Account Management (direct Sales) Manager

Job Title

Key Responsibilities:

• Develop and maintain strong inter-personal relationships with all relevant key stakeholders in the end user (specifically at both SME and executive level) and related broader industry contacts such as subcontractors and partners.
• Engage in social and customer networking events on a regular basis to build relationships with relevant stakeholders and broader industry.
• Actively work with customers to gain program forecasts and business information required to enable Operations to deliver programs within contractual obligations.
• Act as an escalation point for internal technical, service and operations teams to resolve with the customer any issues that may arise.
• Provide strong account leadership and customer advocacy within Vertiv to ensure the Vertiv teams are aligned to the sales strategy.
• Act as a team player and engage internal Vertiv technical resources to provide trusted advisory to the customer for their product and solutions requirements.
• Continuously look to expand Vertiv's footprint within the key account and open up related areas of business through new products and new customers.
• Actively stay up to date with broader knowledge of the competitive landscape and the regional Telco market.
• Look to encompass Vertiv's full products and services portfolio to become a turnkey partner within their key Telco account.
• Regularly review and report on sales performance, sales forecasts and market trends within key accounts.
• Maintain an accurate and active sales funnel within the relevant CRM tools provided on a weekly basis.
• Develop strategic account plans and short to long term sales & marketing strategies for key Telco accounts and vertical partners.
• Ensure that sales and marketing initiatives comply with relevant Acts, legal demands and ethical standards.

WHS, Environment & Quality:

• Comply with all Work, Health & Safety, Environment and Quality obligations
• Actively promote safety in the workplace

Employees Reporting to Incumbent: N/A

Main Contacts within Company:

• Sales Management
• Telecom Solutions Architects, Engineering & Product Management
• Service Sales
• Supply Chain
• Sales Support & Marketing

Main Contacts Outside the Company:

• Key Telco Account
• Relevant 3rd parties connected to Key Accounts
• Suppliers and Telco industry contacts

Specialist Knowledge:

• 5+ years' experience in sales
• Senior relationships within Telco industry and main Telco customers
• Technical background &/or engineering degree
• Good knowledge of the relevant industry & associated technologies
• Comprehensive product & market knowledge
• Understanding of sales concepts & techniques
• Exceptional organisation, presentation, and interpersonal skills – both verbal and written

Practical Experience:

• Sales experience working in large Telco accounts and senior management
• Consistently meeting or exceeding targets
• Working in a multi-product/turnkey solutions environment

Education/Qualification:

Tertiary qualification in Engineering or related field

Personal Attributes:

• Customer first mentality and approach
• Ambitious 'hunter' mindset
• Strong relationship building skills and ability to hold senior relationships
• Excellent interpersonal and communication (verbal and written) skills