Key Account Manager
2 months ago
As Key Account Manager (KAM) you will be managing and developing all relationship aspects of our with Network Rail.This will include the development and implementation of a comprehensive account plan and the associated (external and internal) stakeholdermanagement.
Ultimately, you will be accountable to secure an optimum level of business; capture and deliver a sustainable and profitable account growth whilst leading ‘capture teams’ for strategic opportunities such as frameworks or complex cross-business opportunities.
**Main Responsibilities**:
- 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.
- 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).
- Deliver the defined sales objectives and targets.
- Support the Sales Director, Products and the wider business teams in achieving the defined objectives and targets.
- 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.
- Act as the single point of contact throughout the commercial opportunity and project management phase.
- Present, workshop and defend our solutions, products and services (current and future).
- 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.
- 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.
**Person Specification**
**Qualifications**:
**Required**
- Minimum HNC (or equivalent)
**Desirable**
- Degree (or equivalent) in Electrical Engineering or Business
- Proven track record in a similar role
**Skills & Experience:**
- Strong and relevant key account management experience in the energy management landscape.
- Proven account planning experience.
- Solution selling experience.
- 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.
- Relevant 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 DNO specific rules & regulations.
- Possesses a high degree of technical competence.
- Working knowledge of the energy management landscape
- Working knowledge of the DNO and IDNO market.
**About Us**
At BRUSH we support the global drive to Net Zero with innovative, engineered solutions that address grid resilience and systems challenges, facilitate electrification of transport and heat and maximise resource efficiency.
Our sustainable solutions are engineered to perform, built to last and supported for life dedicated to secure peak performance and maximise asset life. Our people engineer and support a comprehensive range of transformers and switchgear, providing innovativesolutions that meet the needs of today’s changing energy landscape.
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