Sales Director, Major Accounts

POSITION SUMMARY

The Major Accounts Sales Director is responsible for the growth of aftermarket services to Vertiv’s largest accounts in North America. In this role, you’ll be responsible for setting and executing the sales strategy to drive revenue and profit growth. The successful candidate will have a successful track record of managing and mentoring a high-performance sales team, ensuring the team sells deeper and broader into their assigned accounts. Additionally, the individual must play a critical role in creating and fostering a corporate culture based on our shared core values and behaviors.

RESPONSIBILITIES

• Develop and execute sales plan to drive revenue and profit growth within named accounts.
• Actively coach and mentor a team of Major Account Managers, as well as Inside Sales support team to optimize effective customer touch points.
• Collaborate with the Customer Relationship Management team and other organizational teams to ensure smooth daily operations and ensure operational KPIs are aligned with customer expectations.
• Strong managerial presence and sound judgement to execute strategic direction and lead a results-oriented culture.
• Negotiate contractual agreements on behalf of the company, including all pricing, scope and SLA/KPI related deliverables.
• Effectively manage sales pipeline and provide accurate forecast to upper management.
• Create a culture that promotes open communication, celebrating when people make a difference, and rewarding collaboration and excellent performance.
• Regularly conducts departmental meetings to review progress toward overall team goals, provides cross-functional insights and share best practices.
• Conducts monthly touch points with both the Major Account Managers and operational Customer Success Managers to build effective communication from customer through selling motion through service delivery.
• Responsible for the performance and professional development of team members, act as coach/mentor and lead by example to team members to facilitate the achievement of individual/team growth objectives.
• Nurture key business partnerships, as assigned, to ensure continued growth and reinforcing the company’s commitment to shared success. Prepares quarterly business reviews and action plans as requested by business partner.
• Assists  Major Account Managers in preparation of proposals/presentations and coaches on strategic/consultative sales process.
• Participate/travel as needed with Major Account Managers in discovery meetings and business reviews.

QUALIFICATIONS

• Excellent leadership and managerial skills.
• Excellent communication and customer service skills, both written and verbal.
• Excellent organizational, analytical, and interpersonal skills.
• Ability to think and act strategically, while driving a results-driven culture.
•  Data Center aftermarket services experience preferred, or knowledge of electrical distribution systems and critical infrastructure environments. 
• Bachelor’s degree required (business or technical discipline preferred), MBA preferred. 
• Minimum 10 years of directly related experience.

PHYSICAL & ENVIRONMENTAL DEMANDS

• Standard office environment

TIME TRAVEL REQUIRED

• 25%

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

OUR CORE PRINCIPALS:  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 help.join@vertivco.com. If you are interested in applying or learning more about this role, please visit the company’s career page located on Vertiv.com/Careers