Key Account Manager - ANZ

Vertiv Co; Sydney; Sur place; AUD 150 000 - 190 000; Plein temps

Résumé du poste

Vertiv Co is seeking a seasoned Key Account Manager, Strategic Accounts for ANZ. You will develop vertical business strategies, manage national accounts, and collaborate with internal stakeholders to create account plans and deliver high-value wins across NSW, ACT, QLD, NT, NZ, VIC, SA, TAS & WA.

Role requires strong consultative sales skills, people management experience, and a deep understanding of the data centre market.

Qualifications

• 5+ years of consultative technical sales/sales management with at least 2 years in key accounts.
• Recognized tertiary qualifications in Business; MBA/Masters desirable or equivalent experience.
• People management with strong interpersonal and relationship skills.
• Strong business acumen across sales cycles and markets.
• Solid knowledge of sales concepts and techniques; proficient with MS Office.
• Experience in the Data Centre industry is advantageous.

Responsabilités

• Strive to overachieve yearly Orders & Sales targets for allocated accounts.
• Manage all Strategic Accounts and Opportunities within the geographic area.
• Develop and own strategic account plans with internal stakeholders.
• Establish strong relationships and conduct executive presentations/negotiations.
• Deliver forecasting and reporting of account opportunities.
• Monitor quarterly business plans and KPIs with regular planning sessions.
• Identify improvements in products, solutions, and service delivery.

Connaissances

Key account management

Consultative sales

Sales management

Technical sales

People management

Business acumen

Sales concepts

MS Office

Data centre experience

Formation

Degree in Mechanical or Electrical Engineering

MBA/Masters desirable

Description du poste

Position Summary/Objectives of Incumbent:

As the Key Account Manager, Strategic Accounts, ANZ, you will be accountable for developing vertical business strategies and identify new business opportunities to achieve agreed upon growth objectives for the company. This role also requires strong interaction with local Strategic Accounts and stakeholders, and other functional leadership in the region in order to maximize our potential with current customers, identifying and acquiring new customers for Vertiv's Strategic Account Team within ANZ. Geographic responsibility: NSW, ACT, QLD, NT, NZ, VIC, SA, TAS & WA

Key responsibilities:

• Strive to overachieve yearly Orders & Sales targets for your allocated account base.
• Manage all your allocated Strategic Accounts and Opportunities in your geographic area.
• Manage own activity for the achievement of short-and long-term business objectives, increased profit and market control.
• Work collaboratively with the internal stakeholders to develop and own the strategic account plans for your accounts and to develop solutions that meet customers' requirements
• Establish strong relationships within your allocated accounts and market.
• Prepare and conduct presentations to, and negotiations with partners (prospective and existing), to highlight our product and service capability
• Achieve high value and high visibility wins to demonstrate the benefits of this consistent approach.
• Deliver effective communication, forecasting and reporting of the Strategic Account opportunities.
• Develop the overall strategy for successful targeting of the Strategic Account opportunities/customers in the region of responsibility within the ANZ MU.
• Understand, support and integrate into the Global Strategic account teams.
• Ensuring high quality and timely communication of accounts current and future plans, forecasts, competitive & industry intelligence.
• Produce, monitor & review business plans quarterly and track progress monthly against KPIs by hosting and participating in regular planning sessions and monitoring meetings
• Work with internal stakeholders to identify improvement opportunities (product solutions, technical support and service delivery) and develop and implement action plan

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

Specialist Knowledge:

• 5+ years' experience in consultative technical sales/sales management with minimum of 2 years managing key accounts
• Recognized tertiary qualifications in Business, MBA/Masters desirable. Or relevant demonstrated experience.
• People management experience with high level interpersonal and relationship management skills.
• Strong business acumen
• Good understanding of sales concepts and techniques
• Sound computer skills in Microsoft Office Applications

Practical Experience:

• Experience in the Data Centre Industry

Education/Qualification:

• Degree in Mechanical or Electrical Engineering (or any related field)

Personal Attributes:

• Customer first mentality and approach
• Account Management mindset
• Strong relationship building skills and ability to hold relationships
• Excellent interpersonal and communication (verbal and written) skills