Key responsibilities:
* Sales Achievement: Build and maintain a robust sales pipeline focused on maintenance contract renewals, warranty-to-service contract conversions, and upsell opportunities within the installed base.
* Focus on growth: Deliver on sales growth by actively identifying, qualifying, and pursuing new business opportunities with our existing customer accounts.
* Customer engagement: Actively participate in account handovers of new customers in the specified state.
* Conduct regular customer service reviews including face-to-face meetings, to understand service needs and position Vertiv's offerings effectively.
* One Vertiv: Collaborate closely with field Customer Engineers and Service Supervisors, to uncover service opportunities, align on customer priorities, and support and deliver on our retention strategies.
* Understanding customer's requirements: Develop tailored proposals and solutions that address customer requirements and contribute to long-term service engagement.
* Sales Funnel Management & Forecasting: Build and manage a healthy, high-quality sales pipeline. Maintain accurate forecasting and reporting to ensure visibility of progress toward sales goals. Consistent update of pipeline in CRM.
* Collaboration: Work collabirately across the service BDM team and product sales teams to ensure we are delivering the best customer experience.
* Process Improvement & Customer Experience: Proactive use of Vertiv Operating System to enhance continuous improvement efforts. Continuously seek ways to enhance sales processes, engagement approaches, and customer interactions to maximize satisfaction and conversion rates.
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
Main contacts within Company
* Associate Director Service Sales, ANZ
* Service Sales BDM's
* WA Service Supervisors
* Internal Contract Sales
* Service Operations Team
* Project & Service Team
* Supply Chain Team
* Customer Engineers
* Senior Direct Sales, ANZ
* Application Engineers
* Product Managers
Main contacts outside the Company
* Customers, Facilities Managers, Customer's contractors
* Channel Partners
Specialist Knowledge:
* 3-5 years experience in service sales
* Business development experience
* Strong commercial acumen
Practical Experience:
* Sales experience in service sales, consistently meeting or exceeding targets
* Strong presentation and communication skills
Education/Qualification:
* Tertiary qualification in Business, Engineering or related field
Personal Attributes:
* Customer first mindset and approach
* Ambitious 'hunter' mindset
* Strong relationship building skills
* Excellent interpersonal and communication skills