SUMMARY
The role of Enterprise Account Executive is a key role within the Enterprise, Commercial & Light Industrial team, with the individual being responsible for development and management of mid-tier Sales, engaging with a variety of customer accounts that reside with the end user and contractor community.
As an internal sales representative you will have a variety of sales related duties. You will focus on sourcing and securing new sales from inbound leads derived through a well-established network and customer base. You will provide all direct sales activity required to support the ongoing development of existing and prospective customers to ensure growth targets and key performance objectives are achieved.
You will form part of specialized and highly skilled sales team consisting of account management and technical sales professionals, and whilst you will benefit from a full and comprehensive Power, Thermal and IRS portfolio, you will be supported by your immediate team and dedicated application engineers with strong technical proficiency to aid in driving your sales activity.
Your level of technical proficiency is expected to develop as you mature within the team, and you will be required to identify and qualify opportunities, with application engineering there to support you in developing and driving technical selections.
You are required to have good industry experience, and be able to demonstrate good sales management skills, have a strong commercial acumen, and furthermore have the capability and motivation to build and maintain strong networks interdepartmentally within Vertiv.
Targets will be set to align with the growth expectations of the market and share of wallet capture.
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
- Identify, develop, and sell UPS/Thermal Management & IRS products.
- Establish Vertiv as a supplier of choice - establish sustainable long-term relationships with customer base.
- Produce, manage, track & close sales opportunity through quotation selection and C1 Quote Platform.
- Secure order intake, coordinating the necessary sales/marketing support activity where appropriate.
- Work with the Accounts Director to design and execute a sales strategy to target account growth and share of wallet capture to meet and exceed individual annual order plan.
- Attend and contribute to forecast, pipeline reviews, and project coordination meetings to map key opportunities, work with your counterparts to drive an increase opportunity from within customer base.
- Consistently promote Vertiv’s product offerings throughout the hierarchy of customer accounts
- Utilize reporting and forecasting platforms to facilitate pipeline discipline, pipeline growth, and forecasting accuracy
- Mapping stakeholders and engaging with content that is relevant and profiled to customer needs.
Develop relationships with key players stakeholders, establishing trust and strengthening repeat business.
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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 history in sales focused environment.
- Commercial experience to identify and understand customers’ needs and how to fulfil them.
- Experience and understanding of the enterprise industry and sub-segments to the market.
- Experience in commercial negotiations.
- Experience in stakeholder mapping and relationship building activities with customers.
- Sales background with experience in critical engineering applications, service or product led.
- Influencing, negotiating and critical thinking skills.
- Excellent customer service skills.
- Driving License.
WORKING CONDITIONS :
- May be required to travel from time to time.
- Office Based
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