Job Introduction

As Key Account Manager you will be managing and developing all aspects of our relationship with a key account (DNO).  This will include the development and implementation of a comprehensive account plan and the associated stakeholder management. 

Ultimately, you will be accountable for the development of the key account to secure an optimum level of business; capture and deliver a sustainable and profitable account growth.

Covering BRUSH’s engineered solutions, products and services portfolio, you will be accountable for securing profitable orders growth, generating a sufficient opportunity pipeline.

Furthermore, you will be leading ‘capture teams’ for strategic opportunities (such as frameworks or complex / cross-business opportunities). 

In addition, you will be working with the respective operations teams in order to represent the ‘voice of the customer’ and to manage customer success.

In conjunction with the respective teams, you will lead the key-activities.

Working from home and covering a territory that includes The Midlands, Eastern Counties, Wales and the South-West (Including Cornwall).

Role Responsibility

• Manage and develop all aspects of our relationship with the key account.
• Develop and implement a comprehensive account plan including external and internal stakeholder management plan.
• Regularly provide updates on the business drivers of the key account (focused on the opportunity and project landscape and business needs). 
• Develop and communicate key insights gained by understanding the key account’s business environment and needs and connect these with our current and future solutions, products and services portfolio (features and attributes). 
• Manage the key account and deliver the defined sales objectives and targets.
• Covering the entire solutions, products and services portfolio, accountable for securing profitable orders growth.
• Generate a sufficient opportunity pipeline.
• Define / improve the customer specific net promoter score (NPS) and key performance indicators (KPI).
• 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).
• For the key account maintain a minimum of 18 high value influencer / stakeholder relationships across the regional and hierarchical level.
• Engage in regular interaction with the customers (internal and external) throughout the opportunity / project lifecycle.
• In collaboration with the respective internal teams act as the single point of contact throughout the commercial opportunity and project management phase.
• Engage in regular interactions with the key account influencers / stakeholders and promote our solutions, products and services portfolio.
• Present, workshop and defend our solutions, products and services (current and future).
• Day-to-day management of the key account
• In conjunction with the respective teams lead the following key-activities:  deal structuring, opportunity management / forecasting, opportunity price benchmarking / management, negotiation of terms & conditions, compliance with external and internal tender / project requirements, and management of framework orders.
• Identify and communicate strategic and tactical key account needs and reflect these in our sales approach.
• Lead ‘capture teams’ for strategic opportunities (such as frameworks or complex / cross-business opportunities). 
• Work with the respective operations teams in order to represent the ‘voice of the customer’ and to manage customer success.
• Understand and ensure process compliance according to the key account process map. 
• Drive the generation of key account specific case studies.
• Provide feedback to the product management / engineering teams on potential product issues and enhancements based on the key account needs.
• Understand, communicate, and participate in the building of key account specific total cost of ownership (TCO) models.
• Support / develop internal sales enablement kits based on identified key account specific needs. 

The Ideal Candidate

Qualifications:

• Minimum HNC (or equivalent)
• Degree (or equivalent) in Electrical Engineering or Business
• Proven track record in a similar role

Skills / Knowledge:

• Minimum of 5+ years of sales / key account management experience in the energy management landscape.
• Proven account planning and key account management experience.
• Solution selling experience.
• Experience in setting sales strategics in a complex opportunity landscape.
• Experience in a pre-sales, sales and project management environment.
• In-depth experience in RFQs preparation and responses.
• Hands-on experience in developing technical, commercial (including pricing) and terms & conditions negotiations.
• Minimum of 5+ years experience working within HV / MV space.
• Specific knowledge and experience relating to power transmission / distribution design and associated power network architecture.
• Broad-based end-to-end system and solution design experience.
• Product knowledge/experience of switchgear, transformer and associated equipment.
• Proven experience in technical and commercial customer presentation / workshops (solutions, products and services focused).
• Knowledge of DNOs operations, structures, specific rules & regulations.
• Fluent in English (speak, read & write).

Experience:

• A minimum of five years of relevant sales, commercial or technical experience in direct customer facing roles.
• Working knowledge of the energy management landscape
• Working knowledge of the DNO and IDNO market.

Attributes & Disposition:

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

About the Company

BRUSH Switchgear 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