Business Development Manager

Job Description

Business Development Manager focused on selling Vertiv solutions to data center, bit coin miners, developers, and investors by promoting Vertiv’s thought leadership and industry leading designs in Canada. The BDM will be responsible for identifying, developing, and maintaining relationships with customers across the country while partnering with the local sales force, technical sales team, application engineering, and product offering to provide solutions, proposals, and application support. This position will carry ownership of the complete Vertiv portfolio. The BDM will be measured through growth in orders/sales, capturing and increasing the account share of wallet, using product knowledge and application expertise to enable customer success.

Responsibilities

• Identifying, building and maintaining relationships, working to ensure high levels of customer satisfaction and facilitating a best-in-class customer experience.
• Consistently promote Vertiv’s solutions throughout the hierarchy of the identified accounts, engaging with content that is relevant and profiled to the different stakeholders.
• Continuously informs accounts of new product developments and service offerings that could be applicable to their business segment, investigating and identifying short- and longer-term solutions and coordinating the Vertiv sales force to engage and generate proposals.
• Creates and leads business development plans that support the customer’s vision over the short to medium term, involving other parts of the Vertiv organization, coordinating the right individuals to meet with the right contacts with the account relative to the scope at hand.
• Managing commercial negotiations with the account centrally, actively participating, supporting, and coordinating with the LOB sales teams in bids and negotiations until closure of an opportunity.
• Interprets internal/external business issues; makes changes to own and others’ work to meet with the customer’s needs.
• Drive specific sales and marketing activities for Vertiv products, services and solutions, together with the local sales force, through regular visits and meetings that support the customers vision and strategy.
• Responsible to create, follow up and report the Account plan, which defines the joint strategy, active pipeline, activity plan etc.
• Responsible for sales at a national level.
• Actively work alongside and coordinate the local Vertiv sales resources aligned with the account.
• Actively participate in the construction and follow-up of pipeline review, demand generation and marketing/activity plans toward the account market segment.
• Contributes to the monitoring of the market, identify new business opportunities, and propose and drive action plans.
• Undertake/co-ordinate presentations to key stakeholders, including organizational capabilities, technical and value add presentations. Develop relationships with key players; map/identify opportunity and enquiry potential.
• Utilize reporting and forecasting platforms to facilitate pipeline discipline, pipeline growth, and forecasting accuracy
• Increase Vertiv’s market share and work to meet/exceed the budget numbers in terms of Orders, Sales in accordance with the company’s ethics and guidelines.
• The above duties and responsibilities are intended to describe the general nature and requirements of the position and are not intended to be an exhaustive list. In order to achieve business objectives, other duties may be included at the discretion of the department manager.

Qualifications:

• Min. 10 years proven track record in sales.
• Bachelors or diploma in related technical or commercial field.
• Account Management, Selling, influencing, negotiating and problem-solving skills.
• Excellent commercial experience to understand customer(s) and the Vertiv business environment.

Additional qualifications and experience:

• Excellent knowledge of AI data center market.
• Strong experience in relationship building activities with customers.
• Strong sales background with experience in critical support applications.
• Excellent written, oral, and presentation skills at all levels.
• Ability to work proactively under own initiative, as well as in a team environment.
• Be an aggressive competitor and keen achiever.
• Ability to represent Vertiv successfully at meetings to senior management level.
• High ability to develop and execute strategic plans.
• Excellent interpersonal skills and relationship builder.
• Planning, Organizational and Leadership Skills.
• Basic legal and business knowledge.
• Numerate and IT literate with an in-depth understanding of business performance.
• The ability to work under pressure and to agreed timescales.
• Self-starter, ability to plan, organize, and manage time effectively.
• Excellent customer service skills.

Travel:

• Regular travel in Canada to meet customers, go where the business is.
• Occasional travel to US for meetings, training, or customer visits.

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 environments. With $5 billion in sales, a strong customer base and global reach in nearly 70 countries, our move to establish a standalone business enables us to deliver greater value to our customers and create new opportunities for our people.

The overall anticipated total compensation package for this role is between $136,340 to $170,425 per year, inclusive of base salary and eligibility for a monthly sales incentive plan. Since monthly incentive compensation is variable, performance-based, and not guaranteed, the estimated base salary range for this role in the locality of Greater Toronto area is between $81,804 to $102,255 per year; salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, disability, PTO, holiday pay, employee and family assistance program, and pension. Additional details about total compensation and benefits will be provided during the hiring process.

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