EMEA Power Commercial Director

Who are we?

Sebbene l'esperienza professionale e le qualifiche siano fondamentali per questo ruolo, si assicuri di verificare di possedere le soft skill preferenziali, se richieste, prima di candidarsi.

At Vertiv, we’re on a mission to empower the people that will power the future. From a simple swipe to life-changing medicines, from push notifications to generative AI. We design, manufacture, and service the products and solutions that keep the world connected.

We are currently seeking an EMEA Power Commercial Director to join our dynamic team in Bologna, Burnfoot, Campsie, London

The Commercial Director, EMEA Power is the strategic commercial lead for the Power Business Unit, operating within a parallel matrix organization. The role is directly accountable for Power BU's order, sales and gross-margin targets, delivering them by working through and aligning with the central, cross-business-unit Sales organization rather than owning a dedicated field sales force.

The role carries an EMEA-wide remit across a Power portfolio of approximately $1 billion, with a mandate to double the business within three years. As the portfolio scales toward a 30–40% growth trajectory, the Commercial Director ensures commercial strategy, pricing discipline and demand accuracy keep pace with that ambition — turning strategic deals into profitable, well-forecast revenue.

This is an influence-led role at its core. Success depends on orchestrating a shared sales effort across the matrix — setting commercial direction, owning pricing on complex deals, and bringing both strong technical judgement and Power commercial expertise to a generalist sales organization that cannot hold deep knowledge of every business unit on its own.

What kind of work will you be doing?
Sales & Revenue Ownership

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• Drive and achieve the Power Business Unit's overall order, sales and gross-margin targets across the full power product portfolio.
  
• Translate the BU's growth mandate into a coherent commercial strategy across customer segments, executed through the central Sales organization.
  
• Orchestrate the shared sales effort across the matrix — setting direction on priority deals and mobilising the right technical and product resources behind them.
  

Pricing Strategy & Governance

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• Own the commercial level on strategic deals — the discount level, the price the BU goes to market with, and approval of pricing requests coming from the sales network — acting as the commercial decision-maker where Product Management's single-product quoting authority ends.
  
• Provide inputs on discounting guidelines, margin thresholds and deal‑escalation paths that optimise price gains and overall profitability.
  
• Bring a strong technical-commercial judgement to deal review: rather than being the first stop for every opportunity, review deals once Sales and Technical Sales have shaped the initial technical solution — taking an overview of the whole and confirming the price level, requesting an improvement, or, where factory utilisation allows, guiding a more aggressive position to win the deal.
  
• Balance competitiveness with margin protection, ensuring pricing decisions on strategic deals are consistent, disciplined and defensible.
  

SIOP & Demand Integration

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• Actively participate in the Sales, Inventory & Operations Planning (SIOP) process, translating strategic deal insight into accurate demand forecasts.
  
• Align customer demand with factory capacity, flagging where major deals will stress lead times or supply.
  
• Drive remediation of inaccurate CRM signals and provide closed-loop feedback to the Sales team to raise the quality and reliability of forecasting over time.
  

Win-Loss Analysis & Commercial Intelligence

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• Lead structured win-loss reviews on strategic deals, turning outcomes into sharper commercial strategy, market positioning and pricing structures.
  
• Feed win-loss insight back to Product Management and the Sales organization so that pricing, packaging and value positioning continuously improve.
  

Commercial Enablement of the Sales Matrix

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• Engage the central Sales organization at a strategic level — informing sales training, key-account growth plans and commercial strategy — while recognising that Technical Sales, Presales & Application Engineering and Product Management each carry their own responsibilities in the deal flow.
  
• Bring Power commercial and technical judgement to bear where it raises the quality of strategic decisions, rather than inserting into every opportunity.
  
• Act as the connective commercial layer that keeps a generalist, multi-BU sales force effective on Power‑specific strategic deals.