volume–margin dynamics within the UK business energy sector or a similar contract-led B2B market.Proven experience managing B2B acquisition across TPI/broker, relationship-led and digital e-commerce channels, with a track record of developing successful campaigns to win new business.Understanding of commercial credit checks, debt collection risks and bad-debt management within the utilities or B2B financial services sector.Proven experience leading or supporting high-performing sales, CVM and contract retention across multiple B2B channels.Strong analytical skills with experience using performance, customer and credit risk data to inform commercial decisions and optimise performance through CRM and BI tools.Excellent interpersonal and influencing skills, with proven experience engaging senior stakeholders, external partners and cross-functional teams.Proven ability to lead, develop and motivate customer-focused teams, fostering accountability, collaboration and continuous improvement while building strong talent and succession pipelines.Strong knowledge of UK business energy regulations, Ofgem standards, broker transparency and compliance requirements, or equivalent experience within a highly regulated sector.Here’s what else you need to know:Role may close earlier due to high applicationsAny questions on the role - please reach out to [e-mail] or the hiring manager.Competitive salaryLocation – Nottingham and Solihull with travel to our other sites when required.Company carPrivate medical cover.Working environment: Flexible hybrid working – a blend of in the office and home working.We’ve exciting opportunities for everyone to develop their talent at E.ON. Our open access, inclusive talent networks provide networking, learning and development for all, building your skills, qualifications, and capabilities throughout your career.At E.ON Next, our customers are our number 1 priority! All Nexties - including our executive team - regularly directly support customers so we stay close to their needs and make better decisions that deliver the best experience.