ANZ Canberra Enterprise Sales Manager

at  Vertiv

WHS, ENVIRONMENT & QUALITY:

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

REQUIREMENTS:

• 5+ years experience in sales
• Tertiary or trade qualification in Business, Engineering or related field
• 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
• Customer first mentality and approach
• Ambitious ‘hunter’ mindset
• Strong relationship building skills
• Excellent interpersonal and communication skills

• Achieve the sales targets as outlined within the Region Sales Budget
• Build trust, secure and own relationships with all key customers in the region
• Promote and educate customers on Vertiv’s solutions
• Develop opportunities with the customers for Product and Service sales
• Develop & implement strategic engagements to maximise potential in market segment for Vertiv solutions
• Increase the number of “Vertiv specifications” in deals
• Develop and maintain relationships with consultants, contractors and end users
• Regular updates to product and service teams around customer product requirements
• Drive sales activity between the customer and product and service sales teams to exceed business objectives, sales growth, and profitability targets
• Ensure that all sales calls and demonstrations are pre-planned and entered into CRM and that adequate back-up material is available to ensure a positive client response
• Take all steps necessary to ensure the complete security and maintenance of Company property including Price Lists, Literature, Equipment and Vehicle
• Ensure that all transactions adhere to Company policy covering selling prices, terms of payment, warranty, commissioning and other relevant aspects as per Vertiv’s Conditions of Sale
• Identify sales opportunities, product offerings and initiate activity to sell Vertiv’s solutions and ensure follow ups for such activities
• Develop account and action plans to ensure Vertiv’s success within opportunities
• Report on all competitive activities likely to affect the Company’s business
• Organise, assist and participate in customer education, demonstration and promotional seminars
• On orders received, ensure the appropriate Company documentation is fully completed and an official order is received from the customer
• On all orders, ensure all special conditions are included in process documentation
• Ensure that all Activity Reports, Order Forecasts, Lost Business Reports, Expense Claims and any other reports and tasks required by management are completed and submitted by the due date
• At all times ensure that dress and appearance is presentable, that Company policy is well understood, and that the Company’s business is carried out in an efficient, professional and ethical manner Work with the Associate Director, National Enterprise Sales to drive growth strategies and market expansions