Head of First Charge

About First Bus: Are you ready to advance your career with one of the UK's leading bus operators? Join a forward-thinking company that embraces cutting-edge bus technology, from innovative mobile apps to environmentally friendly vehicles. We are passionate about delivering passenger journeys that are sustainable, comfortable, and efficient. We are at the forefront of innovation in the industry, connecting communities and shaping the future of public transport. Location - Remote, with travel to our London office approximately once a fortnight, alongside travel to other First Charge locations and customer/partner sites as required. The Role First Charge is seeking a Head of First Charge to lead the commercial development and growth of its UK EV charging network. With a growing network of strategically located depots and an established ecosystem of partners, First Charge is entering an exciting phase of growth, converting charging infrastructure into long-term, contracted utilisation across fleet customers. Reporting to the Investment Director – Energy, you will lead the commercial approach across both direct customer engagement and partner-led channels, developing multi-site fleet agreements, strategic partnerships and scalable commercial propositions. Working closely with Investment, Product, Operations and Marketing teams, you will help shape our go-to-market strategy, drive network utilisation and build sustainable, recurring demand. Key Responsibilities Commercial Growth & Execution Lead the development and delivery of multi-site EV charging agreements. Identify and convert commercial opportunities into contracted network utilisation. Manage the full commercial lifecycle, from opportunity identification and negotiation through to contract execution. Deliver against utilisation, contract coverage and wider commercial performance objectives. Develop pricing and commercial structures that balance customer requirements with commercial objectives. Direct & Partner-Led Growth Develop and execute a commercial strategy combining targeted direct customer engagement with partner-led channels. Identify fleet customers whose operating models align with First Charge's network and available charging capacity. Develop partnerships across vehicle supply, electrification, leasing and finance, payments, managed services and public procurement. Embed First Charge within customer procurement, financing and operational processes. Ensure direct and partner channels consistently generate and convert high-quality commercial opportunities. Strategic Partnerships Lead commercial relationships with key strategic partners, driving new opportunities and progressing deals. Act as a central point of coordination across customers, partners and internal stakeholders. Build effective commercial relationships that support sustainable demand and network growth. Commercial Proposition & Go-to-Market Develop and evolve pricing structures, multi-site agreements and customer-specific commercial propositions. Work with the Investment Director – Energy to develop scalable commercial offerings across direct and partner channels. Partner with Marketing to develop targeted go-to-market strategies, campaigns and messaging. Provide commercial insight to support customer targeting, positioning and channel effectiveness. Product & Network Performance Work closely with the Head of Product and Standards to ensure commercial propositions align with operational capability and customer requirements. Translate market and customer feedback into improvements across products, services and customer experience. Own key commercial metrics including network utilisation, contracted customers and direct and partner-generated pipeline. Identify opportunities to improve utilisation at underperforming locations and grow existing customer relationships. Skills/Experience Significant experience in commercially focused roles involving structured B2B deal execution, partner-led sales, and multi-stakeholder commercial delivery Experience in one or more of: fleet, leasing, or asset finance ecosystems energy, infrastructure, or EV charging markets logistics or operationally complex B2B environments Commercial Execution - demonstrated ability to originate and close structured B2B agreements Cross-Functional Collaboration - highly effective working across product, operations, finance, partnerships, and marketing to ensure commercial propositions are deliverable and aligned with execution Dual-Channel Sales Experience - experience operating across both direct sales and partner-enabled distribution models Partner Leadership - strong ability to influence and drive outcomes through external organisations Commercial Judgement - well-developed understanding of pricing, utilisation drivers, and contract dynamics Structured Thinking - ability to balance commercial rigour with delivery pace Operating Mindset - proven ability to execute in an environment where models evolve through application Salary – competitive, plus up to 30% annual bonus Rewards Your health is important to us which is why we offer Simply Health & Smart Health for you and your dependents at no cost to you! This offering includes cash back benefits across optical & dental as well as virtual GP appointments, mental health support and nutrition and fitness advise. Our EAP provision offers 24hr, 365 days a year mental health support • We are also committed to your financial wellbeing, and we offer a platform with many discounts on high street brands and supermarkets etc • Working at First you also receive discounted train travel for you and your family after 6 months service as well as a free bus pass • Cycle to work scheme • 25 days' holiday + bank holidays • Pension scheme and chance to buy discounted First Group shares • Flexible working Equal Opportunities Public transport serves everyone, whatever their differences. At First Bus, we want to be an employer open to you, no matter what your differences are. We aspire to be an inclusive organisation because diverse backgrounds, thinking and experiences bring so many benefits to our customers, communities, and people. We welcome applications from all.