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National Account Manager - Enterprise

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Vertiv

16d ago

  • Job
    Full-time
    Senior Level
  • Customer Relations
    Sales & Business Development
  • United Kingdom, +15
    Remote

AI generated summary

  • You need 5+ years in account management, industry knowledge, negotiation skills, excellent communication, customer service, and ability to travel across the UK & Europe.
  • You will build relationships, promote products, identify solutions, develop account plans, engage in marketing, and drive sales growth while ensuring customer satisfaction and pipeline accuracy.

Requirements

  • Minimum 5 years’ experience and proven track record in an account management environment.
  • Extensive commercial experience to identify and understand customers’ needs and how to fulfil them.
  • Extensive experience and understanding of the enterprise industry and sub-segments to the market.
  • Principle knowledge of LV Switchgear and Busbar, UPS, ELS Topology.
  • Experience in commercial negotiations.
  • Experience in stakeholder mapping and relationship building activities with customers.
  • Ability to develop and execute account plans.
  • Excellent interpersonal and communication skills.
  • Sales background with experience in critical engineering applications, service or product led.
  • Planning, organisational and leadership skills.
  • Basic legal and commercial policy understanding.
  • Influencing, negotiating and problem-solving skills.
  • Excellent written and verbal communication skills at all levels.
  • Ability to work proactively under own initiative, as well as in a team environment.
  • Be an aggressive competitor and keen achiever.
  • Ability to represent Vertiv successfully at meetings at all levels within accounts.
  • Excellent presentation skills.
  • Numerate and IT literate, with a good understanding of business KPIs.
  • The ability to work under pressure and to agreed timescales.
  • Self-starter with ability to manage time effectively.
  • Excellent customer service skills.
  • Driving License.
  • Will be required to travel within the UK & Europe in support of your customers and the wider business.
  • Travel will occasionally require overnight stays outside of primary territory.

Responsibilities

  • Long-term building and maintaining of relationships with the allocated accounts, working to ensure high levels of customer satisfaction and facilitating a best in class customer experience.
  • Consistently promote Vertiv’s product offerings, with focus on Busbar/Switchgear/ACP Power Products & Thermal Management solutions throughout the hierarchy of allocated accounts, mapping stakeholders and engaging with content that is relevant and profiled to their respective needs.
  • Continuously inform accounts of new product developments and service offerings that could be applicable to their business, investigating and identifying short and longer-term solutions to apply our products and services.
  • Commercially developing and leading new opportunities within the account, actively participating, supporting and coordinating with the application engineering and sales support teams in bids and negotiations until closure.
  • Engage with dedicated marketing activities for Vertiv products and services.
  • Responsible to develop and manage account plans, which define the strategy associated with growing and retaining the business.
  • Actively participate in the pipeline creation calls, pipeline review calls, demand generation and activity planning sessions focused on the associated accounts/market segment.
  • Contribute to the monitoring of the market, identify new business opportunities and promoting them to the business where appropriate.
  • Undertake/co-ordinate presentations to key stakeholders, including organisational capabilities, portfolio overviews, technical deep-dives and value add presentations.
  • Develop relationships with key players stakeholders, establishing trust and strengthening repeat business.
  • Utilize reporting and forecasting platforms to facilitate pipeline discipline, pipeline growth, and forecasting accuracy.
  • Increase Vertiv’s market share and work to meet/exceed the budget numbers in terms of Orders, Sales, GM/EBITDA in accordance with the company’s ethics and guidelines.

FAQs

What is the primary responsibility of the National Account Manager - Enterprise?

The primary responsibility is to manage a defined number of high-priority accounts within the enterprise market vertical and maximize sales opportunities for Vertiv's product portfolio, ensuring continued growth.

What products will I be responsible for selling?

You will manage a portfolio that includes LV Switchgear & Busbar, ACP UPS, ELS, and Thermal Management solutions.

What qualifications do I need for this position?

A minimum of 5 years’ experience in an account management environment, extensive commercial experience, and knowledge of LV Switchgear, Busbar, and UPS systems are required, along with strong interpersonal and communication skills.

Will I receive support from a team while in this role?

Yes, you will work as part of a specialized sales team and have access to dedicated application engineers for technical support.

What key skills are necessary for success in this role?

Key skills include strong commercial acumen, effective relationship-building, excellent communication skills, and the ability to develop and execute account plans.

How often will I need to travel for this position?

You will be required to travel within the UK & Europe to support customers, with occasional overnight stays outside of your primary territory.

Is there an expectation for teamwork and knowledge sharing?

Yes, contributing to teamwork and knowledge sharing within the organization is an expectation of the role.

Are there opportunities for professional development in this role?

Yes, you are encouraged to focus on self-growth and development through participating in training and company events.

How will my performance be measured?

Your performance will be measured based on targets aligned with market growth expectations and share of wallet capture within your allocated accounts.

What are the working conditions like for this position?

Working conditions will involve travel and may require overnight stays, with a focus on maintaining a best-in-class customer experience.

Is a driving license required for this role?

Yes, a driving license is required as travel is necessary to meet customer and business needs.

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Vertiv

Manufacturing & Electronics
Industry
10,001+
Employees

Mission & Purpose

Vertiv specialises in providing critical infrastructure and continuity solutions for data centres, communication networks, and commercial and industrial environments. Their ultimate mission is to deliver innovative, reliable, and sustainable solutions that ensure the continuous operation and efficiency of their clients' vital systems. The company's purpose is to enhance the performance and resilience of technology infrastructures by offering a comprehensive range of products and services, including uninterruptible power supplies (UPS), thermal management systems, and IT management solutions.