Job DescriptionPOSITION SUMMARYThe Account Manager II, Thermal is responsible for developing and expanding the overall relationship within assigned Mechanical Contractors, Consultants, and End Users for Vertiv thermal product opportunities. The Account Manager II works closely with AC Power, Channel, and Service Sales Reps within the territory to further develop Vertiv's overall relationship with these accounts. Through regular customer visits the Account Manager II establishes and strengthens key relationships with current and potential clients and develops/delivers presentation materials to illustrate their pains and propose meaningful solutions. The Account Manager II organizes internal resources appropriate for each customer opportunity and delivers solutions which exceed customer expectations.
This position will contribute to the overall sales for the assigned Vertiv Factory Direct office. This role will specialize in Thermal accounts covering local contractors, engineers, and owners that utilize critical equipment in Data Center applications. The Account Manager II works independently, is creative, and a critical thinker. The Account Manager II is required to meet customer demands for innovative solutions to their data center service requirement by analyzing documentation and sales reports that offer the most competitive plan to meet the customer's needs while meeting and exceeding sales quotas and business objectives. This requires travel across the territory to build relationships and visit sites to propose solutions.
RESPONSIBILITIES- Develops and maintains a sales plan and pursuit strategy for each existing account and finds new opportunities and new clients, respectively.
- Develops new, and strengthens existing, relationships as a trusted advisor with a portfolio of clients, connecting with key business executives and stakeholders.
- Negotiates Vertiv product opportunities while also bringing in other team members to find and secure cross-selling opportunities.
- Manages the order to meet all customer and consultant requirements to maximize profitability to the office and company.
- Supports new company initiatives to help the company succeed.
- Achieves progressively increasing monthly, quarterly, and annual sales and orders quotas while actively managing an expanding pipeline of opportunities.
- Trains and mentors less experienced team members
MINIMUM QUALIFICATIONS- 5+ years of relevant experience
- Bachelor's degree in Mechanical Engineering, business, or related field preferred (or equivalent combination of education and experience).
- Proven successful experience in large account sales and account management in a similar industry.
- Understanding of mechanical and thermal infrastructure within data center environments, including experience working with consultants, end users, and channel partners involved in cooling, thermal management, and critical facility operations
- Knowledge of critical support equipment operations for both thermal and power products.
- Brings customer-first mindset in external and internal collaborations.
- Demonstrated proficiency in actively managing and expanding orders pipeline, utilizing accepted CRM tools and best practices.
- Strong organizational skills, detail oriented, and ability to manage multiple priorities is required along with excellent problem-solving abilities.
- Proficiency in Microsoft Office suite.
- Team player with outstanding verbal and written communication skills.
PREFERRED QUALIFICATIONS- Business to business outside sales experience.
- Ability to interpret and understand mechanical system drawings, cooling infrastructure schematics, and electrical one-line diagrams, and perform project take-offs.
- Competence in all aspects of internal Vertiv sales and order entry functions and policies.
- Competency in all Vertiv products and services in line of business and adjacent lines of business to enable cross-selling.
PHYSICAL & ENVIRONMENTAL DEMANDS- No special physical requirements
TIME TRAVEL REQUIREDThe successful candidate will embrace Vertiv's Core Principles & Behaviors to help execute our Strategic Priorities.
OUR CORE PRINCIPLES: Safety. Integrity. Respect. Teamwork. Inclusion.
OUR STRATEGIC PRIORITIES- High-Performance Culture
- Customer Focus
- Operational Excellence
- 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
- Promote transparent & open communication
