Enterprise Sales Manager

The Enterprise Sales Manager role will lead Vertiv’s NSW Enterprise Sales team and sales activity by instilling a customer-centric mentality with the ability to manage the full sales cycle, sell, mentor, guide, motivate and coach sales engineers to create and maintain a high-performance sales force. Lead, inspire and manage a team and drive growth in the region by increasing Vertiv’s market penetration into new and existing accounts to meet and exceed targets. Demonstrate a track record of success and positive customer experience.   

KEY RESPONSIBILITIES: 

• Drive revenue generation through both direct sales and team leadership as well as customer acquisition and retention in NSW within Enterprise and C&I (Commercial and Industrial)  
• Drive sales activity to exceed business objectives, sales growth and profitability targets for the accounts 
• Provide annual/quarterly/monthly forecasts and action plans to achieve orders and sales targets 
• Demonstrate an in-depth understanding of customer business strategies and industry trends to effectively articulate the contribution of Vertiv’s solutions 
• Development and maintain Account and Territory Plans  
• Ensure forecast and pipeline requirements are met appropriate to the annual sales budget 
• Empower sales teams; recruit, lead and develop future leaders while providing mentorship, feedback & guidance 
• Implement sales strategy to maximise potential in the NSW market segment 
• Develop and sustain meaningful, long-term relationships with existing and prospective customers, while also identifying new opportunities for growth 
• Collaborate with internal teams to improve customer satisfaction and create a seamless and consistent customer experience 
• Work with the management team across the business to drive growth and market expansion 
• Challenge the organization by working on plans to address weaknesses and help drive processes to exceed goals consistently 
• Devise and implement strategies that reflect the specific needs of the customer; guide team to execute multi-channel interactions 
• Demonstrate an in-depth understanding of customer business strategies and industry trends to effectively articulate the contribution of Vertiv’s solutions 
• Motivate, mentor, lead and develop the sales team 
• Drive alignment and cross functional collaboration across Sales, Marketing, Operations and Supply Chain  
• Formulate a cohesive strategy along with our channel; driving best in class efficiency, effectiveness and productivity 
• Collaborate with internal teams to improve customer satisfaction and create a seamless and consistent customer experience 
• Work with the management team across the business to drive growth and market expansion 

Employees reporting to Incumbent 2 Direct Reports 

REQUIREMENTS:

• 10 year’s experience in sales 
• 5 year’s experience in managing a team  
• Relationship building experience  
• Strong commercial acumen 
• Electrical and/or Thermal background.  Ideally, (but not essential) technical qualifications preferably in mechanical and or electrical engineering 
• Comprehensive product and market knowledge 
• Understanding of Sales concepts and techniques 
• Proven track record of building and developing driven sales teams, exceeding targets and delivering sustained growth 
• Bachelor’s degree in business, Engineering or related field or 
• Trade qualification in Electrical or Mechanical field 
• 10 years of relevant experience in an IT related business 
• Customer-centric mentality 
• Lead with an ambitious ‘hunter’ sales approach 
• Strong people management and relationship building skills 
• Excellent interpersonal, communication, and presentation skills, with the ability to influence decision processes and convey solution led value propositions to customers