Strategy Director - Retail Value

The CompanyGentrack provides leading utilities across the world with innovative cleantech solutions. The global pace of change is accelerating, and utilities need to rebuild for a more sustainable future. Working with some of the world’s biggest energy and water companies, as well as innovative challenger brands, we are helping companies reshape what it means to be a utilities business. We are driven by our passion to create positive impact. That is why utilities rely on us to drive innovation, deliver great customer experiences, and secure profits. Together, we are renewing utilities.Our Values and CultureColleagues at Gentrack are one big team, working together to drive efficiency in two of the planet’s most precious resources, energy, and water. We are passionate people who want to drive change through technology and believe in making a difference. Our values drive decisions and how we interact and communicate with customers, partners, shareholders, and each other. Our core values are:

• Respect for the planet
• Respect for our customers and
• Respect for each other

Gentrackers are a group of smart thinkers and dedicated doers. We are a diverse team who love our work and the people we work with and who collaborate and inspire each other to deliver creative solutions that make our customers successful. We are a team that shares knowledge, asks questions, raises the bar, and are expert advisers. At Gentrack we care about doing honest business that is good for not just customers but families, communities, and ultimately the planet. Gentrackers continuously look for a better way and drive quality into everything they do.This is a truly exciting time to join Gentrack with a clear growth strategy and a world class leadership team working to fulfil Gentrack’s global aspirations by having the most talented people, an inspiring culture, and a technology first, people centric business. The OpportunityWe are currently looking for a Strategy Director - Retail value , to establish build and extend Gentrack’s global ability to present and sell our solutions based on the value they bring to our utility customer’s businesses. The role is both internal and external in nature and will span multiple areas of the global utility industry including tangible and intangible benefits that help capture and improve industry performance. This role will help set the way Gentrack engages with customers in presenting and defending our value, inform our pricing models, and is particularly focused on ensuring our solutions are valued by our customers in a manner commensurate with the benefits they bring.The Specifics

• Use extensive industry knowledge to value Gentrack’s services and solutions to support effective sales conversations
• Prepare detailed use cases and case studies for sales activities – both above the line and below – including externally published insights and leadership whitepapers – that explain and articulate the value of our solutions.
• Stay across industry trends from retail and utility operations from operating models, back office/front office operations, sales, consumer product suites, regulatory exposures, and disruptive trends, and ensure sales teams understand the problems our solutions and products can solve.
• Establish, prove, and own value-based selling and contracting approaches including value-at-risk contracting models.
• Act as a trusted customer consultant to influence buying and procurement approaches and contracting structures where required.
• Build business cases based on current and future-state landscapes to allow Gentrack’s products and services to be quoted on value, not on time-and-materials approaches – including using utility metrics and KPIs (CTS, CTA, bad debt, cost of change, regulatory compliance value, NPS/CSAT, digital engagement rates, brand reputation, hosting, security support, testing, and other functional and non-functional aspects).
• Elevate Gentrack’s engagement with the industry and customers to one based on early-stage consulting, strategy, operating model flexibility, and systems specification influencing to ensure Gentrack’s products and services are the baseline for business transformation programs, utility strategic reviews, re-platforming RFPs/RFIs, and are seen as market-leading.
• Establish global competitive metrics showing, based on publicly available data, the ability of Gentrack’s products to solve industry problems and create value for our customers, and to inform competitive analysis. Extend this data to identify core metrics for prospective customers where Gentrack’s solutions can present compelling value by improving performance – including by sitting side-by-side/double-jacking or other on-the-ground engagements with customer operations.
• Provide feedback and insights to product teams to guide and inform product enhancements including dashboards and KPI tracking tools to agree and measure retailer/utility operational improvements – both post-implementations, and as an operating-your-operating model approach.
• Establish processes and selling collateral for use by sales teams for value selling approaches including processes for pre/post benefits estimation and realisation.
• Support value-based pricing approaches for core/high-value bids/proposals as required.
• Educating Gentrack staff on customer business problems and how our Products and capabilities meet those customer needs.
• Able to frame the customer business & financial value associated with the proposed extension of product functionality.
• Shaping our "best of breed" industry insights and product valuation approaches
• Partnering with customers to upsell and demonstrate value in our solutions and opportunities for innovation.
• Capacity to debate and discuss in real time the merits of a proposition put to the customer in a constructive manner, potentially leading to new opportunities.
• Provide a focal point for customer value conversations within Gentrack and establish training and community-of-practice sessions to communicate this knowledge and process within Gentrack to required stakeholders.
• Translate customer business needs into solutions - identifying current solution capability, potential product extensions, and capabilities that best belong in a partner application.
• Act with deep knowledge and insights to inspire trust and recognition of capability and value when presenting to customers.
• Estimation of customer value and acceptable risk-based value contracting models.
• Applying sound understanding of pre-sales messaging to position Gentrack’s value proposition.

What we're looking for (you don’t need to be a guru at all, we’re looking forward to coaching and collaborating with you):

• Strong experience in energy water customer and industry operations with a minimum 5 years' experience in either consulting or industry procurement advisory roles for utility retail platforms.
• Strong knowledge of retail operations, local and global industry trends, and disruptive approaches to incumbent operations for vertically integrated utilities
• Strong analytical and business-case/value selling methodologies.
• Explain complex problem-and-solution concepts to business and technology customer audiences via verbal and written
• Capable of drafting a business case to product management to support a new product capability, and to articulate that in terms of compelling customer value.
• Ability to embrace and drive change
• A passion for excellence and a commitment to be the best.
• High levels of energy, sound judgement and determination to achieve with a sense of urgency
• Relationship management and interpersonal skills
• An open-minded consultative approach
• Ability to give and receive positive and constructive feedback
• Ability to creatively solve problems and find solutions.
• Acting with integrity with respect to the longer-term advisory path for the customer in relation to Gentrack offerings.
• Consulting and advisory experience including influencing
• Able to influence and communicate with stakeholders at multiple levels within customer organisations including up to and including C-level and business unit owners/operators.
• Strong verbal communications skills.

What we offer in return:

• Personal growth – in leadership, commercial acumen and technical excellence
• To be part of a global, winning high growth organization – with a career path to match
• A vibrant, culture full of people passionate about transformation and making a difference -with a one team, collaborative ethos
• A competitive reward package that truly awards our top talent
• A chance to make a true impact on society and the planet

Gentrack want to work with the best people, no matter their background. So, if you are passionate about learning new things and keen to join the mission, you will fit right in.