Enterprise Account Manager

3 settimane fa

Milano, Italia Vertiv Co. A tempo pieno

We are now looking for an **Enterprise Account Manager **to join our team in **Milan, Italy.
**What can you expect?**

The (National) Account Manager position is a key role within the National Sales Team, holding the position as the team lead for a selection of our major customers within the assigned segment. This position is an integral role for the National and EMEA sales organisation, with the individual holding accountability for the full portfolio order targets attributed to the identified accounts.

You will form part of a team that cover all disciplines of the business, within which you will hold account management responsibility, supported by a matrix of product specialists to facilitate the needs of your customers through a structure that offers the best in class balance of relationship management and technical support. As an individual you need to have strong segment industry experience coupled with a well-established network, be able to demonstrate good key account management skills, a strong commercial acumen, and have the capability to build strong networks internally within Vertiv community.

**Your main responsibilities will be**:

- Long-term building and maintaining of relationships with the allocated accounts, working to ensure high levels of customer satisfaction and facilitating a best in class customer experience.
- Consistently promote Vertiv’s product and service offering throughout the hierarchy of the allocated accounts, engaging with content that is relevant and profiled to the different stakeholders.
- Continuously informs accounts of new product developments and service offerings that could be applicable to their business segment, investigating and identifying short
- and longer-term solutions and coordinating the Vertiv sales force to engage and generate proposals.
- Creates and leads business development plans that support the customer’s vision over the short to medium term, involving other parts of the Vertiv organization, coordinating the right individuals to meet with the right contacts with the account relative to the scope at hand.
- Managing commercial negotiations with the account centrally, actively participating, supporting and coordinating with the LOB sales teams in bids and negotiations until closure of an opportunity.
- Interprets internal/external business issues; makes changes to own and others’ work to meet with the customer’s needs.
- Drive specific marketing activities for Vertiv products, services and solutions, together with the countries and other channels, through regular visits and meetings that support the customers vision and strategy.
- Responsible to create, follow up and report the Account plan, which defines the joint strategy, active pipeline, activity plan etc.
- Responsible for sales & profitability level for the accounts at a national level, and therefore responsible for pricing and bid consistency within the region.
- Actively work alongside and coordinate the local Vertiv sales resources aligned with the account.
- Actively participate in the construction and follow-up of pipeline review, demand generation and marketing/activity plans toward the account market segment.
- Contributes to the monitoring of the market, identify new business opportunities and propose and drive action plans.
- Undertake/co-ordinate presentations to key stakeholders, including organisational capabilities, technical and value add presentations. Develop relationships with key players; map/identify opportunity and enquiry potential.
- Utilize reporting and forecasting platforms to facilitate pipeline discipline, pipeline growth, and forecasting accuracy.
- Increase Vertiv’s market share and work to meet/exceed the budget numbers in terms of Orders, Sales, GM/EBITDA in accordance with the company’s ethics and guidelines.

**Job qualification**:

- Excellent commercial experience to understand customer(s) and the Vertiv business environment.
- Min. 5 years proven records in management of Sales Account in International environment.
- Excellent knowledge of Mobility & Critical Energy market segment and industry.
- Strong experience in business negotiations
- Strong experience in relationship building activities with customers.
- High ability to develop and execute strategic plans.
- Excellent interpersonal skills and relationship builder.
- Degree in electrical or mechanical engineering or equivalent
- Planning, Organisational and Leadership Skills.
- Basic legal and business knowledge.
- Account Management, Selling, influencing, negotiating and problem-solving skills.
- Excellent written and oral communication skills at all levels.
- Ability to work proactively under own initiative, as well as in a team environment.
- Be an aggressive competitor and keen achiever.
- Ability to represent Vertiv successfully at meetings to senior management level.
- Excellent presentation skills.
- Numerate and IT literate with an in-depth understanding of business performance.
-

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