Position Summary/Objectives of Incumbent:
As the Key Account Manager, Strategic Accounts, ANZ, you will be accountable for developing vertical business strategies and identify new business opportunities to achieve agreed upon growth objectives for the company. This role also requires strong interaction with local Strategic Accounts and stakeholders, and other functional leadership in the region in order to maximize our potential with current customers, identifying and acquiring new customers for Vertiv's Strategic Account Team within ANZ. Geographic responsibility: NSW, ACT, QLD, NT, NZ, VIC, SA, TAS & WA
Key responsibilities:
- Strive to overachieve yearly Orders & Sales targets for your allocated account base.
- Manage all your allocated Strategic Accounts and Opportunities in your geographic area.
- Manage own activity for the achievement of short-and long-term business objectives, increased profit and market control.
- Work collaboratively with the internal stakeholders to develop and own the strategic account plans for your accounts and to develop solutions that meet customers' requirements
- Establish strong relationships within your allocated accounts and market.
- Prepare and conduct presentations to, and negotiations with partners (prospective and existing), to highlight our product and service capability
- Achieve high value and high visibility wins to demonstrate the benefits of this consistent approach.
- Deliver effective communication, forecasting and reporting of the Strategic Account opportunities.
- Develop the overall strategy for successful targeting of the Strategic Account opportunities/customers in the region of responsibility within the ANZ MU.
- Understand, support and integrate into the Global Strategic account teams.
- Ensuring high quality and timely communication of accounts current and future plans, forecasts, competitive & industry intelligence.
- Produce, monitor & review business plans quarterly and track progress monthly against KPIs by hosting and participating in regular planning sessions and monitoring meetings
- Work with internal stakeholders to identify improvement opportunities (product solutions, technical support and service delivery) and develop and implement action plan
WHS, Environment & Quality:
• Comply with all Work, Health & Safety, Environment and Quality obligations
• Actively promote safety in the workplace
Employees reporting to Incumbent N/A
Specialist Knowledge:
- 5+ years' experience in consultative technical sales/sales management with minimum of 2 years managing key accounts
- Recognized tertiary qualifications in Business, MBA/Masters desirable. Or relevant demonstrated experience.
- People management experience with high level interpersonal and relationship management skills.
- Strong business acumen
- Good understanding of sales concepts and techniques
- Sound computer skills in Microsoft Office Applications
Practical Experience:
- Experience in the Data Centre Industry
Education/Qualification:
- Degree in Mechanical or Electrical Engineering (or any related field)
Personal Attributes:
- Customer first mentality and approach
- Account Management mindset
- Strong relationship building skills and ability to hold relationships
- Excellent interpersonal and communication (verbal and written) skills
About the Team
Skills Required
- 5+ years consultative technical sales experience with minimum 2 years managing key accounts
- Degree in Mechanical or Electrical Engineering or related field
- Experience in the Data Centre industry
- Recognized tertiary qualifications in Business, MBA/Masters
- People management experience
- Strong business acumen
- Good understanding of sales concepts and techniques
- Sound computer skills in Microsoft Office applications
- Excellent interpersonal and verbal and written communication skills
- Customer-first mentality and account management mindset
What We Do
Vertiv (NYSE: VRT) brings together hardware, software, analytics and ongoing services to ensure its customers’ vital applications run continuously, perform optimally and grow with their business needs. Vertiv solves the most important challenges facing today’s data centers, communication networks and commercial and industrial facilities with a portfolio of power, cooling and IT infrastructure solutions and services that extends from the cloud to the edge of the network. Headquartered in Columbus, Ohio, USA, Vertiv employs approximately 20,000 people and does business in more than 130 countries. For more information, and for the latest news and content from Vertiv, visit Vertiv.com.
