Major Account Manager

Job ID: Not specified | Work authorization: U.S. only, no sponsorship provided.

About the role

Responsible for aggressively pursuing and closing all business opportunities within assigned accounts and markets. Develop and manage a Strategic Business Plan for each account or 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.

Individually responsible for developing key relationships, identifying opportunities, coordinating the quotation of services, working with management and local sales on pricing strategies, closing business, and handling 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. This role requires effective communication across a matrixed organization.

Responsibilities

• Develop strategic account and market plans to drive sales and sales growth at each assigned major account.
• Develop key relationships at each account to improve partnerships with the client and increase project hit rates.
• Build and grow service revenue through the profitable sale of all ERS acceptance testing services to targeted major accounts.
• Form 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.
• Conduct cold calls and strict 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.
• Other duties may be assigned as applicable.

Competencies

• Customer Focus – 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; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
• Decision Quality – Makes good decisions based upon a mixture of analysis, wisdom, experience, and judgment; most solutions and suggestions turn out to be correct and accurate when judged over time; sought out by others for advice and solutions.
• Integrity and Trust – Is widely trusted; is seen as a direct, truthful individual; can present the unvarnished truth in an appropriate and helpful manner; keeps confidences; doesn’t blame others for mistakes or misrepresent themselves for personal gain.
• Listening – Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even when disagreeing.
• Problem Solving – Uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; can see hidden problems; is excellent at honest analysis; looks beyond the obvious and doesn’t stop at first answers.
• Standing Alone – Will stand up and be counted; doesn’t shirk from personal responsibility; can be counted on when times are tough; looks forward to taking charge of a problem or issue; is comfortable working alone on a tough assignment.

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 of 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.
• Ability to read electrical one-line drawings.
• Experience with Data Center construction, project management strategies, and execution.
• Experience in selling services is preferred.
• Strong organizational skills, detail-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 to management-level personnel.
• A good theoretical background and strong management skills are necessary.
• Communicate effectively, in writing and verbally, with clients, peers, and management.
• Understanding of Fortune 500 companies' purchasing and decision-making processes.
• Proficiency in all Microsoft Office tools.
• Valid Driver’s License.
• 60–70% travel required.

Pay

The anticipated salary range for this role varies by location:

• California, District of Columbia, Hawaii, New York, New Jersey, Washington: $124,032 to $155,084 per year.
• Maryland, Massachusetts, Colorado, Oregon: $118,394 to $148,034 per year.
• Illinois, Nevada, Minnesota, Rhode Island, Vermont: $112,756 to $140,985 per year.

Certain roles are eligible for additional rewards, including merit increases, annual bonus, and stock. Sales incentives based on revenue or utilization may also be available, depending on the terms of the plan and the employee’s role.

Benefits

• Comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k.

About the company

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 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 a 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.

The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities:

• Core Principals: Safety, Integrity, Respect, Teamwork, Diversity & Inclusion.
• Strategic Priorities: Customer Focus, Operational Excellence, High-Performance Culture, Innovation, Financial Strength.
• 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.