Sr. Sales Manager, Southern Region at Vertiv Group Corporation
Vertiv Group Corporation · Melbourne, Australia · Onsite
- Senior
- Office in Melbourne
Position Summary/Objectives of Incumbent:
The Region Territory Manager is responsible for driving Vertiv’s growth across Northern Region including VIC, SA, TAS and WA. This senior leadership role oversees the achievement of product and channel sales targets, while managing a high-performing team that includes the Power and Thermal Sales teams of Northern Region and provides dotted-line leadership to the Consultant & Contractor Account Manager for the region.
In addition to team leadership, the role requires direct engagement with customers to identify, develop, and convert new business opportunities. The Territory Manager plays a critical role in building and maintaining strategic relationships with end users, consultants, contractors, and channel partners to ensure sustained growth and market presence.
Success in this role will be defined by the ability to lead through influence, drive proactive sales activity, and foster a culture of accountability and customer-centricity across the team.
Major Responsibilities:
- Sales Leadership & Strategy: Lead, coach, and develop the regional sales team to execute sales plans, ensuring consistent achievement of revenue and growth targets.
- Opportunity Management: Drive proactive sales activity across the team, ensuring robust pipeline generation, opportunity identification, and successful conversion.
- End User Engagement: Build and maintain strong relationships with key end users, acting as a trusted advisor and ensuring customer needs are met with tailored solutions.
- Performance Accountability: Monitor team performance, provide regular feedback, and implement improvement initiatives to ensure excellence in execution.
- Hands-On Sales Involvement: Actively engage in customer meetings, quoting, and closing deals alongside the team.
- Cross-Functional Collaboration: Work closely with regional and ANZ teams including presales, operations, supply chain, finance, legal, marketing, and HR to ensure seamless execution.
- 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.
- Continuous Improvement: Monitor market trends and competitor activity to adapt strategies and maintain a competitive edge. Actively identify areas for process improvements, engagement strategies, and opportunities to better meet customer expectations.
- 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.
|
Employees reporting to Incumbent | 7 Direct Reports and 1 Dotted Line Report |
| Main contacts within Company | ANZ and the Regional Leaders Service Sales team Presales Architects Product Managers Large Bid teams Application Engineers ANZ Marketing Team Legal Finance Supply Chain & Sales operations ANZ HR |
| Main contacts outside the Company | End customers, Consultants, Contractors, Industry leaders, Channel Partners. |
| Education/Qualification: |
|
| Specialist Knowledge: |
|
|
Personal Characteristics:
|
|
