The purpose of this position is to provide technical support that enables commercially viable customer relationships to be established. Manage the bid process and execution of ‘design and construct’ projects to achieve sales targets and to develop profitable business with new and existing customers.
Key Responsibilities
Sales Support:
- Manage the entire pre-sales bid process across multiple stakeholders such as product, service, others to pull together the offer
- Work with sales and product management, conduct market research into new business opportunities using all available media
- Manage the execution of the sales strategies and plans through consultation and collaboration with key stakeholders
- Build understanding of the PSA’s role and responsibilities in Vertiv ANZ by educating key stakeholders and internal customers
Pre-Sales Support:
- Work collaboratively with customers, Technical Support Teams and other key stakeholders to develop solutions that meet customers’ requirements
- Important: Conduct cost/benefit analysis and determine project margins to ensure all projects undertaken are commercially viable (using average selling price BI file and others) and working with Pricing Analyst to ensure they are at market price.
- Important: Responsible for bid management to ensure the PSA team submits responses back to sales on or before the due date.
- Prepare and conduct presentations to, and negotiations with customers (prospective and existing), to highlight our product and service capability
- Manage project execution and customer handover process to ensure project milestones and deadlines are achieved to customer’s expectations and all project activity complies with relevant legislation and Vertiv’s policies, procedures and ethical standards.
- Prepare regular reports and analyses of business achievements, opportunities and performance against plan KPIs to ensure compliance with Vertiv’s reporting protocols
- Manage the day-to-day operation of the Manila based application engineers and work side by side with the local Power & Thermal Solution Leaders to ensure accurate proposals are submitted with successful outcome
Continuous Improvement:
- Work with key stakeholders and internal and external customers to identify improvement opportunities (product solutions, technical support and service delivery) and develop and implement action plan (VOS)
- Measure and evaluate quote to cash improvement initiatives
People Management
- Attract, develop and retain a highly competent and motivated team in the PSA team
- Agree objectives & KPI’s with direct reports and provide monthly feedback & performance management.
- Coach team members to achieve performance objectives & develop individual competence
- Develop succession plan for key roles within the PSA team structure
- Foster teamwork/cohesiveness within the PSA Team cross functionally with other Divisions
WHS, Environment & Quality:
- Comply with all Work, Health & Safety, Environment and Quality obligations
Actively promote safety in the workplace
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Employees reporting to Incumbent
Main contacts within Company
- Associate Director, PSA ANZ
- Sales Leaders
- PSA Solution Leaders
- Sales Operations Manager
- Assistant Manager, Applications Engineering
- Manila based application engineers
Main contacts outside the Company
- Key accounts (via Sales)
- Key suppliers
Education/Qualification:
- Tertiary qualified in Commerce, Engineering or related discipline
- Minimum 5 years sales / engineering experience
- Minimum 5 years team management experience
- Proven track record in sales plan execution
Specialist Knowledge:
- Data centre knowledge preferred
Practical Experience:
- High level project management skills
High level commercial acumen
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Personal Characteristics:
- High level interpersonal skills
- High level negotiating and influencing skills
- Computer literacy at an intermediate level
