Vertiv
EMEA Power Commercial Director
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Job Description
Who are we?
At Vertiv, we’re on a mission to empower the people that will power the future. From a simple swipe to life-changing medicines, from push notifications to generative AI. We design, manufacture, and service the products and solutions that keep the world connected.
We are currently seeking an EMEA Power Commercial Director to join our dynamic team in Bologna, Burnfoot, Campsie, London!
Role Overview
The Commercial Director, EMEA Power is the strategic commercial lead for the Power Business Unit, operating within a parallel matrix organization. The role is directly accountable for Power BU's order, sales and gross-margin targets, delivering them by working through and aligning with the central, cross-business-unit Sales organization rather than owning a dedicated field sales force.
The role carries an EMEA-wide remit across a Power portfolio of approximately $1 billion, with a mandate to double the business within three years. As the portfolio scales toward a 30–40% growth trajectory, the Commercial Director ensures commercial strategy, pricing discipline and demand accuracy keep pace with that ambition — turning strategic deals into profitable, well-forecast revenue.
This is an influence-led role at its core. Success depends on orchestrating a shared sales effort across the matrix — setting commercial direction, owning pricing on complex deals, and bringing both strong technical judgement and Power commercial expertise to a generalist sales organization that cannot hold deep knowledge of every business unit on its own.
Key Responsibilities
Sales & Revenue Ownership
- Drive and achieve the Power Business Unit's overall order, sales and gross-margin targets across the full power product portfolio.
- Translate the BU's growth mandate into a coherent commercial strategy across customer segments, executed through the central Sales organization.
- Orchestrate the shared sales effort across the matrix — setting direction on priority deals and mobilising the right technical and product resources behind them.
Pricing Strategy & Governance
- Own the commercial level on strategic deals — the discount level, the price the BU goes to market with, and approval of pricing requests coming from the sales network — acting as the commercial decision-maker where Product Management's single-product quoting authority ends.
- Provide inputs on discounting guidelines, margin thresholds and deal-escalation paths that optimise price gains and overall profitability.
- Bring a strong technical-commercial judgement to deal review: rather than being the first stop for every opportunity, review deals once Sales and Technical Sales have shaped the initial technical solution — taking an overview of the whole and confirming the price level, requesting an improvement, or, where factory utilisation allows, guiding a more aggressive position to win the deal.
- Balance competitiveness with margin protection, ensuring pricing decisions on strategic deals are consistent, disciplined and defensible.
SIOP & Demand Integration
- Actively participate in the Sales, Inventory & Operations Planning (SIOP) process, translating strategic deal insight into accurate demand forecasts.
- Align customer demand with factory capacity, flagging where major deals will stress lead times or supply.
- Drive remediation of inaccurate CRM signals and provide closed-loop feedback to the Sales team to raise the quality and reliability of forecasting over time.
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Win-Loss Analysis & Commercial Intelligence
- Lead structured win-loss reviews on strategic deals, turning outcomes into sharper commercial strategy, market positioning and pricing structures.
- Feed win-loss insight back to Product Management and the Sales organization so that pricing, packaging and value positioning continuously improve.
Commercial Enablement of the Sales Matrix
- Engage the central Sales organization at a strategic level — informing sales training, key-account growth plans and commercial strategy — while recognising that Technical Sales, Presales & Application Engineering and Product Management each carry their own responsibilities in the deal flow.
- Bring Power commercial and technical judgement to bear where it raises the quality of strategic decisions, rather than inserting into every opportunity.
- Act as the connective commercial layer that keeps a generalist, multi-BU sales force effective on Power-specific strategic deals.
Commercial Risk & Deal Governance
- Identify potential commercial, contractual and financial risks in strategic deal negotiations early.
- Engage Commercial Finance to review non-standard terms, liability and warranty conditions before commitments are made.
- Coordinate with the Bid Management function in Commercial Operations, which owns commercial-terms quality — payment terms and liquidated-damages exposure — on large and non-standard deals.
