Manager, Thermal Sales

Vertiv Group•Ashburn, VA

13d•Hybrid

About The Position

The Thermal Sales Manager is responsible for managing and developing the thermal sales team within the assigned sales offices. The Thermal Sales Manager assigns end-user accounts and contractors and ensures that the team has a plan to expand and grow the thermal market in the territory and meet or exceed the Company plan for the office. Additionally, the Thermal Sales Manager ensures that the team is knowledgeable and proficient in selling the entire Vertiv thermal portfolio to achieve assigned sales quota targets. The Thermal Sales Manager works with the General Manager to develop a growth plan to capture market share in existing, and expand new, markets to enable the success of the office and the thermal team. The Thermal Sales Manager is responsible for his/her own set of accounts and sales objectives to ensure expansion of the overall relationship with strategic Mechanical Contractors, Consultants, and End Users for Vertiv thermal product opportunities. The Thermal Sales Manager works with AC Power, Channel, and Service associates within the territory to further develop Vertiv’s overall relationship with these accounts. The Thermal Account Manager ensures that the relationship between their sales offices and other FDO’s/LVO’s is healthy and mutually beneficial and that it represents the best interest of Vertiv while following all company policies. The Thermal Sales Manager manages all Vertiv thermal sales activities at the FDO. The Thermal Sales Manager is responsible for the overall relationship of mechanical contractors, consultants, and end users supporting Vertiv thermal activities. Assigning or reassigning personnel to ensure the relationship is optimized will require evaluation of both the Thermal salesperson and the client. The Thermal Sales Manager is database literate and interprets data to ensure quotas and company metrics are achieved. The Thermal Sales Manager develops a marketing plan to address the territory market, with separate plans for the Contractor, Consultant, Reseller, and End-User clientele. The plan will be communicated and driven by the Thermal Sales team. The plan will also encompass a Solutions Selling method, incorporating all other Lines of Business to provide customers with a complete solution vs. a singular equipment sale.

Requirements

Bachelor's degree in business, engineering, or related field preferred (or equivalent combination of education and experience).
10+ years relevant experience
Experience leading and developing personnel, preferably in the Thermal industry.
Knowledge of the thermal industry in Data Center and IT applications.
Experience in proactively managing opportunity pipeline leveraging industry recognized CRM tools and processes.
Proven successful experience in large account sales and account management in a similar industry.
Strong organizational skills, detail oriented, and ability to manage multiple priorities is required along with excellent problem-solving abilities.
Knowledge of critical support equipment operations for both power and mechanical products.
Proficiency in Microsoft Word, EXCEL, CRM and database tools, and Outlook.
Team player with outstanding verbal and written communication skills.
Understanding of electrical contractors, consultants, and end users for Data Center applications.

Nice To Haves

Business to business outside sales experience preferred.
Strong knowledge of the Vertiv Thermal portfolio of products and services.

Responsibilities

Manages all Thermal Sales employees including their relationships with Contractors, Consultants, Resellers, and End-Users.
Manages the Thermal Sales Plan to achieve company assigned quotas for the Thermal Line of Business while maintaining a Thermal opportunity pipeline at least three times the assigned Thermal quota.
Ensures all company policies are followed throughout their department, ensures the relationship with other offices is healthy, and that all activity within their team is in the best interest of Vertiv.
Development of new, and expansion of existing, thermal accounts is required.
Ensures their team develops long term relationships as a trusted advisor with a portfolio of clients, connecting with key business executives and stakeholders.
Develops, trains, and manages team to create and manage individual opportunity pipelines of at least three times their assigned individual quotas.
Leads the Thermal team in identifying, negotiating, and closing thermal product opportunities while also bringing in other team members to find cross-selling opportunities.
The Thermal team manages all post sale activities to meet all customer and consultant requirements and to maximize profitability to the office and company.