Eaton Corporation
Specification Sales/Business Development Manager - Building Services Consultants
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For our UK&I Sales Organization, we are looking for a Specification Sales/Business Development Manager - Building Services Consultants.
Electrical Sector – Commercial & Industrial Buildings | UK
Location: UK
Working Model: Hybrid / Remote
Travel: Customer-facing travel across UK as required
Reporting to: C&I Sales Leader
Role Summary
The Specification Sales/Business Development Manager will be responsible for developing new and existing business opportunities across Eaton’s product baskets. We welcome candidates who have had previous experience in one of more of the following solutions: Low voltage power distribution, Medium voltage, Power quality or Emergency Lighting.
The role will focus on identifying opportunities, building strong customer and influencer relationships, creating demand through specification activity and positioning Eaton as a preferred partner for safe, reliable and sustainable electrical infrastructure solutions.
The successful candidate will manage successful customer relationships which maximise the potential for specification across Eaton offers.
Key Responsibilities:
Specification and Design Influence
- Build and maintain relationships with electrical consulting engineers, building services consultants, design practices, technical end users, main contractors and specialist contractors involved in design and build.
- Influence the specification of Eaton solutions across the full product basket.
- Ensure Eaton solutions are specified by name or through performance-based specifications.
Early Project Engagement
- Identify and develop early-stage project opportunities.
- Build relationships that provide visibility of future projects and customer requirements.
- Create, maintain and convert opportunities within Salesforce (CRM).
- Develop territory plans and target-account activity to support sustainable pipeline growth.
Technical Expertise and Consultancy
- Act as a trusted advisor for relevant solutions in power distribution (LV or MV), Power quality or Emergency Lighting.
- Support consultants and customers with system architecture, concepts, resilience strategies, sustainability and energy efficiency requirements.
- Deliver CPD presentations, technical workshops and lunch-and-learn sessions.
- Provide guidance on relevant standards, regulations and best-practice requirements applicable to the market.
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Specification Protection
- Defend Eaton specifications throughout tender and procurement processes.
- Minimise specification erosion during value engineering and substitution exercises.
- Clearly articulate Eaton’s value proposition around safety, reliability, sustainability, lifecycle cost, digitalisation and energy resilience.
Internal Collaboration
- Work closely with direct colleagues, project sales engineers, application engineers, marketing, product management, channel sales teams, contractors and distribution partners.
- Ensure seamless handover of specified projects through the sales process.
- Maintain accurate project, account and opportunity information within Salesforce.
Key Deliverables
Project and Pipeline:
- Pipeline value and growth.
- Number of specification opportunities created.
- Early-stage project engagement.
- Specification conversion rates.
- Salesforce (CRM) data quality.
Customer Engagement
- Consultant relationships developed.
- CPD presentations delivered.
- Technical design reviews completed.
- Account plans implemented.
Business Performance
- Revenue influenced.
- Market share growth.
- Increased adoption of Eaton solution portfolios.
- Cross-selling of complementary Eaton technologies.
Qualifications and Experience:
Essential:
- Experience in low voltage power distribution equipment, including switchgear, switchboards, circuit protection, MV equipment, power quality or emergency lighting.
- Minimum 3 years’ experience in a selling role within the electrical industry, ideally in technical, project, contractor, panel builder, consultant or channel-facing sales.
- Experience working with contractors, panel builders or consultants, with the ability to build relationships and influence customer decisions.
- Strong commercial awareness with the ability to identify, develop and convert opportunities.
Desirable / Advantageous:
- Experience or exposure to relevant Eaton solutions or those of peers.
- Knowledge of specification selling, consultant engagement or project-based sales cycles.
- Use of relevant digital sales tools, including CRM systems such as Salesforce.
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Competencies
Technical
- Electrical design principles (ideally HNC/HND or degree in electrical engineering)
- Building services infrastructure
- Relevant standards and legislation
- Digital power monitoring and energy management
Commercial
- Opportunity identification
- Account planning
- Strategic selling
- CRM management
- Pipeline development
Personal
- Accountability
- Relationship building
- Communication skills
- Presentation skills
- Analytical thinking
- Resilience
- Business acumen
- Customer focus
- Time management
- Adaptability
What we offer:
- Competitive compensation and benefits package
- Challenging projects in dynamic collaborative team
- Flexible working solutions (remote, flexible working hours, compressed week, part time etc.)
- We make your aspirations matter – Eaton encourages internal promotion, whenever possible
- We make your growth matter - We invest in our employees for the long term – not just with salary and benefits, but with ongoing learning and development opportunities made available through Eaton University
- We make your contributions matter - reliability, safety, efficiency, and sustainability are at the core of our dedication to improving people’s lives and the environment through power management technologies
- We make your wellbeing matter – We put your health and safety first. Wellness at Eaton is more than a program, it’s about changing the environment by offering the right tools to help empower employees to make that happen
All positions may require participation in video and in-person interviews as part of the hiring process. All candidates will be evaluated based on job-related competencies, and all candidates’ privacy rights and data security will be protected in accordance with applicable laws.
We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.
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