Account Manager II, AC Power

Vertiv Group•Richmond, VA

About The Position

The Account Manager II is responsible for developing and expanding relationships with assigned electrical contractors, consultants, and end users for AC Power and Switchgear product opportunities. The role collaborates with Thermal, Channel, and Service Sales Representatives to develop Vertiv’s relationships with these accounts and contributes to sales for the Richmond, Virginia Factory Direct Office. The position specializes in AC Power and Switchgear accounts serving local contractors, engineers, and owners who use critical equipment in data center applications. The Account Manager works independently and uses creative and critical thinking to address customer needs. Through regular customer visits, the role builds relationships with current and prospective clients, prepares and delivers presentations that explain customer challenges and propose solutions, and coordinates internal resources to deliver solutions that exceed expectations. The role analyzes documentation and sales reports to develop competitive plans, meet customer needs, and achieve sales quotas and business objectives. Travel throughout the territory is required to build relationships and visit customer sites.

Requirements

At least 4 years of relevant work experience.
Bachelor’s degree in electrical engineering, business, or a related field, or an equivalent combination of education and experience.
Successful experience in large-account sales and account management in a similar industry.
Understanding of electrical contractors, consultants, and end users in data center applications.
Knowledge of critical support equipment operations for power and mechanical products.
Proficiency in actively managing and expanding an orders pipeline using accepted CRM tools and best practices.
Strong organizational skills, attention to detail, and ability to manage multiple priorities.
Excellent problem-solving abilities.
Proficiency in Microsoft Office.
Team-oriented approach and outstanding verbal and written communication skills.
Legally authorized to work in the United States; the company does not provide work-authorization sponsorship.

Nice To Haves

Business-to-business outside sales experience.
Ability to interpret and understand electrical one-line diagrams and perform take-offs.

Responsibilities

Develop and maintain a sales plan and pursuit strategy for each existing account; identify new opportunities and clients.
Build new long-term relationships and strengthen existing client relationships as a trusted advisor, connecting with key business executives and stakeholders.
Negotiate AC Power and Switchgear product opportunities and involve team members to identify and secure cross-selling opportunities.
Manage orders to meet customer and consultant requirements while maximizing profitability for the office and company.
Support new company initiatives.
Achieve progressively increasing monthly, quarterly, and annual sales and order quotas while managing an expanding opportunity pipeline.
Train and mentor less experienced team members.
Visit customers and sites across the territory, develop and deliver presentation materials, and coordinate internal resources to propose and deliver solutions.