At Vertiv, we build products that keep critical technologies running 24/7. We are proud we were the first to protect mainframes with precision cooling systems. We were the first to introduce an integrated enclosure system to distributed networks. We help some of the largest names in the industry bring new capacity online faster and at a lower cost when search and social media increased demand for storage and computing. Our portfolio spans power, thermal and infrastructure management products, software and solutions, and is complemented by a network of nearly 250 service centers worldwide.
Purpose of this role
- Provide effective sales leadership to deliver required growth in market penetration, orders, revenues and profitability.
- Manage, coordinate and optimize the commercial activity within the Region, strengthening our core business, maximizing account penetration, identifying new market opportunities, optimizing and orchestrating the various business models.
- Constantly enhance business prestige and high level industry/account relationship within the assigned perimeter.
- Promote a culture of strong customer focus, service and relationships across the organization.
- Optimize the go-to-market strategy in coordination with the various functional leaders and balancing the entire portfolio and drive increasing customer satisfaction.
- Help keeping the organization (sales-operations) in balance and relentlessly strengthen team spirit and motivation.
- Ensure processes implementation and drive the adoption of Sales Process model into the Region.
- Understand the trends of the served industries and strategically adapt the organization and the commercial effort to anticipate the changes and gain a competitive advantage across the portfolio (hardware, software, service).
- Conduct market and competitive analysis on regular basis.
- Liaise with marketing to ensure lead generation, market visibility, events and website information is coordinated.
Main activities
- Meet the agreed sales, orders, and price and market share targets and provide accurate and regular forecast.
- Manage customer relationships and oversee major accounts, in cooperation with regional leadership where required and central functions.
- Manage price, mix and cooperate with Operations and the rest of the organization to meet the profitability targets of the business within the perimeter of responsibility.
- Own and control the cost of the commercial organization and activity to meet the target ensuring and efficient allocation of resources.
- Coordinate / monitor and approves pricing and commercial negotiations with customers, agents and distributors, in coordination with the central functions/COEs as per agreed authority levels.
- Contribute to the Company’s overall strategic development providing competition and market trends intelligence in the Region. Work with COEs providing inputs and follow up for portfolio development to best fit the strategic needs of the region.
- Direct and coordinate activities to promote sales and support of products and services, in cooperation with the regional leadership, marketing and the COEs.
- Direct and coordinate preparation of sales and business forecasts for the assigned area; contribute to strategic and long-term growth plans.
- Develop Executive level relationships with strategic customers and decision-makers in the assigned region, and routinely conducts customer visits.
- Contribute actively in the development of strategies to: Maximize sale of core products and services; Identify and secure new business opportunities and products; Develop new customers and products; Provide exemplary leadership in sales management across the Region
- Manage sales performance (productivity, conversion rates, order volume) to drive continuous improvement implementing corrective actions as necessary to achieve our objectives.
- Track sales incentive plans by sales person and reward.
- Ensure the proper selling capacity to meet and exceed plan.
- Ensure effective lead generation processes.
- Through and in coordination with the regional leader determine office/presence needs by territory ultimately deciding how to efficiently to sell and support various customers and gain market share.
- Manage correct execution of administrative responsibilities for Sales, including training, coaching, salary administration, organization planning and performance reviews.
- Ensure that our incentive plans and KPI’s provide the proper monitoring and rewards to achieve the desired objectives.
- Ensure thorough implementation and utilization of the systems (CRM, ERP etc.…) to foster business efficiency and to facilitate accurate business intelligence.
Additional information
- Extensive travel expected at 70% of the year across North West Africa
Compétences et expérience souhaitées
Education:
- Bachelor or Master Degree in Engineering or Technology field (Science, Information Technology)
Qualifications and Experience:
- At least 10 years of management experience in a sales organization with a strong focus on P&L responsibility
- In-depth knowledge of North West Africa culture and customer landscape
- Successful track record in leading organization and teams
Language skills:
- Highly proficient in spoken and written English, as well as in Arabic / French
