POSITION SUMMARY
This position will focus on selling services to specific markets/customers with the goal of driving business from both new and existing customers on a national and/or regional footprint. This position needs to be able to navigate at all levels of customer organizations, with a focus on identifying opportunities and working with the correct decision makers on those opportunities. It will also assist the local, direct sales teams with developing strategies and driving business within this position’s area of responsibility. Finally, this position will assist marketing and operations as necessary to develop support structure required to drive performance in the position’s area of responsibility.
RESPONSIBILITIES
Responsible for aggressively pursuing and closing all business opportunities within the area of responsibility. Develop and manage Strategic Business Plans around the area of responsibility to drive opportunities. Work closely with local sales and operations personnel driving strategies to grow the services within the area of the responsibility. Also, individually responsible for developing key relationships, identifying potential opportunities, assisting/educating on the quotation of services, working with management and local sales on pricing strategies, closing business, and handling follow up on any customer issues with the area of responsibility. Accurate and complete reporting as well as effective communication with customers, company associates, and management will be essential to the role:
Develop strategic plans to drive sales and sales growth with the area of responsibility
Develop key relationships at key accounts to improve partnerships with these clients and drive business
Build and grow service revenue through the profitable sale of services with the area of responsibility
Form successful working relationships with Service Center Managers, Sales Engineers, Major Account Managers, and Regional/Area Sales Managers to ensure complete customer satisfaction at all levels.
Meet or exceed sales quotas while supporting management’s strategic objectives.
Develop and present proposals either directly or in conjunction with the local sales personnel. Ensure that the ERS quote management system is maintained and updated with proposal activity around area of responsibility to accurately reflect 100% of the outstanding potential for the month, quarter and year.
Maintain sales records and up to date activity on progress to provide accurate forecasting reports.
Achieve progressively increasing monthly, quarterly, and annual sales quotas.
Conduct cold calls and strict follow up on proposals to close contracts effectively and efficiently.
Communicate with field and corporate associates regarding potential contract issues.
Adhere to all company policies, procedures and business ethics codes and ensure that they are communicated and implemented within the team.
Provide technical application support to Sales Engineers as needed on their area of expertise.
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 customers; gets first-hand customer information and uses it for improvements in products and services; establishes and maintains effective relationships with customers to gain their trust, respect, and partnership.
Ethics and Values – Adheres to an appropriate and effective set of core values and beliefs during both good and tough times; acts in line with those values; rewards the right values and disapproves of others; practices what he/she preaches.
Timely Quality Decision Making – Makes good decisions in a timely manner based upon analysis, wisdom, experience, and judgement; able to make a quick decision even under pressure.
Directing Others – Is good at establishing clear directions through communication; sets stretching objectives; distributes the workload appropriately; maintains two-way dialogue with co-workers, management and subordinates on work and results.
Planning – Accurately scopes out length and difficulty of tasks and projects; sets objectives and goals; develops schedules and task/people assignments.
Problem Solving – Uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; looks beyond the obvious.
Integrity & Trust – Is widely trusted; keeps confidences; doesn’t blame others for his/her own mistakes.
Listening – Practices attentive and active listening; has the patience to hear people out.
Standing Alone – Will stand up and be counted; doesn’t shirk from personal responsibility; can be counted on when times are tough.
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience
BS/BA degree in Business Management, Business Administration, Sales/Marketing, or Engineering (BSEE preferred)
7 to 10 years successful direct business to business sales experience in a technical field (service sales experience preferred)
Willing to work flexible hours, including some weekends
Thorough knowledge of electrical distribution systems (ability to read electrical one-line drawings)
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 at all levels of an organization is required.
Proficiency in all Microsoft office tools
60 - 70%+ travel with frequent overnight travel as required to support the area of responsibility.
Valid Driver’s license required.
The successful candidate will embrace Vertiv’s Core Principles & Behaviors to help execute our Strategic Priorities.
OUR CORE PRINCIPLES: 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. We design, manufacture, and service the products and solutions that keep the world connected.
Vertiv is an Equal Opportunity/Affirmative Action employer.
Work Authorization
No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided.
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