Key Account Manager - Strategic Accounts

Vertiv Group Corporation; Sydney; On-site; AUD 120,000 - 160,000; Full time

Job summary

Vertiv Group Corporation in Australia seeks a seasoned Key Account Manager, Strategic Accounts for the ANZ region. You will develop vertical business strategies, identify new opportunities, and drive growth across NSW, ACT, QLD, NT, VIC, SA, TAS and WA, collaborating with stakeholders and global teams.

You will manage strategic accounts, deliver plans, forecast, and present solutions to customers, aiming for high-value wins and strong relationships.

Qualifications

• 5+ years of experience in consultative technical sales/sales management.
• Minimum 2 years managing key accounts.
• MBA or Master’s degree desirable; relevant demonstrated experience.
• Degree in Mechanical or Electrical Engineering (or related field).
• Strong business acumen and interpersonal skills.
• Good understanding of sales concepts and techniques.

Responsibilities

• Strive to overachieve yearly orders and sales targets for allocated accounts.
• Manage all allocated Strategic Accounts and Opportunities within geographic area.
• Collaborate with internal stakeholders to develop and own strategic account plans.
• Develop solutions meeting customer requirements and deliver high-value wins.
• Deliver accurate forecasting and reporting of strategic opportunities.
• Establish strong relationships within accounts and market; present to partners.
• Coordinate with Global Strategic Account teams for alignment and insights.
• Prepare quarterly business plans and monitor progress against KPIs.

Skills

Consultative sales

Sales management

Account management

Relationship management

Communication skills

Education

Engineering degree (Mechanical or Electrical)

MBA/Masters desirable

Tools

Microsoft Office

Job description

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