Job Description Summary

Become part of a winning team and help to deliver the Green Energy transition.

Customer facing staff responsible for winning business jobs at this level operate with some autonomy but are covered by well-defined Commercial policies or review of end results.

The job allows modification of procedures and practices covering work as long as the end results meet standards of acceptability (typically annual volume, margin and compliance requirements). Responsible for medium-sized sales territories.
This role will be remotely based but the customer base is in the South West of the UK.

Job Description

Role Summary / Purpose:

Grid Automation offers its customers a complete range of innovative products, systems and services covering design and manufacture, as well as commissioning and long-term maintenance of Substation Protection and Automation solutions. This includes, amongst others, Protection relays, control systems, cyber security solutions, device management, asset performance, etc.

• Define the sales strategy, with budget responsibilities, for Grid Automation products and solutions in their area of responsibility. Specific Sales Area - "Southwest" of the UK, which covers Somerset, Cornwall, Devon, Dorset, Wiltshire, Hampshire, South Wales. In addition, Ireland and Northern Ireland are also covered by the Southwest sales manager.
• The Southwest sales manager will also be the Key account manager for the Grid Automation Business for the National Grid Electricity Distribution account.
• Promotes the full Grid Automation portfolio to customers. Is able to present the portfolio and lead technical and commercial discussions with key stakeholders in the field.
• Achieve order intake targets following the strict ethical code of the company.
• Deliver commercial results for the portfolio.
• Promote customer relation, intimacy and satisfaction, develop strategic customer relationships with key decision makers.
• Ensure monthly/weekly reports with action plans, mitigation plans and recovery plans.
• Foster the identification of new business opportunities, develop business and identify new opportunities to grow market share.
• Ensure prices are established based on target-winning price, with a view on market conditions (competition, customer budget).
• Formulates and executes proposal strategy and sales agreements. Formulates deal structure, pricing, proposal development. Assists in customer negotiations. Identifies new opportunities with functional partners to develop new products and services for business growth.
• Utilises in-depth knowledge of own and others sales territory, product lines, markets, sales processes or customer groups and uses analytical thinking and commercial experience to execute policy/strategy.
• Has knowledge of best practices and how own area integrates with others; is aware of the competition and the factors that differentiate them in the market
• Uses some judgment and has some ability to propose different solutions outside of set parameters to address more complicated, day-to-day problems with projects, product lines, markets, sales processes, or customers. Ability to prioritise information for decision making. Uses technical experience and analytical thinking. Uses multiple internal and limited external sources outside of own teams to arrive at decisions.
• Strong interpersonal skills. Acts as a resource for colleagues with less experience. May lead small projects with low risks and resource requirements. Explains information; developing skills to bring team members to consensus around topics within field. Conveys performance expectations and may handle sensitive issues.
• Comply with Quality Procedures, work instructions and Processes. Report or resolve any non-conformances and process in a timely manner.
• Attendance of trade shows, seminars and conferences as necessary.

• Bachelor's degree in Electrical Engineering from an accredited university or college.
• Demonstrated experience in Sales and/or tendering, business development in the Grid Automation portfolio. Protection and control knowledge is essential.
• Excellent interpersonal and communication skills with an excellent customer focus and ability to cooperate with the different departments.
• Willingness to travel.

• Excellent oral and written communication skills.
• Demonstrated ability to analyse and resolve problems.
• Ability to document, plan, market, and execute programs.
• Exceptional business acumen, leadership, discipline in managing the day-to-day business.
• Ability to work in international and matrix organisations.
• Able to interface effectively with all levels of the organisation.