Major Account Manager

About the role

The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities. 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 stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability.

Responsibilities

• Aggressively pursue and close 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.
• Develop key relationships, identify opportunities, coordinate the quotation of services, work with management and local sales on pricing strategies, close business, and handle 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.
• Build and grow service revenue through the profitable sale of all ERS acceptance testing services to targeted major accounts.
• Build 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 call and strictly 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.

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) with 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.
• 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.
• Strong 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.
• Understanding of Fortune 500 companies purchasing and decision-making processes.
• Proficiency in all Microsoft office tools.

Benefits

Additional details about total compensation and benefits will be provided during the hiring process. At Vertiv, we offer the stability of a global leader in a growing industry and the opportunity of a startup. We design, manufacture and service the mission-critical infrastructure technologies for vital applications in data centers, communication networks and commercial and industrial environments. With $6.9 billion in revenue, a strong customer base and global reach in nearly 70 countries, our move to establish a standalone business enables us to deliver greater value to our customers and create new opportunities for our people.