Technical Sales Manager - Thermal

POSITION SUMMARY

The Regional Thermal Technical Sales Manager is responsible for supporting thermal equipment sales in assigned Vertiv local offices (FDOs/LVOs) and specific national accounts.  This support primarily consists of customer presentations, leading specific sales opportunities, and delivery of technical training.   

RESPONSIBILITIES

• Support local offices and national customers in design discussions to establish Vertiv as basis of design
• Assist local offices with project strategy to increase win rates on critical to close projects
• Maintain consistent relationships with key engineering firms within assigned territory and track Vertiv performance
• Monitor local office thermal sales performance and implement gap plans to address weakness in specific local offices.
• Consistently evaluate and improve the technical selling competency in local sales offices through ongoing thermal systems training.
• Actively participating in customer visits through presentations and entertainment
• Participate as needed in account planning efforts and engagement strategies for key clients.
• Represent Vertiv at industry conferences, seminars, and customer presentations.
• Stay updated on evolving industry trends, materials, and technologies to maintain the Vertiv’s competitive edge.
• Provide industry feedback to product managers for product improvements and roadmaps.

ADDITIONAL RESPONSIBILITIES 

• Provide escalation support for customer requests not addressable by local sales teams
• Mentor early career Vertiv employees within technical sales team
• Have high level discussions with principals of LVOs/FDOs and engineering firms involving projects and strategies

QUALIFICATIONS

• 10+ years of technical experience with sales experience preferred. 
• Technical knowledge of HVAC and mechanical building systems and applications.
• Deep market dynamics and industry knowledge.
• Proven track record of influencing engineering accounts.
• Experience working with sales offices
• Salesmanship and self-confidence to deal with stressful customer relationship issues.
• Excellent sales presentation skills.
• Strong problem-solving skills and ability to translate technical challenges into actionable plans

PHYSICAL & ENVIRONMENTAL DEMANDS

• No special physical requirements

TIME TRAVEL REQUIRED

• 30-50%