First Bus
Head of First Charge
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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.
About 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.
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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.
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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
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