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Service Sales Contract Manager-UK

4 months ago

Southampton, United Kingdom Vertiv Full time

At Vertiv, we build products that keep critical technologies running 24/7. We are proud we were the first to protect mainframes with precision cooling systems. We were the first to introduce an integrated enclosure system to distributed networks. We help some of the largest names in the industry bring new capacity online faster and at a lower cost when search and social media increased demand for storage and computing. Our portfolio spans power, thermal and infrastructure management products, software and solutions, and is complemented by a network of nearly 250 service centers worldwide.

 

We are now looking for a Service Sales Contract Manager-  to join our team in UK.

 

What can you expect?

 

Thinking strategically as well as innovatively, you will be responsible for managing the UK KAM’s, T2 and New Contracts business (Internal and External) and will be responsible for reporting the overall UK Contracts number through both direct and non direct reports.

Using your commercial and technical experience within the market sector you will be responsible for introducing and driving new processes with uniformity across all accounts to ensure opportunities for growth and development are maximized and secured.

This is a vital revenue stream for Vertiv UK and requires a highly competent individual with commercial experience in the market sector to ensure retention/growth of customer accounts across all disciplines within Vertiv whilst maintaining margin and profitability.

The ability to work well with other LOB Managers is crucial to business efficiency and customer service levels.

Focus on competencies such as Strategic Mindset, Driving Engagement, Managing Complexity, Building Effective Team and Developing Talent are imperative to the success of this role.

 

DUTIES AND RESPONSIBILITIES

 

  • Manage and motivate your sales team to achieve and exceed planned order revenue targets.
  • Create a strategic plan and guidelines for each of your team to work to/follow to ensure that contracts are retained and developed to their full potential.
  • Provide coaching and training to ensure that your team are fully converse and ar e able to present at first level, the Product and Service Sales offerings across all LOB’s.
  • Interaction with the operations and commercial teams to improve the quality of service delivery and ensure that customer KPI’s are met.
  • Provide first line support to your team for account communications and escalations.
  • Provide a central portal for Contract Administration documentation and reporting tools to ensure consistency across all Contracts personnel.
  • Work with other business leads to ensure that sales opportunities are maximized across all LOB’s.
  • Liaise regularly with other Contract leads and set timelines for others to work to, to enable you to provide weekly/monthly financial reporting for all Contracts to the NE Service Sales Director.
  • Create and utilise reporting and forecasting platforms to facilitate forecasting accuracy across direct reports and those for whom you will report the number (ie CRM/Colo/T3/Strategic).
  • Liaise regularly with the T3 Contracts lead to ensure that targets/forecasts are on track and hit plan. 
  • Utilising the coaching tools provided by Vertiv you will be responsible for developing talent through regular coaching/open communication sessions with your team.
  • Liaise regularly with the team to ensure that  Key Account Plans, Opportunity Management Plans, Renewal activity are incorporated in the teams daily/weekly routine .
  • As the lead for your department, you will be responsible for exploring and uncovering additional business opportunities and providing a strategy to your team for them to deliver within their regions.
  • Using the comprehensive range of Vertiv Products and Solutions, you will work directly with customers/FM’s to provide vision and strategy to fit with their current and future requirements/plans and ensure that Vertiv are the ‘go to’ company of choice for the wide range of product and service offerings we can provide.
  • Work with your team to define customer needs that support the Vertiv-Customer vision and leverage this interaction to help identify additional opportunities for multi LOB sales.
  • A regular financial review of accounts will be required to identify accounts with the most potential to develop / grow as well as the implementation of plans to drive growth where it is deemed that we are not hitting our full potential.
  • Implementation of a process for RFP’s / customer rebate schemes to ensure control, measurement, consistency and accuracy across the board and provide monthly updates to senior management on status/spend for each customer. You will also be required to work with your team to encourage/drive these customers to next level spend to ensure that we increase market share as well as contract and remedial revenue for Vertiv.
  • Represent the company and its corporate values in its relationship with end users.
  • Develop contacts, relationships and engage with stakeholders at senior executive level in major key accounts to drive full portfolio revenue streams.
  • Develop your team by conducting monthly 1:1 session, quarterly appraisals and regular reviews of development plans.
  • Manage prospecting, presentation, bid submission, follow up and closing requirements and develop partner relationships critical to our successful delivery of contracts as appropriate.
  • Undertake/coordinate presentations to key customers to include organizational capabilities, technical and value add presentations. 
    • Providing Customer Service: You put customers first in everything you do both internally and externally, to meet and exceed their expectations.

 

EXPECTATIONS

  • Building and Maintaining Relationships : You negotiate adeptly with individuals and groups and are effective at managing conflict and confrontations skillfully. 
  •  You know how to build and maintain working relationships with co-employees and external parties. 
  • You can negotiate and handle work problems without alienating people.  You understand others and are able to get their cooperation.
  • Taking Risk and Innovating, Entrepreneurial Spirit : You act decisively to attack difficult problems.  You persevere in the face of problems.  You take the lead in unpopular though necessary actions.  You look for new tools and processes in order to deliver new approaches or products.
  • Demonstrating Ethics and Integrity: You act in accordance with stated values. You follow through on promises. You use ethical considerations to guide decision and actions.  
  • Focus on self-growth and development:  You keep an open mind and learn from some of the best experts in the company and the industry.  Participate in Vertiv meetings and events to acquire knowledge of where the market is going, keep up to date with technical developments, participate in company trainings and apply the knowledge in your day to day work.
  • Be innovative:  bring your own ideas of improvements inside the team, look at each process and task with the goal of constantly improving it to bring more value to the customer, to you, the team and the organization.  
  • Own their job : approach your daily work and customers with ethics, responsibility, discipline and ownership, knowing that everything you do has an impact on the customers, the company and your development. Sales activities, related administrative activities, reporting and your own development are all important and lead to your success in the role.

 

QUALIFICATIONS

 

  • A minimum of 2 years Sales Management experience.
  • Knowledge / understanding of the UPS/Battery/Generator and Thermal market would be an advantage.
  • An understanding of business critical applications.
  • The ability to understand clients processes and business objectives.
  • Ability to represent Vertiv successfully at meetings to Senior Management Level.
  • Ability to set targets and evaluate sales contributions.
  • Excellent interpersonal, communication and presentation skills.
  • A decisive nature and the ability to work under pressure.
  • Strong communication skills.
  • The ability to engage at all levels and command respect from peers.
  • Proven track record of the ability to manage and motivate others.
  • Computer literate.
  • Self disciplined and motivated.

 

 

WORKING CONDITIONS

  • Travel abroad from time to time 
  • Occasional visits to meet with the T3 Team leader may be required
  • Long distance travel within the UK requiring occasional overnight stays
  • After hours and weekend working may be required.

 

If YOU are the person we are looking f   or, feel free to apply and let's start drafting your future career in a healthy and growing environment