Strategic Account Manager

Brief Job Description: -

Strategic Account Manager will be responsible for managing the relationships with strategic accounts on a UK and Northern Europe level, with a view to growing and developing the Vertiv-Customer long term relationship.  This position will carry ownership of the full Vertiv portfolio. Success will be measured through growth in orders/sales, capturing and increasing the account share of wallet that extends outside of the traditional areas where we engage and conduct business. This individual is responsible for driving and managing the sales and profitability of the business within these accounts, forging strong commercial relationships with end-users, key contractors, and targeted Consultants aligned to the listed Strategic Accounts. Close interaction and coordination with the Solutions Architect, Application Engineering, technical support team, and will be required on a day-to-day basis to deliver a best in class customer experience.

 

• Identify key stakeholders within the eco-system of the listed accounts and building strong relationships. 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 listed 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.
• Carry out regular account reviews, identifying new opportunities and areas of development that align with the customer / account vision and goals.
• Drive specific marketing activities for Vertiv products, services, and solutions in support of account development.
• Responsible to create, follow up and report the Account plan and quarterly goals.
• 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: 

• Excellent commercial experience to understand customer(s) and the Vertiv business environment.
• Min. 6 years proven records in Sales and Account Management
• Strong experience in business negotiations
• Strong experience in relationship building activities with customers.
• High ability to develop and execute strategic plans.
• Excellent interpersonal skills and relationship builder.
• Degree in electrical or mechanical engineering or equivalent.
• Strong sales background with experience in critical support applications.

Additional / Preferred Qualifications: 

• Account Planning, Organizational and Leadership Skills.
• Basic legal and business knowledge.
• Account Management, Selling, influencing, negotiating and problem-solving skills.
• Excellent written and oral 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 to senior management level.
• Excellent presentation skills.
• Numerate and IT literate with an in-depth understanding of business performance.
• The ability to work under pressure and to agreed timescales.
• Self-starter, ability to plan, organize, and manage time effectively. 
• Excellent customer service skills. 

Time Travel Needed:

• May be required to travel abroad from time to time.
• Travel, occasionally requiring overnight stays.

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