National Account Manager - Thermal Mgmt

Vertiv; Glasgow; On-site; GBP 60,000 - 75,000; Full time

Job summary

Vertiv is hiring a National Account Manager in Glasgow, UK, to manage high-priority accounts within the enterprise market. The successful candidate will drive the sales of LV Switchgear, Busbar, and other solutions, while ensuring exceptional customer satisfaction.

This role involves significant account management responsibilities, with a focus on building long-term relationships and identifying new business opportunities. A strong background in enterprise account management and communication skills are essential for success.

Qualifications

• Minimum 5 years of experience with a proven track record in account management.
• Deep understanding of the enterprise industry and its sub-segments.
• Excellent written and verbal communication skills at all levels.

Responsibilities

• Build and maintain long-term relationships with allocated accounts.
• Ensure customer satisfaction and a best-in-class experience.
• Commercially develop and lead new opportunities within the account.

Skills

Account management experience

Customer needs identification

Relationship building

Negotiation skills

Excellent communication skills

Sales experience in critical applications

Planning and organizational skills

Problem-solving abilities

Job description

Job Description

The National Account Manager position is a key role within the Enterprise, Commercial & Light Industrial team, responsible for managing a defined number of high-priority accounts in the enterprise market vertical. The role involves full portfolio responsibility for the sale of LV Switchgear & Busbar, ACP UPS, ELS, and Thermal Management solutions that Vertiv offers to enterprise customers.

The primary revenue streams for this line of business will hinge on effective engagement with the End-User, Consultant and Contractor communities. The National Account Manager must maximize opportunities for sales of new products to these customers, develop strong technical insight across the product line, and drive the technical selection and application of these products with support from dedicated application engineers.

Duties & Responsibilities

• Build and maintain long-term relationships with allocated accounts, ensuring high levels of customer satisfaction and a best‑in‑class experience.
• Consistently promote Vertiv’s product offerings across the hierarchy of allocated accounts, mapping stakeholders and engaging with content tailored to their needs.
• Continuously inform accounts of new product developments and service offerings that could benefit their business, identifying short‑ and longer‑term solutions.
• Commercially develop and lead new opportunities within the account, actively supporting bids and negotiations until closure.
• Engage in dedicated marketing activities for Vertiv products and services.
• Develop and manage account plans that define strategies for growth and retention.
• Participate in pipeline creation and review calls, demand‑generation and activity‑planning sessions focused on the accounts/market segment.
• Monitor the market, identify new business opportunities and promote them to the business where appropriate.
• Coordinate presentations to key stakeholders, including organizational capabilities, portfolio overviews, technical deep dives and value‑add presentations.
• Establish trust and strengthen repeat business with key stakeholder relationships.
• Utilize reporting and forecasting platforms to maintain pipeline discipline, growth and forecasting accuracy.
• Increase Vertiv’s market share and exceed budget targets in orders, sales, GM/EBITDA while adhering to company ethics and guidelines.

Expectations

• Contribute to teamwork and knowledge sharing, maintain and update reporting systems, run scheduled and ad‑hoc analysis, lead and participate in team meetings, and share market, competitor and challenge insights.
• Focus on self‑growth and development through learning from experts, participating in Vertiv events, staying current with technical developments, and applying new knowledge daily.
• Be innovative, continuously improving processes and tasks to add value for customers, the team and the organization.
• Own your job with sound ethics, responsibility, discipline and ownership, recognizing the impact of your work on customers and the company.

Experience & Qualifications

• Minimum 5 years of experience with a proven track record in account management.
• Extensive commercial experience identifying and understanding customer needs.
• Deep understanding of the enterprise industry and its sub‑segments.
• Fundamental knowledge of LV Switchgear and Busbar, UPS, ELS topology or Thermal Management.
• Experience in commercial negotiations.
• Experience in stakeholder mapping and relationship building.
• Ability to develop and execute account plans.
• Excellent interpersonal and communication skills.
• Sales background in critical engineering applications, service or product‑led environments.
• Planning, organizational and leadership skills.
• Basic legal and commercial policy understanding.
• Influencing, negotiating and problem‑solving skills.
• Excellent written and verbal communication skills at all levels.
• Proactive initiative and teamwork.
• A competitive, achievement‑oriented mindset.
• Ability to represent Vertiv at meetings at all levels within accounts.
• Excellent presentation skills.
• Numeracy and IT literacy, with a good understanding of business KPIs.
• Ability to work under pressure and meet agreed timescales.
• Self‑starter with strong time‑management skills.
• Excellent customer service skills.
• Valid driving license.

Working Conditions

• Travel within the UK & Europe to support customers and the broader business.
• Occasional overnight stays outside the primary territory.

Equal Opportunity Employer

We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability.