Product Regional Sales Manager

3 weeks ago

Loughborough, United Kingdom Brush Group Full time

As a Product Regional Sales Manager you will be developing and managing customer relationships across the energy management landscape to sell the entire range of BRUSH Group’s products and services (switchgear and transformer focused).

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 South Wales, South of England and London.

**Main Responsibilities**:

- 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 (e.g. DNOs, IDNOs, contractors, end users and influencers)
- Broaden the existing customer base, further develop our footprint in defined market segments (among others: data centres, and commercial & industrial), connect / develop with new market segments in order to generate a solid opportunity pipeline
- Identify strategic and tactical customer needs and tailor (and communicate) your sales approach accordingly
- Utilise value-based selling techniques to position our solutions, products and services in order to highlight our unique selling points (features and attributes) applicable to the customer needs to differentiate from a competitor’s offer
- Understand and communicate internally (by utilising our 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)
- In collaboration with the respective internal teams 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 (internal and external) throughout project lifecycle.
- Manage consultant engagement through collaboration with our consultant engagement manager
- Develop key insights gained by understanding the customer’s business development needs and reflecting these by positioning current solutions, products or services
- Provide feedback to the product management / engineering teams on potential product issues and enhancements based on customer and regional needs
- Support / develop internal sales enablement kits based on identified customer needs
- Drive the generation of customer case studies
- Liaise with Marketing Communication 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

**Person Specification**
**Qualifications:
**Required**
- Minimum HNC (or equivalent)

**Desirable**
- Degree (or equivalent) in Electrical Engineering

**Skills / Knowledge:
**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, transformers 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
- Minimum fluent in English (Speak, Read & Write)

**Desirable**
- Proven track record in developing and maintaining highly effective working relationships at all levels.
- High degree of technical competence.

**Experience:
**Required**
- Relevant and appropriate sales, commercial or technical experience
- Experience of Indirect customer facing roles
- Working knowledge of the energy management landscape

**Desirable**
- Field Sales, Field Engineering or Engineering experience

**Attributes & Disposition:
**Required**
- Customer focused
- Self-sufficient, resourceful and a problem solver.
- An effective communicator, fluent in both spoken and written English.
- Empathy andunderstanding of cultural working differences.

**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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