Position Summary/Objectives of Incumbent:
The National Chiller Sales Specialist role will focus on driving new business for Vertiv’s Chiller solutions across the ANZ region. This role involves identifying, developing, and winning opportunities with both new and existing customers to achieve revenue and margin targets.
The ideal candidate will have strong business development skills, exceptional communication abilities, and a deep understanding of Chiller solutions. They will build relationships with key stakeholders, ensure Vertiv’s solutions are specified early in the sales process, and collaborate with internal teams to deliver tailored or standard solutions. Reporting to Associate Director, Sales Specialists, ANZ, this role will contribute to our broader ANZ Key Strategic initiatives and require effective sales forecasting and progress tracking.
Major Responsibilities:
- Identify & Develop New Business: Leverage your expertise to identify, develop, and win new opportunities for Chillers from both existing and new customers across the ANZ region.
- Revenue Growth: Own and execute strategies that contribute to Vertiv’s annual Chiller revenue targets, working closely with the sales teams to ensure we meet or exceed budget goals.
- Sales Support & Collaboration: Act as the Chiller subject matter expert within the sales team, providing guidance during pre-sales stages, developing opportunities, and helping close deals.
- Customer Engagement: Build and maintain strong relationships with end-users, consultants, and contractors, ensuring that Vertiv’s Chiller solutions are specified early in the opportunity lifecycle. Exceptional communication and presentation skills, with the ability to influence stakeholders at all levels.
- Market Insight & Positioning: Stay ahead of industry trends, competitor landscapes, and market requirements, gathering and analysing Voice of Customer (VoC) to ensure Vertiv’s solutions are properly positioned for success in the marketplace. Deep knowledge of the market landscape, including competitors and customer requirements.
- Solution Design Collaboration: Work closely with pre-sales engineers to design Chiller solutions based on your customer’s needs, ensuring we can effectively differentiate our offerings from competitors.
- Strategy Execution: Own and drive the execution of Vertiv’s Chiller Strategy, presenting monthly progress updates and adjustments as needed.
- Proposal & Market Strategy: Lead the creation of competitive proposals, defining the best approach to position our products in the market while working closely with Vertical Leaders and Sales Teams.
- Sales Funnel & Forecasting: Drive the sales funnel by collaborating with customers and also sales teams, developing opportunities, and ensuring accurate forecasting that aligns with sales goals. Ability to forecast and manage sales pipelines effectively.
Continuous Improvement: Actively identify areas for process improvements, engagement strategies, and opportunities to better meet customer expectations.
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Employees reporting to Incumbent N/A
Main contacts within Company
- Vertical leaders & ales teams
- Vertiv Large Bid teams
- Vertiv Chiller product and solution owners
- Application Engineers
- Leadership Team in ANZ and Region
Main contacts outside the Company
- End customers,
- Consultants,
- Contractors,
- Industry leads
Education/Qualification:
- Bachelor’s Degree in Mechanical engineering, preferably with experience of working in data centre/critical infrastructure field
Minimum 5 year experience in selling complex solutions
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Specialist Knowledge:
- Knowledge of Data Centre applications in power and or thermal system design and architecture
- Presentation skills for customer and consultant presentations
- Excellent interpersonal skills with peers to work in matrix organisation
Strong technical acumen, with the ability to understand customer needs and design tailored solutions.
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Personal Characteristics :
- Strong collaboration skills with both internal teams (sales, engineering) and external stakeholders (customers, consultants).
- Good planning capability
- Good written, oral communication and presentation skills, with experience working with people.
- Self-motivated and strong sales skills to be able to develop complex opportunities with long sales cycle into a successful outcome.
- Action- and results-orientated with a passion for success
- Learning agility and the ability to stay abreast of trends and strategic landscape.
- Display strong communication and teamwork attributes working with all internal and external stakeholders
