Solution Business Development Manager, NZ
Position Summary/Objectives of Incumbent:
Drive revenue growth by actively promoting/selling the company's complete portfolio of products and solutions. Consistently achieve and exceed sales targets by identifying customer needs, delivering tailored solutions, and building long-term, value-driven relationships. Ensure all sales activities align with company policies, and operating principles while expanding market presence and brand recognition. Represent the company with professionalism and integrity, maintaining a strong and positive image at all times.
Key responsibilities:
Identify, Develop and Win New Business: Proactively source and secure new business opportunities across all Vertiv products and solutions within the New Zealand and Pacific Islands, targeting both new and existing customers.
Revenue Growth Ownership: Take full responsibility for driving sales performance to support Vertiv's annual revenue targets. Execute growth strategies that deliver results and contribute directly to market share expansion.
Solution Selling & Collaboration: Partner with the broader technical teams to position Vertiv's complete portfolio effectively. Drive the sales cycle from opportunity qualification to deal closure, ensuring customer needs are met with tailored solutions.
Strategic Customer Engagement: Build strong, long-term relationships with key stakeholders-including end-users, consultants, contractors, and partners-to influence specifications and drive early engagement in customer projects. Facilitate meetings and lunch and learns with the Consultant / Contractor communities.
Sales Funnel Management & Forecasting: Build and manage a healthy, high-quality sales pipeline. Maintain accurate forecasting and reporting to ensure visibility of progress toward sales goals. Consistent update of pipeline in CRM.
Market Intelligence & Positioning: Stay informed on market dynamics, industry shifts, and competitor activities. Use customer insights and market intelligence to refine go-to-market strategies and enhance Vertiv's competitive positioning.
Collaborative Solution Development: Work alongside solution architects and pre-sales engineers to design comprehensive, customer-centric offerings that clearly differentiate Vertiv in competitive bids.
Go-to-Market Strategy Execution: Drive the execution of sales initiatives in alignment with business objectives. Provide monthly updates on progress, risks, and adjustments to ensure alignment with market conditions.
Process Improvement & Customer Experience: Proactive use of Vertiv Operating System to enhance continuous improvement efforts. Continuously seek ways to enhance sales processes, engagement approaches, and customer interactions to maximize satisfaction and conversion rates.
WHS, Environment & Quality:
Comply with all Work, Health & Safety, Environment and Quality obligations
Actively promote safety in the workplace
Employees reporting to Incumbent: None
Main contacts within Company
Head of Sales, NZ
NZ sales and services operations teams
Product management team
Application Engineers
Large bid teams
Solutions specialists
ANZ Leadership Team and Sales teams
Main contacts outside the Company
- End customers,
- Consultants,
- Contractors,
- Industry leaders,
- Channel Partners,
- Distributors,
- Builders
Specialist Knowledge:
Technical qualifications preferably in Thermal engineering.
Critical Infrastructure Market knowledge.
Knowledge on sales and negotiating concepts and techniques.
Business Development - experienced nurturing relationships with consultants, contractors and end users
Practical Experience:
A minimum of 5 years Sales experience preferably in Thermal Critical Infrastructure industry
Education/Qualification:
Tertiary qualification in Business, Engineering or related field
Personal Attributes:
Customer first mindset and approach
Ambitious 'hunter' mindset
Strong relationship building skills
Excellent interpersonal and communication skills
Strong presentation skills
