Major Account Manager

Vertiv Group•Westerville, OH

10d•Hybrid

About The Position

Responsible for aggressively pursuing and closing all business opportunities within assigned Accounts/Markets. Develop and manage a Strategic Business Plan for each Account/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. Further, this position requires effective communication across a matrixed organization. Develop strategic account/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. 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

Requirements

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 successful direct business to business sales experience in a technical field (service sales experience preferred) w/ 2 to 3 years of that experience in major account relationship management for large, national, multisite clients.
Thorough knowledge of electrical distribution systems
Ability to read electrical one-line drawings
Experience with Data Center construction, project management strategies and execution
Strong organizational skills, detailed 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 required.
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

Nice To Haves

Experience in selling services is preferred.

Responsibilities

Develop strategic account/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.
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