About this role
POSITION SUMMARY
The Regional Thermal Technical Sales Manager is responsible for supporting thermal equipment sales in assigned Vertiv local offices (FDOs/LVOs) and specific national accounts. This support primarily consists of customer presentations, leading specific sales opportunities, and delivery of technical training.
RESPONSIBILITIES
- Support local offices and national customers in design discussions to establish Vertiv as basis of design
- Assist local offices with project strategy to increase win rates on critical to close projects
- Maintain consistent relationships with key engineering firms within assigned territory and track Vertiv performance
- Monitor local office thermal sales performance and implement gap plans to address weakness in specific local offices.
- Consistently evaluate and improve the technical selling competency in local sales offices through ongoing thermal systems training.
- Actively participating in customer visits through presentations and entertainment
- Participate as needed in account planning efforts and engagement strategies for key clients.
- Represent Vertiv at industry conferences, seminars, and customer presentations.
- Stay updated on evolving industry trends, materials, and technologies to maintain the Vertiv’s competitive edge.
- Provide industry feedback to product managers for product improvements and roadmaps.
ADDITIONAL RESPONSIBILITIES
- Provide escalation support for customer requests not addressable by local sales teams
- Mentor early career Vertiv employees within technical sales team
- Have high level discussions with principals of LVOs/FDOs and engineering firms involving projects and strategies
QUALIFICATIONS
- 10+ years of technical experience with sales experience preferred.
- Technical knowledge of HVAC and mechanical building systems and applications.
- Deep market dynamics and industry knowledge.
- Proven track record of influencing engineering accounts.
- Experience working with sales offices
- Salesmanship and self-confidence to deal with stressful customer relationship issues.
- Excellent sales presentation skills.
- Strong problem-solving skills and ability to translate technical challenges into actionable plans
PHYSICAL & ENVIRONMENTAL DEMANDS
- No special physical requirements
TIME TRAVEL REQUIRED
- 30-50%