Description 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
