Job Introduction

BRUSH is seeking a Regional Products Sales Manager. The successful candidate will be developing and managing customer relationships across the energy management landscape to sell the entire range of BRUSH Group’s products and services relating to switchgear and transformers. 

For your territory, you will be focusing on the DNOs, IDNOs, Industrial & Commercial, Electrical Contractors and End Users segments.  You will be responsible for driving the profitable and sustainable sales growth across for your territory. 

You will be home based covering a sales territory across the Midlands , North West and North East England.

Role Responsibility

• Manage the assigned territory and deliver the defined sales objectives and targets
• Support the Products Cluster Manager and Sales Director in achieving the defined sales objectives and targets
• Maintain and develop relationships with key customers including DNOs, IDNOs, contractors, end users and influencers
• Broaden the existing customer base, further develop our footprint in defined market segments (among others: data centres, Renewables and commercial & industrial).
• Develop with new market segments in order to generate a solid opportunity pipeline  
• Identify strategic and tactical customer needs, adapt and articulate your sales approach accordingly
• Utilise value-based selling techniques to position our solutions, products and services in order to highlight our unique selling points
• Develop and maintain good customer communications to identify and support future growth opportunities through a structured account planning process and via regular personal touch points e.g. visits, phone calls, follow-ups, and emails
• Utilise and maintain customer opportunity tracking and planning tool on customers opportunity / project pipeline
• Regularly provide updates on the competitive landscape (focused on customers, technologies, and competitors)
• In conjunction with the respective teams, lead the entire sales process from the opportunity identification to the opportunity hand-over to the operations / project management teams after the purchase order acknowledgment
• Act as the single point of contact to the customers and develop, present and champion our technical and commercial proposals 
• Engage in regular interaction with the customers  throughout project lifecycle.
• Provide feedback to the product management / engineering teams on potential product issues and enhancements based on customer and regional needs
• Drive the generation of customer case studies
• Liaise with Marketing to establish regional account-based value propositions and refine strategic messaging
• Understand, communicate, and participate in the building of Total Cost of Ownership (TCO) models

The Ideal Candidate

Qualifications:

Required

• Minimum HNC (or equivalent)
• Proven track record in a similar role

Desirable

• Degree (or equivalent) in Electrical Engineering

Skills & Experience: 

Required

• Sales experience in the energy management landscape
• Account planning and demonstrable customer management experience
• Solution selling experience
• Experience in a pre-sales environment
• Experience in setting sales strategics in a complex opportunity landscape
• In-depth experience in RFQs preparation and responses
• Hands-on experience in developing technical, commercial (including pricing) and terms & conditions negotiations
• Product knowledge/experience of switchgear, transformer and associated equipment
• Specific knowledge and experience relating to power transmission / distribution design and associated power network architecture
• Proven experience in technical and commercial customer presentation / workshops (solutions, products and services focused)
• Knowledge of DNO / IDNO recommendations rules & regulations

Experience:

Required

• Relevant and Meaningful commercial and technical experience
• Working knowledge of the energy management landscape

Desirable

• Field Sales, Field Engineering or Engineering experience

BRUSH Group