Enterprise Sales Manager
The Enterprise Sales Manager role will lead Vertiv’s NSW Enterprise Sales team and sales activity by instilling a customer-centric mentality with the ability to manage the full sales cycle, sell, mentor, guide, motivate and coach sales engineers to create and maintain a high-performance sales force. Lead, inspire and manage a team and drive growth in the region by increasing Vertiv’s market penetration into new and existing accounts to meet and exceed targets. Demonstrate a track record of success and positive customer experience.
KEY RESPONSIBILITIES:
Drive revenue generation through both direct sales and team leadership as well as customer acquisition and retention in NSW within Enterprise and C&I (Commercial and Industrial)
Drive sales activity to exceed business objectives, sales growth and profitability targets for the accounts
Provide annual/quarterly/monthly forecasts and action plans to achieve orders and sales targets
Demonstrate an in-depth understanding of customer business strategies and industry trends to effectively articulate the contribution of Vertiv’s solutions
Development and maintain Account and Territory Plans
Ensure forecast and pipeline requirements are met appropriate to the annual sales budget
Empower sales teams; recruit, lead and develop future leaders while providing mentorship, feedback & guidance
Implement sales strategy to maximise potential in the NSW market segment
Develop and sustain meaningful, long-term relationships with existing and prospective customers, while also identifying new opportunities for growth
Collaborate with internal teams to improve customer satisfaction and create a seamless and consistent customer experience
Work with the management team across the business to drive growth and market expansion
Challenge the organization by working on plans to address weaknesses and help drive processes to exceed goals consistently
Devise and implement strategies that reflect the specific needs of the customer; guide team to execute multi-channel interactions
Demonstrate an in-depth understanding of customer business strategies and industry trends to effectively articulate the contribution of Vertiv’s solutions
Motivate, mentor, lead and develop the sales team
Drive alignment and cross functional collaboration across Sales, Marketing, Operations and Supply Chain
Formulate a cohesive strategy along with our channel; driving best in class efficiency, effectiveness and productivity
Collaborate with internal teams to improve customer satisfaction and create a seamless and consistent customer experience
Work with the management team across the business to drive growth and market expansion
Employees reporting to Incumbent 2 Direct Reports
REQUIREMENTS:
10+ year’s experience in sales
5+ year’s experience in managing a team
Relationship building experience
Strong commercial acumen
Electrical and/or Thermal background. Ideally, (but not essential) technical qualifications preferably in mechanical and or electrical engineering
Comprehensive product and market knowledge
Understanding of Sales concepts and techniques
Proven track record of building and developing driven sales teams, exceeding targets and delivering sustained growth
Bachelor’s degree in business, Engineering or related field or
Trade qualification in Electrical or Mechanical field
10+ years of relevant experience in an IT related business
Customer-centric mentality
Lead with an ambitious ‘hunter’ sales approach
Strong people management and relationship building skills
Excellent interpersonal, communication, and presentation skills, with the ability to influence decision processes and convey solution led value propositions to customers