ERS-Commercial Excellence Manager

Vertiv Group•Westerville, OH

15d

About The Position

As our Commercial Excellence Manager, you will be primarily responsible for supporting the execution of Sales Excellence projects and initiatives to increase sales performance and productivity across the ERS Sales organization. Reporting to the Sr. Director of Sales, you will be working at an ERS national level and play a pivotal role in the execution and success of the Sales transformation programs and evolution of the value selling methodology. This is a great opportunity to embark on a customer-centric, agile, and data-driven journey to become one united, best-in-class sales organization, whilst learning more about critical infrastructure in a world driven by technology. Responsibilities include, but are not limited to….. Supervisory responsibilities for Inside Sales Engineers. It will be critical to align with the Regional Sales Directors across the ERS geography Coordinate and support execution of Sales process improvement projects and initiatives, such as (but not restricted to): Sales process reinforcement and learning journeys Competency assessment Support development of commercial strategies Forecasting tracking Critical support with onboarding program for new sales employees into the Americas Sales organization Work with marketing on market analysis to contribute to sales strategies in the market Drive and analyze data to contribute towards Sales Excellence and recommendations to the organization Manage a team of commercial support team members to drive incremental sales and new customer development Collaborate with key teams and functions to execute Sales Excellence initiatives, including Marketing, the Training team, IT, to keep up and engage with other complimentary learning plans Coordinate Sales Excellence communications, including creating new ways of engaging with the sales organization and promoting sales tools best practice, including PowerBI tools, CRM and other tools Provide a feedback loop to the Sr. Director of Sales to help identify opportunities for improved adoption Keep Sales toolkit up to date based on development in value selling methodology and Americas Sales function strategy and GTM Keep up to date with the latest changes and developments in the critical Vertiv tools, such as Leaning Management System, HR tool and CRM to support with Sales Excellence initiatives and activities Drives and coordinates “customer advocacy” engagements as well as feedback to the organization from the client base, both in person and through various engagements and media types Competencies To perform the job successfully, an individual should demonstrate the following…… Action Oriented – Enjoys hard work; is action oriented and full of energy; not fearful of acting with a minimum of planning; seizes opportunities when they arise. Building Effective Teams – Creates strong morale and spirit in his/her team; shares wins and successes; fosters open dialogue; lets people finish and be responsible for their work; lets subordinates present to senior management; acts as if real success is the success of the team. Customer Focus - Is 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; talks and acts with customers in mind. Drive for Results – Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom line oriented; steadfastly pushes self and others for results. Directing Others – Is good at establishing clear directions; sets stretching objectives; distributes the workload appropriately; lays out work in a well-planned and organized manner; maintains two-way dialogue with subordinates on work and results. Organizing – Can marshal resources (people, funding, material, support) to get things done; can orchestrate multiple activities at once to accomplish a goal; uses resources effectively and efficiently; arranges information and files in a useful manner.

Requirements

Please note minimum and preferred requirement education is 8-10 years of commercial experience and a Bachelor’s degree.
Working knowledge of CRM, Microsoft Suite of software and working knowledge of various sales tool software systems.
Willing to work flexible hours, weekends, 50% overnight travel required covering sales territory.
Must possess a thorough knowledge of electrical distribution systems
Knowledge of relevant regulations and standards associated with ERS’ Compliance/Alternative Energy Solutions a plus. This includes but is not limited to: NERC NFPA 790 and 791
The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities.
OUR CORE PRINCIPALS: Safety. Integrity. Respect. Teamwork. Diversity & Inclusion.
OUR STRATEGIC PRIORITIES Customer Focus Operational Excellence High-Performance Culture Innovation Financial Strength
OUR 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

Responsibilities

Supervisory responsibilities for Inside Sales Engineers.
It will be critical to align with the Regional Sales Directors across the ERS geography
Coordinate and support execution of Sales process improvement projects and initiatives, such as (but not restricted to): Sales process reinforcement and learning journeys Competency assessment
Support development of commercial strategies
Forecasting tracking
Critical support with onboarding program for new sales employees into the Americas Sales organization
Work with marketing on market analysis to contribute to sales strategies in the market
Drive and analyze data to contribute towards Sales Excellence and recommendations to the organization
Manage a team of commercial support team members to drive incremental sales and new customer development
Collaborate with key teams and functions to execute Sales Excellence initiatives, including Marketing, the Training team, IT, to keep up and engage with other complimentary learning plans
Coordinate Sales Excellence communications, including creating new ways of engaging with the sales organization and promoting sales tools best practice, including PowerBI tools, CRM and other tools
Provide a feedback loop to the Sr. Director of Sales to help identify opportunities for improved adoption
Keep Sales toolkit up to date based on development in value selling methodology and Americas Sales function strategy and GTM
Keep up to date with the latest changes and developments in the critical Vertiv tools, such as Leaning Management System, HR tool and CRM to support with Sales Excellence initiatives and activities
Drives and coordinates “customer advocacy” engagements as well as feedback to the organization from the client base, both in person and through various engagements and media types