IDNO & Commercial Sales Manager

Job Description

We ae currently seeking a IDNO & Commercial Sales Managerto join BRUSH Power Distribution.You will be managing and developing relationships with IDNOs, industrial and commercial contractors, electrical contractors and end users to sell a range of BRUSHPDequipment and services.Working to secure new, significant projects in the power transmission sector, you will develop your territory to the optimum level of business capture and grow a sustainable business.Working remotelyand covering a sales territory across from Northampton down to the South coast and occasional coverage of the West country. Main Responsibilities

• Consult on and develop end-to-end Power Distribution requirement definitions, relating to the Customer and their broader power transmission system.
• Manage the territory and support the Cluster Manager in achievingobjectives and targets.
• Develop key relationships with Data centre, key IDNO and high value end user market customers and influencers.
• Manage consultant engagement through collaboration with the consultant engagement manager.
• Develop key insights gained by understanding the customers environment and needs and fulfilling this by bringing current and future products into this environment to create value.
• Develop internal Technical Sales Packages and developing technical toolkits to help Sales and Sales stakeholders. advance the commercial prospects of Client Solutions.
• Utilise value-based selling techniques to position solution elements that will highlight features or attributes of Clients offer or solution that differ from a competitors offer and are acknowledged by the customer as important.
• Ensure the feasibility of complex solutions and make sure Customer case Studies are well understood against the context of Clients solutions.
• Understand and communicate internally on Clients Roadmap and work to clarify important new developments and solutions.
• Liaises with Marketing Communication to establish regional account-based value propositions and refine strategic messaging.
• Develop and maintain good customer communications for the future growth of Client by regular personal visits, phone calls, follow-ups and emails.
• Present, workshop and defend solution designs with Client customers.
• Engage in regular interaction with the customers (internal and external) throughout project lifecycle.
• Provide feedback into Engineering on potential product issues and enhancements based on customer and regional needs.
• Ensure process compliance according to Client Process Map.
• Manage pre-sales to post-sales internal handovers to ensure a smooth and successful transition of projects from pre-Sales to post-Sales implementation.
• Regularly provide updates on the competitive environment within the customer and region.
• Understand, communicate, and participate in the building of Total Cost of Ownership (TCO) models.

Person SpecificationQualifications:

• Minimum HNC (or equivalent)
• Degree (or equivalent) in Electrical Engineering

Skills & Experience:

• Specific knowledge and experience relating to power transmission design and associated power network architecture.
• Product knowledge/experience of switchgear and associated equipment would be advantageous.
• Experience in a Pre-Sales environment.
• Demonstrable understanding of fixed network architectures and associated ecosystems.
• Proven experience in Customer Product/Technology Presentations and workshops.
• Broad-based end-to-end system and solution design experience.
• Solution selling experience.
• RFQs preparation and response.
• Knowledge of DNO IDNO Recommendations rules & regulations.

About UsThe BRUSH Group is the worlds largest independent manufacturer of generators above 20MVA. With a comprehensive range of products and services including transformers, switchgear and control & monitoring systems, BRUSH is your ideal partner for electric powergeneration, distribution monitoring and control.