Business Development Lead

Job Family Group:
Strategic Planning & Business Development Group

Job Description:

Help shape how drivers, fleets and partners access one of the UK's leading public EV charging networks

bp pulse is one of the UK's leading EV charging providers. We are building, operating and optimising the public charging network that will help more drivers, fleets and businesses move to electric.

As part of bp, bp pulse combines the pace and entrepreneurial spirit of a growing EV charging business with the scale, brand and commercial capability of a global energy company. That creates a distinctive opportunity to help shape the future of public charging in the UK.

This is a senior commercial role for someone who can build strategic partnerships, unlock new demand channels and turn network capacity into sustainable commercial value.

The opportunity

As Business Development Lead, you will help grow utilisation and commercial value across bp pulse's public charging network by building the partnerships, demand channels and customer access routes that bring more drivers, fleets and customer groups onto the network.

You will create, manage and grow strategic relationships across roaming, aggregators, mobility platforms, fleets, OEMs, B2B2C channels and selected bp channels.

You will own partnerships end to end: from opportunity identification and proposition development through commercial negotiation, contract delivery, launch, optimisation and long-term value creation.

Contract ownership will be a core part of the role, from shaping deal principles through to delivery and in-life management.

This is not a traditional sales role. It requires strategic partnership development, commercial judgement, contract ownership, disciplined execution, cross-functional leadership and accountability for partner performance after launch.

What you will be accountable for

• Develop and implement the business development and partner strategy for demand-generating channels across the bp pulse public charging network.
• Drive utilisation, sessions, kWh demand, revenue and margin through strategic partnerships, channel growth and targeted demand generation.
• Originate, assess, negotiate and deliver partnerships across direct B2B customers, OEMs, mobility platforms, fleet channels, demand aggregators, eMSPs, CPOs, roaming partners and selected bp channels.
• Build robust commercial cases and negotiate agreements that balance partner value, commercial returns, pricing, margin, operational deliverability, compliance, risk and strategic fit.
• Define, own and deliver partnership contracts from commercial principles and deal structure through negotiation, approval, signature, launch and in-life management, ensuring terms are robust, deliverable and well governed.
• Develop partner propositions across on-the-go charging, destination charging and future hub locations that meet customer and driver needs while supporting profitable growth.
• Own partner performance after launch through demand planning, forecasting, joint business planning, performance reviews and targeted interventions.
• Use market insight, competitor understanding and performance data to identify new growth opportunities and improve commercial decision-making.
• Lead senior stakeholder engagement internally and externally, aligning commercial, pricing, legal, product, technology, operations, customer experience, finance and marketing teams to move opportunities from concept to launch.

What you will bring

• Significant experience in business development, strategic partnerships, commercial account management, channel growth or complex B2B sales.
• A strong track record of originating, negotiating, delivering and growing commercially complex agreements with senior decision-makers.
• Strong contract ownership experience, including negotiating key terms, managing risk, working with legal teams and ensuring obligations are delivered after signature.
• Strong commercial judgement, with the ability to balance customer need, partner expectations, utilisation, pricing, margin, operational deliverability, compliance, risk and long-term commercial value.
• Clear evidence of creating measurable value through revenue growth, customer acquisition, utilisation improvement, margin enhancement or market expansion.
• Strong analytical and commercial modelling capability, including Excel or equivalent analytical tools, with the ability to assess volume, utilisation, revenue, margin, pricing, discounting and risk scenarios.
• Comfort using market insight, dashboards, forecasts and performance data to identify trends, diagnose issues and turn analysis into practical commercial plans.
• Excellent PowerPoint and written communication skills, with the ability to turn data, commercial analysis and complex trade-offs into clear, senior-level recommendations and decision papers.
• Proven ability to build trusted senior relationships, influence decisions and lead through others in a matrix organisation.
• A practical, customer-led and outcome-focused approach, with the ability to move between critical thinking and hands-on delivery in a fast-moving environment.
• Strong appreciation of governance, compliance and risk management in commercial partnerships.

Experience that would be useful

• Experience in EV charging, mobility, automotive, fleet, leasing, fuel cards, energy, technology platforms, digital marketplaces, roaming or related sectors.
• Understanding of CPO, eMSP, roaming, fleet, aggregator or digital platform commercial models.
• Experience launching or scaling new propositions, partner channels or customer access routes in a high-growth market.

Why join bp pulse?

The UK EV charging market is entering a defining phase. Success will depend not only on building infrastructure, but on creating the right customer access channels, commercial partnerships and demand propositions to make charging easier, faster and more commercially sustainable.

In this role, you will have meaningful ownership, senior visibility and the opportunity to influence how drivers, fleets, platforms and mobility partners access public charging across the UK. You will join an ambitious commercial team working at the intersection of energy transition, mobility, digital platforms and infrastructure growth.

If you are excited by high-growth markets, complex commercial partnerships and the chance to help shape the future of electric mobility, this is an opportunity to make a visible impact.

What this role offers

• Commercial ownership: own partnerships from demand planning and origination through delivery, optimisation and ongoing growth.
• Visible impact: directly influence utilisation, sessions, kWh demand, revenue, margin and customer access across the bp pulse charging network.
• Breadth of partner ecosystem: work across OEM, fleet, B2B, B2B2C, roaming, mobility, aggregator, digital platform and bp channel opportunities
• Market-shaping opportunity: help define how customer access, demand generation and partnership models evolve in UK public EV charging.
• Senior visibility: operate with autonomy, shape recommendations independently and influence senior stakeholders internally and externally.

Why join us?

At bp, we support our people to grow in a diverse and exciting environment. We believe that our team is strengthened by diversity.

There are many aspects of our employees' lives that are meaningful, so we offer benefits to enable your work to fit with your life. These benefits can include flexible working options, a generous paid parental leave policy, excellent retirement benefits, among others!

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Reinvent your career as you help our business meet the challenges of the future. Apply now!

Travel Requirement:
Up to 10% travel should be expected with this role

Relocation Assistance:
Relocation may be negotiable for this role

Remote Type:
This position is a hybrid of office/remote working

Skills:
Agreements and negotiations, Agreements and negotiations, Analytics, Commercial Acumen, customer and competitor understanding, Data visualization and interpretation, Deal structuring, Developing and implementing strategy, Economic evaluation methodology, Empowering Others, Financial Modelling, Generating customer insights, Inclusive Leadership, Influencing, Internal approval process, Investment appraisal, Joint Venture Structuring, Managing strategic partnerships, market, Market Analysis, Market Development, Project and programme management, Prospecting and pipeline management, Sector, Stakeholder Management {+ 1 more}
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Legal Disclaimer:

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, socioeconomic status, neurodiversity/neurocognitive functioning, veteran status or disability status. Individuals with an accessibility need may request an adjustment/accommodation related to bp's recruiting process (e.g., accessing the job application, completing required assessments, participating in telephone screenings or interviews, etc.). If you would like to request an adjustment/accommodation related to the recruitment process, please contact us.

If you are selected for a position and depending upon your role, your employment may be contingent upon adherence to local policy. This may include pre-placement drug screening, medical review of physical fitness for the role, and background checks.