Account Management (Direct Sales) Specialist

Brief Job Description: -

• Actively sells T&M to end users, installers and other possible clients aiming at achieving a personal sales target.
• Active management and collaboration in cross-selling of the VERTIV portfolio (Contracts, Thermal/Power products and others)
• Assures the execution of all the controls prescribed by I.T.C. Regulation for legal commerce of products (also HQ/SW), services, systems and technologies LH in total or composed by parts produced in USA.  ITC Regulation Grading: Medium
   

Responsibilities and Measurement Criteria with Time investment Needed on Each: - 

(This will describe the overall core responsibilities of the role, decision making responsibilities etc.)

• Long-term building and maintaining of relationships with the allocated National Accounts, working to ensure high levels of customer satisfaction and facilitating a best-in-class customer experience.
• Consistently promote Vertiv’s product and service offering throughout the hierarchy of the allocated accounts, engaging with content that is relevant and profiled to the different stakeholders.
• Continuously informs accounts of new product developments and service offerings that could be applicable to their business segment, investigating and identifying short- and longer-term solutions and coordinating the Vertiv sales force to engage and generate proposals.
• Prepare competitive bid solutions in response to enquiries.
• Maintain and Update CRM Database, and relevant reporting mechanisms. 
• Close working with Vertiv’s project delivery team to manage client expectation and to ensure project deliverables are both compliant and meet / exceed customer demands.
• Interprets internal/external business issues, adapting work practice to meet with the customer’s needs.
• Drive specific marketing activities for Vertiv products, services, and solutions applicable to LOB, and to support customer vision and strategy.
• Responsible to create, follow up and report the Account plan, which defines the joint strategy, active pipeline, activity plan etc.
• Responsible for sales & profitability level for the accounts at a national level, and therefore responsible for pricing and bid consistency within the region.
• Actively participate in the construction and follow-up of pipeline review, demand generation and marketing/activity plans toward the account market segment.
• Contributes to the monitoring of the market, identify new business opportunities, to propose and drive action plans.
• Undertake/co-ordinate presentations to key stakeholders, including organizational capabilities, technical and value add presentations. Develop relationships with key players; map/identify opportunity and enquiry potential.
• Utilize reporting and forecasting platforms to facilitate pipeline discipline, pipeline growth, and forecasting accuracy.
• Increase Vertiv’s market share and work to exceed the budget numbers in terms of Orders, & Sales in accordance with the company’s ethics and guidelines.
• Contribute to teamwork and knowledge sharing inside the team and organization: maintain and update reporting systems, run scheduled and ad-hoc analysis, lead and participate in team meetings and share your experiences, share new knowledge you gather about the market, competitors and challenges you perceive we face.
• 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 training 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, the team, and the organization. 
• Own their job: approach your daily work and customers with ethics, responsibility, discipline, and ownership, knowing that everything you do has an impact on the customers, the company, and your development. Sales activities, related administrative activities, reporting and your own development are all important and lead to your success in the role.

Qualifications:

Required/ Minimum Qualifications: 

• School Background 
  -    High school
• Language skills
  -    Local language mother tongue
  -    English B1-B2
• Technical / Functional skills
  -    Technical/functional skills in industrial air conditioning systems or mechanical installations Commercial experience or experience in Service Sales
  -    Good communication skills
  -    Well organized and able to work under pressure
• Attitudes
  -    Customer service oriented
  -    Technical details understanding
  -    Team player
  -    To work for objectives
   

Additional / Preferred Qualifications: 

• Planning, Organizational and Leadership Skills.
• Excellent written and oral communication skills at all levels.
• Ability to work proactively under own initiative, as well as in a team environment.
• The ability to work under pressure and to agreed timescales.
• Self-starter, ability to plan, organize, and manage time effectively. 
• Excellent customer service skills. 
• The above duties and responsibilities are intended to describe the general nature and requirements of the position, and are not intended to be an exhaustive list. In order to achieve business objectives, other duties may be included at the discretion of the department manager. 

Physical & Environmental Requirements: - (To be used majorly for manufacturing jobs.)

• None

Time Travel Needed:

• Travel, occasionally .