Account Manager, Named Accounts

Job Description

POSITION SUMMARY

The Account Manager, Named Accounts is responsible for aggressively pursuing and closing all business opportunities within specific named account targets. The role penetrates and navigates at all levels of the organization, with a focus on reaching high level executives and decision makers. Develops and manages a Strategic Business Plan for each Named Account to drive corporate and local opportunities with each client. Works closely with Local Vertiv Offices (LVOs) and Factory Direct Offices (FDOs) to enhance the overall relationship with these accounts. Individually responsible for developing key relationships, identifying opportunities, coordinating the quotation of all Vertiv solutions, working with management and local sales on pricing strategies, closing business, and handling follow up on any customer issues with these accounts.


RESPONSIBILITIES

• Works with sales teams and sales management to develop and execute the strategic plan for the Strategic Client(s).
• Makes sales calls to promote our capabilities and develop long-term relationships to foster future business opportunities.
• Works with and motivates the local/regional/national/global sales teams to develop long-term buying agreements.
• Participates in the Corporate Planning process.
• Ensures cross-functional operational teams achieve on service execution and delivery according to the contract requirements and customer expectations.
• Develops and delivers effective presentations for sales meetings, quarterly reviews, and board meetings.
• Leads the bid and contract submittal process with assigned Named Account.
• Supports sales order processes as necessary, including data entry when needed, to ensure prompt and accurate order management, delivery, and reporting.
• Operates and manages within a specified budget.
• Develops and presents proposals while maintaining and updating account proposal activity through Vertiv's quote management system to accurately reflect 100% of the outstanding potential for the month.
• Maintains sales records and up to date activity on progress to provide accurate forecasting reports.
• Achieves progressively increasing monthly, quarterly, and annual sales quotas.
• Makes cold calls and follows up on proposals to close contracts effectively and efficiently.
• Communicates with field and corporate associates regarding contract issues.
• Adheres to all company policies, procedures and business ethics codes and ensure that they are communicated and implemented within the team.
• Trains and acts as a mentor to other teammates as needed.
• Other duties may be assigned as applicable.

QUALIFICATIONS

Minimum Job Qualifications:

• BS/BA degree in Business Management, Business Administration, Sales/Marketing, or Engineering (or equivalent combination of education and experience).
• 8+ years successful direct business to business sales experience in a technical field
• Must possess the capacity to position and sell complex solutions across a multifaceted Client organization, from the executive level to the individual contributor.
• Must be able to close complex transactions through direct influence with multiple decision makers; or through providing guidance and oversight to team members to facilitate proper influence, whether it is of a business, technical, legal, or other nature.
• Ability to understand and negotiate contracts.
• Must be an initiative-taker and follow projects to completion with minimal supervision.
• Strong project management and tracking skills.
• Organized and able to prioritize & perform multiple tasks simultaneously.
• Must be able to work under various levels of pressure with strong interpersonal, motivational, and leadership skills.
• Strong analytical, business, and financial skills.
• Excellent communication skills, both written and oral.
• Must be comfortable and willing to speak with all functional departments.

Preferred Qualifications:

• MBA
• 3-5 years' experience in account management for a large, national, multi-site account.
• Services sale experience.
• Thorough knowledge of Vertiv products and services.

PHYSICAL & ENVIRONMENTAL DEMANDS

• Frequent Driving
• Prolonged periods of office/computer work

TIME TRAVEL REQUIRED

• 75%

The successful candidate will embrace Vertiv's Core Principals & Behaviors to help execute our Strategic Priorities.


OUR CORE PRINCIPLES: 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

At Vertiv, we offer the stability of a global leader in a growing industry and the opportunity of a startup. We design, manufacture and service the mission-critical infrastructure technologies for vital applications in data centers, communication networks and commercial and industrial environments. With $5 billion in sales, a strong customer base and global reach in nearly 70 countries, our move to establish a standalone business enables us to deliver greater value to our customers and create new opportunities for our people.

Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to View email address on click.appcast.io. If you are interested in applying or learning more about this role, please visit the company's career page located on Vertiv.com/Careers

Work Authorization

No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.

About the Team

Work Authorization

No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.

Equal Opportunity Employer


We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability.