Job Introduction

Development, role out and management of a CRM system. Ensure proper tracking of sales activities from generating sales leads to handover of orders to Operations. Generate accurate reports on sales progress vs targets. Cooperate with Marketing Manager in development and execution of campaigns. Collect and compile market intel on customers, competitors, technologies in support to Product Development. Support the Brush Leadership. While (initially) there will be no direct reports, the role requires to cooperate with a wide spectrum of disciplines (commercial and technical), high enthusiasm but also endurance.

Role Responsibility

• After introduction phase the incumbent will be responsible for the assessment of the needs of the company for a CRM system, developing a functional specification, bench marking the options for management decision, developing procurement specification of the system and act as the Project Manager for the delivery in coordination with the IT department and other stakeholders. Take ownership of the implementation and role out of the system and user training on basis of an agreed execution plan.
• Develop Training Material for Full Scope Use of BBP / Train Sales Force
• Ownership of the CRM system - Provide accurate reports and KPIs for, leads, opportunities, purchase order registry, installed base, (key) customer profiles and competitors.
• Support CCO in enforcing full utilization of the CRM system.
• Implement improvements to the CRM system – usability for users, visibility for management, process improvements for accuracy.
• Implement improvements to visualization tools – turn data into usable information and intelligence. Provide insights into all data stored in CRM system.
• Data Analysis - utilizing information from external sources.
• Management of the reporting of all sales opportunities - Forecasting of opportunities and improvement in reasons for losing.
• Direct the development of Sales Leads to true business opportunities for Brush, starting with public information sources of turn arounds and / or new builds to leads to qualified leads.
• Produce reports and presentations to support the wider business - Product business cases, Installed base service valuations, competitor analysis, historical orders, opportunity forecasting.
• (Support) Sales and Operational planning reports - for both new build and services, own and present the information in a usable way to facilitate organizing of resources to meet customer orders.
• Leadership of the Business Intelligence Team - Provide direction to all BI team members, develop team members skills. Manage all large projects, provide updates and visibility to management.
• Support Chief Commercial Officer and Chief Strategy Officer as required.
• Direct and support the development of Key Account- and Territory Plans, Competitive Landscape Analysis.
• Collect Voice of Customer and translate into Critical Customer Requirements in support of product development as required – Support the launch of “new” products and tracking of opportunities.
• In collaboration with the Marketing Manager, Identify/qualify events (exhibitions, conferences, etc) to feed the annual marketing program. Implement campaigns and tracking progress and measure outcome.
• In collaboration with the Marketing Manager prioritize, propose, plan and manage conference and industry event participation. Assist in organizing customer events, tradeshows, training and meetings.
• Develop and implement a new approach to supplement Parts sales
• Ability to travel on a regular basis both domestically and internationally.
• This job description is not to be regarded as exclusive or exhaustive and you may be required to undertake various duties as may reasonably be required of you by the Company.

The Ideal Candidate

Qualifications

Bachelor’s Degree from a four-year college or university with over 10 years related work experience or equivalent combination of education and experience.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Experience

Development and management of CRM system in industrial environment is a must.

Skills

• Problem solving
• Programming / logical reasoning – C# / C++ / html
• Leadership, develop team members and succession planning
• Written and verbal communication – Excel, PowerPoint, Word
• Understanding of power generation/distribution

Competencies:

This job has no supervisory responsibilities but must be strong in influencing teams and teamwork. While the company grows, leadership of the Business Intelligence Team - Provide direction to all BI team members, develop team members skills. Manage all BI- projects, provide updates and visibility to management.

Language Skills:

Must possess the ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations; write reports, business correspondence, and procedure manuals; ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public; and have the ability to read, write and understand English.

Mathematical Skills:

This position requires the ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry; and the ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

Reasoning Ability:

Have the ability to define problems, collect data, establish facts, and draw valid conclusions; as well as the ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

Computer Skills:

• Microsoft Office Suite which includes Excel, Word and Outlook
• Experience with development and managing CRM system is critical.

Physical Demands: 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this Job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms; talk or hear and taste or smell. The employee is frequently required to stand, walk, sit and kneel.  Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision and depth perception.

Work Environment: 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

General competencies:

To perform the job successfully, an individual should demonstrate the following competencies:

• Problem Solving - Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions; works well in group problem solving situations; uses reason even when dealing with emotional topics.
• Technical Skills - Assesses own strengths and weaknesses; pursues training and development opportunities; strives to continuously build knowledge and skills; shares expertise with others.
• Interpersonal Skills - Focuses on solving conflict, not blaming; maintains confidentiality; listens to others without interrupting; keeps emotions under control; remains open to others' ideas and tries new things.
• Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills; participates in meetings.
• Written Communication - Writes clearly and informatively; edits work for spelling and grammar; varies writing style to meet needs; presents numerical data effectively; able to read and interpret written information.
• Teamwork - Balances team and individual responsibilities; exhibits objectivity and openness to others' views; gives and welcomes feedback; contributes to building a positive team spirit; puts success of team above own interests; able to build morale and group commitments to goals and objectives; supports everyone's efforts to succeed.
• Visionary Leadership - Displays passion and optimism; inspires respect and trust; mobilizes others to fulfill the vision; provides vision and inspiration to peers and subordinates.
• Change Management - Develops workable implementation plans; communicates changes effectively; builds commitment and overcomes resistance; prepares and supports those affected by change; monitors transition and evaluates results.
• Leadership - Exhibits confidence in self and others; inspires and motivates others to perform well; effectively influences actions and opinions of others; accepts feedback from others; gives appropriate recognition to others.
• Quality Management - Looks for ways to improve and promote quality; demonstrates accuracy and thoroughness.
• Business Acumen - Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition; aligns work with strategic goals.
• Cost Consciousness - Works within approved budget; develops and implements cost saving measures; contributes to profits and revenue; conserves organizational resources.
• Diversity - Demonstrates knowledge of EEO policy; shows respect and sensitivity for cultural differences; educates others on the value of diversity; promotes a harassment-free environment; builds a diverse workforce.
• Ethics - Treats people with respect; keeps commitments; inspires the trust of others; works with integrity and ethically; upholds organizational values.
• Organizational Support - Follows policies and procedures; completes administrative tasks correctly and on time; supports organization's goals and values; benefits organization through outside activities; supports affirmative action and respects diversity.
• Strategic Thinking - Develops strategies to achieve organizational goals; understands organization's strengths & weaknesses; analyzes market and competition; identifies external threats and opportunities; adapts strategy to changing conditions.
• Judgement - Displays willingness to make decisions; exhibits sound and accurate judgment; supports and explains reasoning for decisions; includes appropriate people in decision-making process; makes timely decisions.
• Motivation - Sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; measures self against standard of excellence; takes calculated risks to accomplish goals.
• Planning/Organizing - Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; organizes or schedules other people and their tasks; develops realistic action plans.
• Professionalism - Approaches others in a tactful manner; reacts well under pressure; treats others with respect and consideration regardless of their status or position; accepts responsibility for own actions; follows through on commitments.
• Quality - Demonstrates accuracy and thoroughness; looks for ways to improve and promote quality; applies feedback to improve performance; monitors own work to ensure quality.
• Quantity - Meets productivity standards; completes work in timely manner; strives to increase productivity; works quickly.

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