Territory Sales Manager

Job Description

The Account Manager position is a key role within the National Sales Team, holding the position as the team lead for a selection of our major customers within the assigned segment. This position is an integral role for the National and EMEA sales organization, with the individual holding accountability for the full portfolio order targets attributed to the identified accounts. You will form part of a team that cover all disciplines of the business, within which you will hold account management responsibility, supported by a matrix of product specialists to facilitate the needs of your customers through a structure that offers the best-in-class balance of relationship management and technical support. As an individual you need to have strong segment industry experience coupled with a well-established network, be able to demonstrate good key account management skills, a strong commercial acumen, and have the capability to build strong networks internally within Vertiv community. Delivery of your targets will require effective coordination between the different business segments to fulfil the requirements of your customers, so strong communications skills are vital. Furthermore, you will need to have the technical competence to understand and demonstrate the full breadth of the Vertiv offering and our capabilities as an organization to your customers, particularly at senior management level within region. Your targets will be set to align with the growth expectations of the market and our strategic position with the respective accounts. National Account sales are an extremely important revenue stream for Vertiv, and consequently we are looking for a highly competent, energetic, and ambitious individual to take on this role within the organization.

Responsibilities

• Long-term building and maintaining of relationships with the allocated accounts, working to ensure high levels of customer satisfaction and facilitating a best-in-class customer experience.
• Consistently promote Vertiv’s product and service offering throughout the hierarchy of the allocated accounts, engaging with content that is relevant and profiled to the different stakeholders.
• Continuously informs accounts of new product developments and service offerings that could be applicable to their business segment, investigating and identifying short- and longer-term solutions and coordinating the Vertiv sales force to engage and generate proposals.
• Creates and leads business development plans that support the customer’s vision over the short to medium term, involving other parts of the Vertiv organization, coordinating the right individuals to meet with the right contacts with the account relative to the scope at hand.
• Managing commercial negotiations with the account centrally, actively participating, supporting, and coordinating with the LOB sales teams in bids and negotiations until closure of an opportunity.
• Interprets internal/external business issues; makes changes to own and others’ work to meet with the customer’s needs.
• Drive specific marketing activities for Vertiv products, services and solutions, together with the countries and other channels, through regular visits and meetings that support the customers vision and strategy.
• Responsible to create, follow up and report the Account plan, which defines the joint strategy, active pipeline, activity plan etc.
• Responsible for sales & profitability level for the accounts at a national level, and therefore responsible for pricing and bid consistency within the region.
• Actively work alongside and coordinate the local Vertiv sales resources aligned with the account.
• Actively participate in the construction and follow-up of pipeline review, demand generation and marketing/activity plans toward the account market segment.
• Contributes to the monitoring of the market, identify new business opportunities, and propose and drive action plans.
• Undertake/co-ordinate presentations to key stakeholders, including organizational capabilities, technical and value add presentations. Develop relationships with key players; map/identify opportunity and enquiry potential.
• Utilize reporting and forecasting platforms to facilitate pipeline discipline, pipeline growth, and forecasting accuracy
• Increase Vertiv’s market share and work to meet/exceed the budget numbers in terms of Orders, Sales, GM/EBITDA in accordance with the company’s ethics and guidelines.
• The above duties and responsibilities are intended to describe the general nature and requirements of the position and are not intended to be an exhaustive list. In order to achieve business objectives, other duties may be included at the discretion of the department manager.

Expectations: -

• Contribute to teamwork and knowledge sharing inside the team and organization: maintain and update reporting systems, run scheduled and ad-hoc analysis, lead and participate in team meetings and share your experiences, share new knowledge you gather about the market, competitors and challenges you perceive we face.
• Focus on self-growth and development: keep an open mind and learn from some of the best experts in the company and the industry, participate in Vertiv meetings and events to acquire knowledge of where the market is going, keep up to date with technical developments, participate in company trainings and apply the knowledge in your day-to-day work.
• Be innovative: bring your own ideas of improvements inside the team, look at each process and task with the goal of constantly improving it to bring more value to the customer, to you, the team and the organization.
• Own their job: approach your daily work and customers with ethics, responsibility, discipline and ownership, knowing that everything you do has an impact on the customers, the company and your development. Sales activities, related administrative activities, reporting and your own development are all important and lead to your success in the role

Qualifications: -

• Excellent commercial experience to understand customer(s) and the Vertiv business environment.

Additional qualifications and experience: -

• Min. 10 years proven records in management of Sales Account in International environment.
• Excellent knowledge of Mobility & Critical Energy market segment and industry.
• Strong experience in business negotiations
• Strong experience in relationship building activities with customers.
• High ability to develop and execute strategic plans.
• Excellent interpersonal skills and relationship builder.
• Degree in electrical or mechanical engineering or equivalent
• Strong sales background with experience in critical support applications.
• Planning, Organizational and Leadership Skills.
• Basic legal and business knowledge.
• Account Management, Selling, influencing, negotiating and problem-solving skills.
• Excellent written and oral communication skills at all levels.
• Ability to work proactively under own initiative, as well as in a team environment.
• Be an aggressive competitor and keen achiever.
• Ability to represent Vertiv successfully at meetings to senior management level.
• Excellent presentation skills.
• Numerate and IT literate with an in-depth understanding of business performance.
• The ability to work under pressure and to agreed timescales.
• Self-starter, ability to plan, organize, and manage time effectively.
• Excellent customer service skills.
• Driving License.

Working Conditions: -

• May be required to travel abroad from time to time.
• Travel will occasionally require overnight stays.

Time Travel Required: -

• 50%