General Manager, Critical Infrastructure Sales; NorCA FDO

POSITION SUMMARY

The General Manager, FDO is responsible for the successful deployment and management of the entire sales organization for the Factory Direct Sales Offices in central and northern California, Nevada, and Hawaii. The responsibilities include the successful selection, training, and management of the sales staff, technical team, and administration for this business unit. The GM must possess both a technical and business background with complete working knowledge of the computer support industry (Consultant Engineers, Contractors, Distributors, Resellers, and End Users).

They must develop and maintain a positive business relationship with key customer personnel. The GM will have familiarity with business planning and budget development processes in following Vertiv protocol, and capable of managing to a budget.

• Achieves sales and profitability objectives including quota, expense control, and operating profit results.
• Ensures Sales personnel follow all Sales policies and that they meet company objectives, including attaining goals in all Lines of Business (LOB), maintaining and updating pipeline of opportunities, ensuring customer satisfaction through the delivery/ start-up process, and a strategy to support new product introductions.
• Performs as the high-level manager for large End Users, Consultant Engineers, and Contracting customers.
• Develops sales personnel through aggressive goal setting, constant measurement, and attainment of objectives.
• Assures customer satisfaction within the assigned territory that includes creating and maintaining customer and business partner loyalty.
• Daily management of all sales and administration functions, as well as sales expenses within the Factory Direct Office.
• Manages the profit and loss position for the office.
• Develops and maintains direct high level selling relationships for key customers and partners.
• Interfaces with and provide territorial and industry feedback to executive management.
• Recruits experienced sales talent and provides continual motivation.
• Provides solutions to issues (e.g. profit decline, resolving difficult customer situations, employee conflicts, loss of business to competitors).
• Ensures staff follows health and safety regulations.
• Ensures a good workable office space (Training space set up and usage, Demo room updates, Warehousing space for Parts, office space for Power/Thermal service teams, and general office use needs).
• Manages office subscriptions for the specific purpose of customer interaction (sports tickets, database subscriptions, employee association memberships).

• Seeking 10-12 yrs relevant experience.
• Bachelor’s degree (Engineering or Business focus preferred) or equivalent combination of education and experience.
• Proven experience leading and developing teams.
• Strong business acumen.
• Strategic planning skills to ensure the development of a clear strategic plan.
• Strong analytical and problem-solving skills.
• Strong communication skills, both written and verbal.
• Ability to make sound decisions.
• Skilled collaborator and negotiator.
• Understands the general critical space (power and cooling) industry environment.
• Technically adapt to understand various nuances of the diverse Vertiv products in their application for the computer support industry.

• MBA

• No special physical requirements.

• 50%

The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities.

OUR CORE PRINCIPALS:
Safety. Integrity. Respect. Teamwork. Diversity & Inclusion.

OUR STRATEGIC PRIORITIES

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

OUR BEHAVIORS

• Own It
• Act With Urgency
• Foster a Customer-First Mindset
• Think Big and Execute
• Lead by Example
• Drive Continuous Improvement
• Learn and Seek Out Development

At Vertiv, we offer the stability of a global leader in a growing industry and the opportunity of a startup. We design, manufacture and service the mission-critical infrastructure technologies for vital applications in data centers, communication networks and commercial and industrial…