OverviewThe National Account Manager position is a key role within the Enterprise, Commercial & Light Industrial team, 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 are driven by engagement within the End-User, Consultant, Contractor community. The principal responsibility is to ensure continued growth by maximising opportunities for sales of new products to these customers.You will be part of a specialized and highly skilled sales team consisting of account management and technical sales professionals. While you will hold full portfolio responsibility within this territory, you will be supported by your immediate team and dedicated application engineers who have strong technical proficiency on each product set. Your level of technical proficiency is expected to develop to a “generalist” level, able to offer high level insight into our portfolio and applications to identify and qualify opportunities, with application engineering teams supporting you in developing and driving the technical selection and applications for our products.You are expected to have good industry experience, a well-established network, strong key account management skills, strong commercial acumen, and the capability to build and maintain strong interdepartmental networks within Vertiv. Delivering targets will require effective coordination between different business segments, so strong communications skills are vital. Targets will align with market growth expectations and share of wallet within the respective accounts. Enterprise sales is a key revenue stream for Vertiv, requiring a highly competent, energetic, and ambitious individual to take on this role.ResponsibilitiesLong-term building and maintaining of relationships with allocated accounts, ensuring high levels of customer satisfaction and a best-in-class customer experience.Promote Vertiv’s product offerings with focus on Busbar/Switchgear/ACP Power Products and Thermal Management solutions throughout the hierarchy of allocated accounts, mapping stakeholders and engaging with content that is relevant and profiled to their needs.Inform accounts of new product developments and service offerings applicable to their business, identifying short and longer-term solutions to apply our products and services.Commercially develop and lead 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.Develop and manage account plans defining the strategy for growing and retaining the business.Participate in pipeline creation calls, pipeline review calls, demand generation and activity planning sessions focused on the associated accounts/market segment.Monitor the market, identify new business opportunities and promote them to the business where appropriate.Coordinate presentations to key stakeholders, including organizational capabilities, portfolio overviews, technical deep-dives and value-add presentations.Develop relationships with key 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 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 exhaustive. Other duties may be included at the discretion of the department manager.ExpectationsContribute to teamwork and knowledge sharing within team and organization: maintain and update reporting systems, run scheduled and ad-hoc analyses, lead and participate in team meetings, share experiences and knowledge about the market, competitors and challenges.Focus on self-growth and development: participate in Vertiv meetings and events to understand market directions, stay up to date with technical developments, participate in company trainings and apply knowledge in day-to-day work.Be innovative: bring ideas for improvements, continually look at processes to add more value to customers, the team, and the organization.Own your job: approach daily work and customers with ethics, responsibility, discipline and ownership, understanding that actions impact customers, the company, and personal development.Experience/QualificationsMinimum 5 years’ experience and a proven track record in an account management environment.Extensive commercial experience to identify and understand customers’ needs and how to fulfill them.Extensive experience and understanding of the enterprise industry and sub-segments within the market.Principle knowledge of LV Switchgear and Busbar, UPS, ELS topology.Experience in commercial negotiations.Experience in stakeholder mapping and relationship-building 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, organizational 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 ConditionsWill 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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