AI-Enabled Commercial Productivity
- Champion AI adoption in the commercial workflow — applying AI to deal analytics, pricing insight, forecasting accuracy and win-loss pattern analysis to sharpen decisions and compress time-to-quote.
- Lead by example in using AI to improve the speed and quality of commercial decision-making, within Vertiv's data-security and governance guidelines.
Key Relationships
- Peer roles across the matrix: Detailed responsibilities and hand-offs are defined separately as part of the organizational-design work.
- EMEA Power Business Unit Leader: Joint ownership of the Power BU's commercial strategy and order, sales and margin targets.
- Central Sales Organization: The primary route to market; the Commercial Director engages Sales at a strategic level and provides the commercial overview and pricing on shaped deals.
- Sr. Director, EMEA Power Product Management: Roadmap and demand alignment; single-product quoting stays with Product Management, complex deal pricing escalates to this role.
- Sr. Director, EMEA Power Technical Sales: A peer in the deal flow; Sales shapes the technical solution with Technical Sales first, then the Commercial Director sets the price level.
- Sr. Director, EMEA Presales & Application Engineering: A peer interface on projects and engineered solutions behind strategic commercial deals.
- Power System Lead: Interface on high-impact strategic accounts with major technology shifts or architectural redesigns.
- Commercial Finance: Review of non-standard terms, liability, warranty and financial risk on strategic negotiations.
- Customer Experience (cross-BU, Power & ITS): Supporting function for pricing analytics and commercial framework; this role owns the Power commercial decisions on top of it.
- Bid Management (Commercial Operations): Owns commercial-terms quality — payment terms, liquidated-damages exposure, contractual risk — on large and non-standard deals.
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What will make you successful?
Essential
- Bachelor's Degree in Engineering, Business or a related field.
- 12–15 years of commercial, sales or business-management leadership experience in power, electrical infrastructure or critical infrastructure markets, with increasing responsibility for revenue and margin.
- Proven ownership of order, sales and gross-margin targets at scale, ideally delivered through a matrixed or indirect sales organization rather than a directly owned team.
- Strong pricing and commercial acumen: pricing governance, discounting and margin management, and deal structuring on complex, multi-product opportunities.
- Strong technical competence in power systems — sufficient to make a credible technical-commercial evaluation of an offer, take an overview of a shaped solution, and judge where price can be held, improved or made more aggressive.
- Experience with S&OP or demand-planning processes, and with improving forecast accuracy and CRM discipline.
- Ability to influence and orchestrate across a matrix without direct authority — building credibility with sales, product, finance and engineering stakeholders.
- Global savvy executive with strong communication and relationship-building skills across countries, cultures and organizational layers.
- High energy and resilient, comfortable operating in a fast-moving, high-growth market.
Desirable
- MBA.
- Exposure to hyperscale, colocation or NEO Cloud customers, and to Telco and Commercial & Industrial (C&I) segments.
- Hands-on familiarity with integrated Power systems and Power SKIDs specifically — MV/LV distribution, UPS, switchgear, busbar, energy storage — as sold in engineered, multi-product configurations.
- Track record running win-loss analysis and translating it into pricing or positioning change.
- Demonstrated use of AI tools to improve commercial productivity, pricing insight or forecasting.
Time Travel Required
Approximately 30%, including customer, partner and country travel across EMEA
If YOU are the person we are looking for, feel free to apply and let's start drafting your future career in a healthy and growing environment!
The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities.
OUR CORE PRINCIPLES
- 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
The anticipated salary range for this role in Italy is between 97.000€ to 110.000€ gross per year (based on a full-time working week). Certain roles may be eligible for variable compensation and benefits. Where applicable, a comprehensive overview of the full benefits package and any additional compensation will be provided during the recruitment process in accordance with local legal requirements. Compensation is determined based on objective, gender-neutral criteria, including skills, experience, and job responsibilities.
The applicable National Collective Bargaining Agreement (CCNL) for this role is Metalmeccanico Industria.
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