Account Management (Direct Sales) Sr. Manager

Brief Job Description: -

Looking for a Strategic Account Manager, Industrial Sales to join our team in India, Gurgaon.

• Responsible for the Sales of Industrial Power related product in the assigned territory and customer expansion in North
• Drive/Manage/Ensure and Develop the Sales and Profitability of the business with the Accounts towards defined short and long-term targets through Distribution channels (contractors, consultants, country distributors) and/or through the country organizations.
• Secure Vertiv is the Account’s preferred partner for the entire Product and Service (where applicable) portfolio of Vertiv.

Responsibilities and Measurement Criteria with Time investment Needed on Each: -

(This will describe the overall core responsibilities of the role, decision making responsibilities etc.)

• Planning growth and expansion in the assigned territory.
• Business Development for Industrial Power Products.
• Develop & Manage network of Channel Partners (Trade Partners)
• Techno-Commercial offerings & negotiations
• Order Booking and Project Execution
• Achieving Monthly, Quarterly & Yearly Sales & Collection Targets
• Pre-Sales & After Sales Support
• Drive the sales of AC & DC power & conduct reviews with presales and execution team.
• Industrial customer / end user mapping in Metal, Power generation, transmission & distribution, Oil & Gas, Cement, Mines, Paper & Pulp, process plant, chemical fertilizer in the assigned territory.
• Consultant mapping
• Periodic visit & drawing approval of existing projects
• Responsible for the longer-term building and maintenance of relationships with the Accounts and the resulting Customer Satisfaction.
• Constantly promotes Vertiv’s offering inside the Account.
• Continuously informs Account of new product developments that might be applicable in their business segment and investigates and identifies short and longer-term solutions.
• Creates and leads business development plans over the short to medium term, involves other parts of Vertiv organization in the contacts with the Account.
• Manages negotiations with the Account in the Africa region, actively participates, supports, and coordinates country Sales Teams/ Distributors in local bids and negotiations until closure of an opportunity.
• Interprets internal/external business issues; makes changes to own and others’ work to meet these.
• Drives the Marketing and sales of Vertiv products, services, and solutions together with the countries and other channels, by regular visits and meetings.
• Responsible to create, follow up and report the account strategy and activity plan.
• Actively coordinate the local Vertiv LoB resources & distributor managers in charge of the local Account/ Distributor.
• Actively participate in the construction and follow-up of marketing/activity plans toward the market segment.
• Contributes to the monitoring of the market, identify new business opportunities, and propose and drive Action Plans.
• Establish a relationship with 3rd parties (Consultants & Uptime).

Qualifications:-

Required/ Minimum Qualifications: -

• Bachelor’s degree in management or similar.
• Minimum 10 years proven records in management of Sales Account in International environment of which – at least 5 – within Colocation/Cloud/Hyperscale market segments

Additional / Preferred Qualifications: -

• Electromechanical / IT qualification a bonus.
• Excellent commercial experience to understand customer(s) and Vertiv business environment.
• Excellent knowledge of Colocation/Cloud/Hyperscale market segments and industries in Africa.
• Extensive experience in business negotiations.
• Extensive experience in relationship building activities with customers.
• High ability to develop and execute strategic plans.
• Excellent interpersonal skills and relationship builder.
• Sound knowledge of basic electrical & power electronics.
• Sound Knowledge of industrial UPS, DC Charger, Battery Charger, various types of battery, Harmonics management, stabilizer, surge suppressor, converters, rectifiers, inverters.
• Prior experience of working with Major Companies / Corporates / EPC’s / Plants of STEEL & METALS, OIL & GAS, POWER, RENEWABLES and diverse MANUFACTURING SECTORS in North Zone.

Time Travel Needed: -

• 70%