Job Description
Focuses on specific key accounts and/or markets to target and penetrate with the goal of obtaining new business from both new and existing customers. This position is focused on Data Center construction and maintenance support for specific named end user accounts. Need to be able to navigate at all levels of the organization, with a focus to reach high level executives. Identifies and documents growth strategies for key accounts/markets, targets and provides guidance throughout the organization, and assists with information regarding the account opportunity.
RESPONSIBILITIES
Responsible for aggressively pursuing and closing all business opportunities within assigned Accounts/Markets. Develop and manage a Strategic Business Plan for each Account/Market to drive corporate and local opportunities with each client. Work closely with Service Center Managers and Local Sales Executives to further develop ERS' overall relationship with these accounts. Individually responsible for developing key relationships, identifying opportunities, coordinating the quotation of services, working with management and local sales on pricing strategies, closing business, and handling follow up on any customer issues with these accounts. Accurate and complete reporting as well as effective communication with customers, company associates, and management will be essential to the overall success of the position. Further, this position requires effective communication across a matrixed organization.
Develop strategic account/market plans to drive sales and sales growth at each assigned major account
Develop key relationships at each account to improve partnerships with the client and increase project hit rates
Build and grow service revenue through the profitable sale of all ERS acceptance testing services to targeted major accounts.
Form successful working relationships with Company Service Center Managers, Sales Engineers, Major Account Customer Success Managers, and other Vertiv Service Entities to ensure complete customer satisfaction at all levels.
Meet or exceed sales quotas while supporting management's strategic objectives.
Develop and present proposals while maintaining and updating account proposal activity through ERS' quote management system to accurately reflect 100% of the outstanding potential for the month.
Maintain sales records and up to date activity on progress to provide accurate forecasting reports.
Achieve progressively increasing monthly, quarterly, and annual sales quotas.
Cold calls and strict follow up on proposals to close contracts effectively and efficiently
Communicate with field and corporate associates regarding contract issues.
Adhere to all company policies, procedures and business ethics codes and ensure that they are communicated and implemented within the team.
Other duties may be assigned as applicable
Competencies
To perform the job successfully, an individual should demonstrate the following competencies:
Customer Focus - Is dedicated to meeting the expectations and requirements of internal and external customer; Gets first-hand customer information and uses it for improvements in products and services; Acts with customers in mind; Establishes and maintains effective relationships with customers and gains their trust and respect.
Decision Quality - Makes good decisions based upon a mixture of analysis, wisdom, experience, and judgment; most of his/her solutions and suggestions turn out to be correct and accurate when judged over time; sought out by others for advice and solutions.
Integrity and Trust - Is widely trusted; is seen as a direct, truthful individual, can present the unvarnished truth in an appropriate and helpful manner; keeps confidences; doesn't blame others for his/her own mistakes or misrepresent him/herself for personal gain.
Listening - Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even when he/she disagrees.
Problem Solving - Uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; can see hidden problems; is excellent at honest analysis; looks beyond the obvious and doesn't stop at first answers.
Standing Alone - Will stand up and be counted; doesn't shirk from personal responsibility; can be counted on when times are tough; looks forward to taking charge of a problem or issue; is comfortable working alone on a tough assignment
Qualifications
BS/BA degree in Business Management, Business Administration, Sales/Marketing, or Electrical Engineering. Extensive industry specific experience in lieu of a formal degree will be considered.
7 to 10 years successful direct business to business sales experience in a technical field (service sales experience preferred) w/ 2 to 3 years of that experience in major account relationship management for large, national, multisite clients.
PREFERRED QUALIFICATIONS
Thorough knowledge of electrical distribution systems
Ability to read electrical one-line drawings
Experience with Data Center construction, project management strategies and execution
Experience in selling services is preferred.
Strong organizational skills, detailed oriented, and ability to manage multiple priorities.
Excellent problem-solving abilities and capable of resolving contract and service issues.
A high degree of communication, organizational and management skills are required.
Experience in delivering presentations to management level personnel required.
A good theoretical background and strong management skills are necessary.
Communicate effectively, in writing and verbally, with clients, peers and management.
Understanding of Fortune 500 companies purchasing and decision-making processes.
Ability to work well within a team environment and collaborate effectively with all levels within the organization.
Proficiency in all Microsoft office tools
Valid Driver's License
50% Travel Required.
The successful candidate will embrace Vertiv's Core Principals & Behaviors to help execute our Strategic Priorities.
OUR CORE PRINCIPALS:
Safety. Integrity. Respect. Teamwork. Diversity & Inclusion.
OUR STRATEGIC PRIORITIES
Customer Focus
Operational Excellence
High-Performance Culture
Innovation
Financial Strength
OUR BEHAVIORS
Own It
Act With Urgency
Foster a Customer-First Mindset
Think Big and Execute
Lead by Example
Drive Continuous Improvement
Learn and Seek Out Development
At Vertiv, we're on a mission to empower the people that will power the future. From a simple swipe to life-changing medicines, from push notifications to generative AI. We design, manufacture, and service the products and solutions that keep the world connected. With $6.9 billion in revenue, a strong customer base and global reach spanning nearly 70 countries, we are uniquely positioned to deliver greater value to our customers and create new opportunities for our people.
Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereo@types), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can r
