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Job Description
The National Account Manager position is a key role within the Enterprise, Commercial & Light Industrial team, with the individual being responsible for the management of a defined number of high priority accounts within the enterprise market vertical, managing the full portfolio of products (LV Switchgear & Busbar, ACP UPS, ELS, and Thermal Management) that Vertiv sells to Enterprise customers. The primary revenue streams associated with this LOB will hinge on effective engagement within the End-User, Consultant, Contractor community. Principal responsibility within the role is to ensure continued growth by maximising the opportunity for sales of new products to these customers.
You will form part of a specialized and highly skilled sales team consisting of account management and technical sales professionals, and whilst you will hold full portfolio responsibility within this territory, you will be supported by your immediate team and dedicated teams of application engineers with strong technical proficiency on each of the products sets available to you to sell. Your level of technical proficiency is expected to develop to that of a "generalist", able to offer high level insight into our portfolio of products and their respective applications to identify and qualify opportunities, with the application engineering teams there to support you in developing and driving the technical selection and applications associated with our products.
You are required to have good industry experience, coupled with a well-established network, be able to demonstrate good key account management skills, a strong commercial acumen, and furthermore have the capability to build and maintain strong networks interdepartmentally within Vertiv. 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. Your targets will be set to align with the growth expectations of the market and share of wallet capture within the respective accounts. Enterprise sales is an extremely important revenue stream for Vertiv, so this position requires a highly competent, energetic, and ambitious individual to take on this role within the organization.
Duties and 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 offerings, with focus on Busbar/Switchgear/ACP Power Products & Thermal Management solutions throughout the hierarchy of allocated accounts, mapping stakeholders and engaging with content that is relevant and profiled to their respective needs.
- Continuously inform accounts of new product developments and service offerings that could be applicable to their business, investigating and identifying short and longer-term solutions to apply our products and services.
- Commercially developing and leading new opportunities within the account, actively participating, supporting and coordinating with the application engineering and sales support teams in bids and negotiations until closure.
- Engage with dedicated marketing activities for Vertiv products and services.
- Responsible to develop and manage account plans, which define the strategy associated with growing and retaining the business.
- Actively participate in the pipeline creation calls, pipeline review calls, demand generation and activity planning sessions focused on the associated accounts/market segment.
- Contribute to the monitoring of the market, identify new business opportunities and promoting them to the business where appropriate.
- Undertake/co-ordinate presentations to key stakeholders, including organisational capabilities, portfolio overviews, technical deep-dives and value add presentations.
- Develop relationships with key players stakeholders, establishing trust and strengthening repeat business.
- 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 within team and organization: maintain and update reporting systems, running scheduled and ad-hoc analysis, lead and participate in team meetings, share your experiences, the knowledge you gather about the market, competitors and challenges you perceive we are facing.
- 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, to the team and to the organization.
- Own your job: approach your daily work and customers with sound ethics, responsibility, discipline and ownership, knowing that everything you do has an impact on the customers, the company and your development.
Experience / Qualifications
- Minimum 5 years' experience and proven track record in an account management environment.
- Extensive commercial experience to identify and understand customers' needs and how to fulfil them.
- Extensive experience and understanding of the enterprise industry and sub-segments to the market.
- Principle knowledge of LV Switchgear and Busbar, UPS, ELS Topology.
- Experience in commercial negotiations.
- Experience in stakeholder mapping and relationship building activities with customers.
- Ability to develop and execute account plans.
- Excellent interpersonal and communication skills.
- Sales background with experience in critical engineering applications, service or product led.
- Planning, organisational and leadership skills.
- Basic legal and commercial policy understanding.
- Influencing, negotiating and problem-solving skills.
- Excellent written and verbal 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 at all levels within accounts.
- Excellent presentation skills.
- Numerate and IT literate, with a good understanding of business KPIs.
- The ability to work under pressure and to agreed timescales.
- Self-starter with ability to manage time effectively.
- Excellent customer service skills.
- Driving License.
Working Conditions
- Will be required to travel within the UK & Europe in support of your customers and the wider business.
- Travel will occasionally require overnight stays outside of primary territory.
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