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POSITION SUMMARY Focuses on specific key accounts and/or markets to
target and penetrate with the goal of obtaining new business from both
new and existing customers. Need to be able to navigate at all levels of
the organization, with a focus to reach high level executives.
Identifies and documents growth strategies for key accounts/markets,
targets and provides guidance throughout the organization, and assists
with information regarding the account opportunity. Facilitates
execution at accounts and helps deliver results to the business. This
level is distinguished by working on issues of moderate scope with
defined procedures and practices. Responsible for aggressively pursuing
and closing all business opportunities within assigned Accounts/Markets.
Develop and manage a Strategic Business Plan for each Account/Market to
drive corporate and local opportunities with each client. Work closely
with Service Center Managers and Local Sales Executives to further
develop ERS' overall relationship with these accounts. Individually
responsible for developing key relationships, identifying opportunities,
coordinating the quotation of services, working with management and
local sales on pricing strategies, closing business, and handling follow
up on any customer issues with these accounts. Accurate and complete
reporting as well as effective communication with customers, company
associates, and management will be essential to the overall success of
the position. Further, this position requires effective communication
across a matrixed organization. RESPONSIBILITIES Develop strategic
account/market plans to drive sales and sales growth at each assigned
major account Develop key relationships at each account to improve
partnerships with the client and increase project hit rates Build and
grow service revenue through the profitable sale of all ERS services to
targeted major accounts. Form successful working relationships with
Company Service Center Managers, Sales Engineers, Major Account Customer
Success Managers, and other Vertiv Service Entities to ensure complete
customer satisfaction at all levels. Meet or exceed sales quotas
while supporting management's strategic objectives. Develop and
present proposals while maintaining and updating account proposal
activity through ERS' quote management system to accurately reflect
100% of the outstanding potential for the month. Maintain sales
records and up to date activity on progress to provide accurate
forecasting reports. Achieve progressively increasing monthly,
quarterly, and annual sales quotas. Cold calls and strict follow up
on proposals to close contracts effectively and efficiently
Communicate with field and corporate associates regarding contract
issues. Adhere to all company policies, procedures and business
ethics codes and ensure that they are communicated and implemented
within the team. Other duties may be assigned as applicable
COMPETENCIES To perform the job successfully, an individual should
demonstrate the following competencies: Customer Focus - Is dedicated
to meeting the expectations and requirements of internal and external
customer; Gets first-hand customer information and uses it for
improvements in products and services; Acts with customers in mind;
Establishes and maintains effective relationships with customers and
gains their trust and respect. Decision Quality - Makes good
decisions based upon a mixture of analysis, wisdom, experience, and
judgment; most of his/her solutions and suggestions turn out to be
correct and accurate when judged over time; sought out by others for
advice and solutions. Integrity and Trust - Is widely trusted; is
seen as a direct, truthful individual, can present the unvarnished truth
in an appropriate and helpful manner; keeps confidences; doesn't blame
others for his/her own mistakes or misrepresent him/herself for personal
gain. Listening - Practices attentive and active listening; has the
patience to hea
Full-time