Sector Sales Manager - Stationary Power and Data Centres - #2171225

If you are searching for an ambitious and growing company that can offer you a role in the exciting and growing world stationary power markets and applications this role at Grayson Thermal Systems is an opportunity for you.

About Us

As a leading supplier in the on-highway and off-highway sectors, our thermal management, cooling and HVAC systems are helping companies develop new technologies in traditional combustion technologies and the growing zero-emission space.

From our Birmingham-based HQ, we design, manufacture, supply and service everything from combustion engine cooler modules to battery thermal management systems and hydrogen fuel cell cooling systems to some of the best-known OEMs and operators across the world.

Despite having grown over more than 48 years to become a global organisation, with sites across the UK, USA and Europe, and manufacturing facilities, we remain a family-owned business that truly values our people.

Role Summary

Reporting to the Head of EU Sales and Marketing, the Sector Sales Manager will own and grow Grayson Thermal Systems' business within the stationary power and data centre back-up power markets.

The role requires proven hands-on sector experience, an established network of relevant contacts and the credibility to engage at generator set and battery energy storage OEMs, system integrators, data centre developers and operators.

You will develop and execute the sector sales strategy, build and convert a strong opportunity pipeline, and secure profitable long-term business for Grayson in this growing market sector. This is a technical, specification-led sales role involving long sales cycles, requiring close collaboration with Engineering, Programme Management, Quality and Supply Chain.

Sector experience is critical to the candidate being successful in this role.

Role and Responsibilities

Sector Strategy and Business Development:

• Develop and implement a sector sales strategy and annual business plan for stationary power and data centre back-up power, identifying target customers, applications, market segments across the UK and Europe.
• Set and deliver clear objectives for revenue, margins, pipeline development and order / contract delivery in line with company growth plans.
• Identify new business opportunities with generator set, back-up power, battery energy storage, UPS and power system OEMs and system integrators.

Pipeline and Account Management:

• Build, qualify and manage the opportunity pipeline from first engagement through quotation, technical approval, negotiation and order placement.
• Develop strategic account plans for priority customers and build long-term relationships that lead to repeat orders, long term programme commitment and framework business.
• Maintain accurate CRM records, sales forecasts and a current year plus three-year opportunity pipeline for each target account.

Specification and Technical Selling:

• Engage early with customers and design influencers to understand thermal requirements, cooling performance, reliability and compliance requirements.
• Position Grayson products and systems within customer designs and specifications and work with Engineering to translate requirements into competitive and desirable solutions.
• Develop sufficient technical knowledge of Grayson's product range to lead credible discussions with senior engineering, operational and commercial decision-makers.

Quotations, Tenders and Contract Negotiation:

• Lead RFQs, tenders, customer proposals and presentations, clearly demonstrating the technical and commercial value of the Grayson solution.
• Negotiate pricing, commercial terms and contracts to secure profitable orders, protect margin and manage commercial risk.
• Ensure a structured handover of secured programmes to Engineering, Programme Management, Quality, Supply Chain and other delivery functions.

Market Intelligence and Industry Presence:

• Monitor customer investment plans, market trends, emerging technologies, standards, regulation and competitor activity, feeding insight into product, pricing and strategic decisions.
• Represent Grayson at relevant exhibitions, conferences, trade bodies and customer events to strengthen the company profile and generate opportunities.
• Work with Marketing to develop focused account-based marketing activity, sector content, campaigns and lead-generation plans.

Customer Compliance, Risk and Internal Engagement:

• Work with Quality and Engineering to support supplier qualification, audits, technical approvals and customer compliance requirements.
• Identify and manage risks relating to technical compliance, customer approvals, long lead times, forecast volatility and commercial exposure.

Forecasting, Reporting and Performance:

• Manage and ensure pipeline and forecast accuracy and customer activity.
• Adapt priorities and sector plans where required to remain aligned with business objectives and changing market conditions.

Quality

• Always striving for continual improvement and development.
• Follow the Grayson Business Management Systems (BMS) to maintain compliance with ISO9001, ISO14001 and ISO27001 accreditation.
• Attention to detail on the presentation of all documents and work produced (internal and external)
• Learn and understand the importance of Quality throughout all aspects of the business.

Training

• Training will be given on all internal software systems in operation presently to ensure you are capable of reaching the required level of competency.
• On-going training on products, markets, customer and a detailed understanding of the business will be provided and a training log will be maintained by the candidate.
• Opportunities for personal and professional development via online and external training.

Key Skills and Competencies

• Sector expertise: Proven in-depth knowledge of the stationary power and/or data centre back-up power, including how projects are specified, procured and delivered.
• Business development: Strong track record of winning new business and growing strategic accounts in technically demanding, long sales-cycle markets.
• Technical selling: Ability to understand and communicate complex engineered thermal management, cooling and HVAC solutions.
• Commercial and negotiation skills: Strong understanding of pricing, margin, forecasting, contracts and commercial risk, with the ability to secure sustainable outcomes.
• Strategic thinking: Ability to translate market insight into focused sector strategies, account plans and measurable growth actions.
• Communication and presentation: Confident written and verbal communicator able to engage customer stakeholders from engineering level through to senior management and directors.
• Stakeholder management: Ability to build productive internal and external relationships and work effectively across Engineering, Programme Management, Quality, Supply Chain and Marketing.
• Organisation and drive: Proactive, self-motivated and capable of managing multiple accounts, opportunities and deadlines while working independently and as part of a wider team.
• Systems capability: Proficient in Microsoft 365 and CRM systems; experience of HubSpot or equivalent would be beneficial.

Experience/Knowledge

Essential

• Minimum five years' proven sales or business development experience within stationary power and/or data centre back-up power sector, for example generator sets and standby power, battery energy storage, UPS and power systems, or data centre cooling and infrastructure.
• An established network of relevant contacts across OEMs and system integrators.
• Excellent communication, interpersonal, presentation and negotiation skills.
• Willingness and ability to travel regularly within the UK and internationally.

Desirable

• Degree in engineering or a relevant technical or commercial discipline, or equivalent industry experience.
• Knowledge of thermal management, heat exchange, liquid cooling, cooling systems or HVAC technologies.
• Experience of tender, framework and supplier-qualification processes within demanding or highly governed customer environments.
• Experience using CRM and sales forecasting tools to manage account activity, pipeline and performance.

Working Hours / Benefits

• Office operating hours of either:

0800-1700 / 0830-1730 Mon-Thu

0800 - 1300 / 0830 - 1330 Fri

• Flexible / hybrid working policy between office and home.
• Flexibility will be required when travelling and meeting with customers.
• Any reasonable hours to ensure targets and objectives are met.
• Competitive salary and performance related bonus scheme.
• Employer Pension scheme contribution.
• 25 days annual leave (plus statutory bank holidays).
• Access to Employee Assistance Program.
• Free on-site parking