Job Introduction

As Business Development Manager, Regulated / Non Regulated Infrastructure (BDM) you will be accountable for building and implementing the business development strategy for the Regulated / Non Regulated Infrastructure segment.

For this market segment, the BDM will drive the solution sales and develop multi-business opportunities (i.e., linking the various engineered solutions across the BRUSH portfolio).

This will include identifying and developing of new business opportunities, enhancing existing business relationships, and expanding BRUSH’s customer reach, for securing profitable orders growth and generation a sufficient opportunity pipeline.

Ultimately, you will be accountable for the development of the market segment to grow BRUSH’s market share with a short-, mid-, and long-term focus.

Furthermore, the BDM will support the drive for BRUSH’s strategic approach for this market segment, tracking market trends, collecting the voice of the customer and collaborating with external and internal stakeholders in order to strategically position BRUSH within the market segment.

In conjunction with the respective teams, the BDM will lead the following key-activities: deal structuring, opportunity management / forecasting, opportunity price benchmarking / management, negotiation of terms and conditions, and develop new / enlarge existing framework contracts with this market segment.

Role Responsibility

• Support the development and implementation of the business development strategy for the Regulated / Non Regulated Infrastructure segment.
• Identify and develop new business opportunities, enhance existing business relationships, and expand BRUSH’s customer reach.
• For this market segment, grow BRUSH’s market share focusing on short-, mid- and long-term actions / outcomes.
• Support the development and implementation of a comprehensive business development plan for this market segment, including external and internal stakeholder management plans.
• Regularly provide updates on the business drivers of this market segment (focused on the opportunity and project landscape and market trends / needs).
• Develop and communicate key insights gained by understanding the customer business environment and needs and connect these with our current and future solutions, products and services portfolio (features and attributes).
• Develop opportunities within this market in order to deliver the defined sales objectives and targets.
• Accountable for securing profitable orders growth.
• Develop and maintain good customer communications to identify and support future growth opportunities by a structured account planning process and regular personal touch points (visits, phone calls, follow-ups, emails, etc).
• Engage in regular interactions with the customers (internal and external) throughout the opportunity / project lifecycle.
• In collaboration with the respective internal teams and ensure a coordinated approach is maintained throughout the commercial opportunity and handover to the project management phase.
• Day-to-day opportunity management.
• In conjunction with the respective teams lead the following key-activities: deal structuring, opportunity management / forecasting, opportunity price benchmarking / management, negotiation of terms and conditions, and compliance with external and internal tender / project requirements.
• Identify and communicate strategic and tactical customer needs and reflect these in our sales approach.
• Within this market space, lead ‘capture teams’ for strategic opportunities (such as frameworks or complex / cross- business opportunities).
• Work with the respective internal teams in order to represent the ‘voice of the customer’ and to manage customer success.
• Drive the generation of market specific case studies.
•  Provide feedback to the product management / engineering teams on potential solutions or product issues and enhancements to reflect market needs.
• Understand, communicate, and participate in the building of market specific total cost of ownership (TCO) models.
• Support / develop internal sales enablement kits based on identified market specific needs.

The Ideal Candidate

Qualifications:

Required

• Minimum HNC (or equivalent)

Desirable

• Degree (or equivalent) in Electrical Engineering and/or Business Management
• Proven training and track record in a similar role
• Knowledge and experience relating to power transmission / distribution design and associated power network architecture.

Skills / Knowledge:

Required

• Proven account planning, key account management and business development experience.
• In-depth solution selling experience.
• In-depth experience in RFQs preparation and responses.
• Knowledge of the development and review of technical, commercial (including pricing) and terms and conditions including negotiation skills.
• General understanding and experience of end-to-end system and solution design processes.
• Product knowledge / experience of switchgear, transformer, and associated equipment.
• Proven experience in technical and commercial customer presentation / workshops (solutions, products and services focused).
• Working knowledge of DNO, IDNO specific rules and regulations.
• Fluent in English (speak, read, and write).
• Proven track record in developing and maintaining highly effective working relationships at all levels.

Experience:

Required

•  Minimum of 7+ years of sales / key account management / business development experience in the electrical and energy management landscape gained in a direct customer facing role.
• Experience in setting sales strategies in a complex opportunity landscape.
• Experience in a pre-sales, sales, and project management environment.

Desirable

• Field Sales, Field Engineering or Engineering experience.

Attributes & Disposition:

Required

• Customer focused
• Reliable and self-sufficient, resourceful problem solver.
•  Strength of character and high levels of energy.
• Self driven and methodical
• An effective communicator, fluent in read, spoken and written English.
• Clear understanding of cultural differences and has the diplomacy to cope with aspects of the role.

Desirable

• Flexible
• Supportive
•  Adaptable
•  Influential
• Challenging

About the Company

BRUSH Group provide agile and adaptive engineering solutions and products, including consultancy services, design, and project management as well as award-winning product technology, to a wide range of projects.

A chosen partner for national and regional power generation and distribution network operators, through innovation and a commitment to delivering solutions that address grid-resilience and drive system change, we support the global drive to net-zero, helping create a future-proof Infrastructure.

BRUSH Group