Job Description

About The Role

Job Summary:

BRUSH identified the Transmission and Distribution market as a profitable and sustainable growth opportunity. In addition, BRUSH has already built strategic partnerships which enhance its product and service portfolio.



Subsequently, the role of Substation Products & Services Director (SPSD) is newly created, which reports to the Chief Strategy and Sustainability Officer. The SPSD is accountable for the strategic business development of BRUSH's positioning within the Transmission & Distribution market.


Focused on the Transmission & Distribution market, the SPSD will identify, build and enhance strategic customer relationships. This includes identifying sales opportunities, leading technical and commercial negotiations, and supporting the associated project management and service activities.


Furthermore, the SPSD will drive the development of the necessary services, capabilities, and capacities required for installation, commissioning, and maintenance.


The SPSD will be the internal and external subject matter expert for the Transmission and Distribution market. In addition, the SPSD will be driving programs for the new product and service definition, development, and market introduction.


The SPSD will be accountable for the orders performance and responsible for the subsequent revenue performance for the enhanced product and service portfolio.

Key Responsibilities:

Scoping, development and execution of a strategic playbook for Transmission & Distribution market in collaboration with the broader functions and business units within the BRUSH Group (for example: the commercial team, Transformer and Switchgear product management, and the Transformer and Switchgear business units). Actively participate in the respective business planning and forecasting processes (for example: budget setting, monthly financial reporting, and weekly cash calls, etc.) In collaboration with the Commercial team, utilising existing customer relationships to introduce BRUSH's enhanced product and service portfolio, identify sales opportunities, lead technical and commercial negotiations, and support the associated project management and service activities. Building new customer relationships to introduce BRUSH's enhanced product and service portfolio, identify sales opportunities, lead technical and commercial negotiations, and support the associated project management and service activities. Lead the negotiation process for identified strategic collaboration agreements and sales opportunities, ensuring mutually beneficial terms and clear expectations regarding deliverables, timelines, and performance metrics, delivering profitable and sustainable growth. Proactively seeking out and engaging with 'new' customers, assessing their value proposition, building trusted relationships, positioning BRUSH's enhanced product and service portfolio in order to create additional sales opportunities, delivering profitable and sustainable growth. Build trusted relationships with (senior) stakeholders and influence key stakeholders both strategically and tactically to achieve successful outcomes. Manage customer engagement, collection of VOC and translation of the impact and opportunities to BRUSH's products, services and solutions portfolio. In close collaboration with the wider internal functions, drive the strategy business development process by conducting market analysis, building a competitive landscape (segment specific), and analysing market trends (and translating these into tactical actions). For BRUSH's enhanced product and service portfolio, develop and maintain business insights to enable data-driven competitive analytics (for example: pricing and delivery time analytics). In conjunction with the internal teams (i.e. commercial), development of pricing strategies for the enhanced products and services portfolio, taking the market segment and/or geographic location into account. Represent BRUSH at industry events, conferences, and key stakeholder engagements. Keep informed about industry trends and market dynamics, identifying potential new customers to expand BRUSH's market penetration. Maintain a deep and broad understanding of the relevant industry policy and market dynamics in order to define the respective implications for BRUSH and to influence where appropriate. Accountable for the adequate data protection activities and awareness levels within their area of responsibility, in line with the data protection policy.

Qualifications, Knowledge, Experience and Skills:

Qualifications

Bachelor's Degree in Engineering or professional electrical and/or mechanical training combined with significant experience in an Engineering, Sales, or Commercial function within the energy management market Proven track record with demonstrable results in revenue stream generation, planning and strategy formation for products/services within the power generation, transmission and distributed energy markets Desired: MBA or equivalent Desired: Six Sigma methodology (Minimum Green Belt, preferred Yellow Belt)

Skills

Excellent written and oral skills. Strong interpersonal skills and the ability to build rapport. Strong analytical skills. IT Literacy and proficiency in the use of MS Office Packages. Result and performance oriented. Strong leadership skills and ability to influence and drive collaboration and consensus within functions across the wider business organisation. Ability to drive discipline throughout the organisation to consistently reach challenging goals. Willingness to challenge the 'status quo' and the ability to balance short- and mid-term objectives. Creates a climate where others can perform constructively in stressful circumstances. Establishes benchmarks, based on industry excellence, and inspires others to achieve them Able to stimulate and encourage an environment for creative excellence. Promote continuous innovation. Well-developed EQ (emotional intelligence) and the ability to leverage this. Passion for technology and the application thereof, relevant to the portfolio.

Knowledge

An in-depth understanding of medium and high voltage transformer and switchgear technologies, solid market and industry knowledge across the various market segments. Lean Six Sigma methodology. Deep understanding of analytical and process methodology required to define market and competitive insights and product portfolio positioning. Keeps up to date with competitor information and market trends; identifies business opportunities for the organisation; translates external trends and impacts to the business; demonstrates financial awareness; controls costs and thinks in terms of profit, loss and added value.

Experience

Experience within a complex manufacturing environment. Experience in the development of a technical and commercial value proposition for products and services within the power generation, transmission and distributed energy segment. Proven ability to complete projects and achieve results in an ambiguous and challenging work environment.

About The Company

BRUSH Group provide agile and adaptive engineering solutions and products, including consultancy services, design, and project management as well as award-winning product technology, to a wide range of projects.


A chosen partner for national and regional power generation and distribution network operators, through innovation and a commitment to delivering solutions that address grid-resilience and drive system change, we support the global drive to net-zero, helping create a future-proof Infrastructure.