Manager, Thermal Sales

JOB DESCRIPTION

The Thermal Sales Manager is responsible for managing and developing the thermal sales team within the assigned sales offices. The Thermal Sales Manager assigns end-user accounts and contractors and ensures that the team has a plan to expand and grow the thermal market in the territory and meet or exceed the Company plan for the office. Additionally, the Thermal Sales Manager ensures that the team is knowledgeable and proficient in selling the entire Vertiv thermal portfolio to achieve assigned sales quota targets.

The Thermal Sales Manager works with the General Manager to develop a growth plan to capture market share in existing, and expand new, markets to enable the success of the office and the thermal team. The Thermal Sales Manager is responsible for his/her own set of accounts and sales objectives to ensure expansion of the overall relationship with strategic Mechanical Contractors, Consultants, and End Users for Vertiv thermal product opportunities.

The Thermal Sales Manager works with AC Power, Channel, and Service associates within the territory to further develop Vertiv’s overall relationship with these accounts. The Thermal Account Manager ensures that the relationship between their sales offices and other FDO’s/LVO’s is healthy and mutually beneficial and that it represents the best interest of Vertiv while following all company policies.

• Manages all Thermal Sales employees including their relationships with Contractors, Consultants, Resellers, and End-Users.
• Manages the Thermal Sales Plan to achieve company assigned quotas for the Thermal Line of Business while maintaining a Thermal opportunity pipeline at least three times the assigned Thermal quota.
• Ensures all company policies are followed throughout their department, ensures the relationship with other offices is healthy, and that all activity within their team is in the best interest of Vertiv.
• Development of new, and expansion of existing, thermal accounts is required. Ensures their team develops long term relationships as a trusted advisor with a portfolio of clients, connecting with key business executives and stakeholders. Develops, trains, and manages team to create and manage individual opportunity pipelines of at least three times their assigned individual quotas.
• Leads the Thermal team in identifying, negotiating, and closing thermal product opportunities while also bringing in other team members to find cross-selling opportunities. The Thermal team manages all post sale activities to meet all customer and consultant requirements and to maximize profitability to the office and company.

• Bachelor's degree in business, engineering, or related field preferred (or equivalent combination of education and experience).
• 10+ years relevant experience
• Experience leading and developing personnel, preferably in the Thermal industry.
• Knowledge of the thermal industry in Data Center and IT applications.
• Experience in proactively managing opportunity pipeline leveraging industry recognized CRM tools and processes.
• Proven successful experience in large account sales and account management in a similar industry.
• Strong organizational skills, detail oriented, and ability to manage multiple priorities is required along with excellent problem-solving abilities.
• Knowledge of critical support equipment operations for both power and mechanical products.
• Proficiency in Microsoft Word, EXCEL, CRM and database tools, and Outlook.
• Team player with outstanding verbal and written communication skills.
• Understanding of electrical contractors, consultants, and end users for Data Center applications.

• Business to business outside sales experience preferred.
• Strong knowledge of the Vertiv Thermal portfolio of products and services.

• None

• 50% within region

Safety. Integrity. Respect. Teamwork. Inclusion.

• High-Performance Culture
• Customer Focus
• Operational Excellence
• Innovation
• Financial Strength

• Own It
• Act With Urgency
• Foster a Customer-First Mindset
• Think Big and Execute
• Lead by Example
• Drive…