Vertiv
National Account Manager - Thermal Mgmt
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National Account Manager – Enterprise, Commercial & Light Industrial
About the Role
The National Account Manager (NAM) plays a critical role within the Enterprise, Commercial & Light Industrial (ECLI) team, responsible for managing high-priority accounts within the enterprise market vertical. The role covers the full portfolio of Vertiv products, including LV Switchgear & Busbar, ACP UPS (Uninterruptible Power Supply), ELS (Emergency Luminaires Systems), and Thermal Management, ensuring growth through strategic engagement with end-users, consultants, and contractors.
As part of a highly skilled sales team—comprised of account management and technical sales professionals—you will hold full portfolio responsibility for your assigned territory, backed by immediate team support and specialised application engineers. Your technical proficiency will evolve into a ‘generalist’ expert capable of identifying opportunities and driving technical selections, with application engineering teams supporting deeper product knowledge.
This role demands:
- Strong key account management skills, a commercial mindset, and the ability to build and maintain relationships—both internally (across Vertiv departments) and externally.
- Ambition, competence, and energy to align with market growth targets and maximise share of wallet within assigned accounts.
- Relentless drive to meet revenue goals, focusing on orders, sales, GM, and EBITDA, while adhering to Vertiv’s ethics and guidelines.
Key Responsibilities
Customer Relationship & Retention
✔ Build and maintain long-term relationships with high-value accounts, ensuring high customer satisfaction and a best-in-class experience. ✔ Map and engage stakeholders across allocated accounts, tailoring content and solutions to meet their needs.
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Sales & Opportunity Growth
✔ Drive sales of Busbar, Switchgear, ACP Power Products, and Thermal Management solutions through the account hierarchy. ✔ Stay updated on new product developments and service offerings, identifying short- and long-term solutions to align with customer requirements. ✔ Commercially develop and lead new opportunities, collaborating with application engineers and sales support teams in bids and negotiations until closure. ✔ Lead account plans and strategies for growth and retention of Vertiv’s market share.
Market & Demand Generation
✔ Engage in dedicated marketing activities to promote Vertiv’s products and services. ✔ Monitor market trends, identify new business opportunities, and escalate promising leads. ✔ Deliver presentations to key stakeholders, including business capability overviews, technical deep-dives, and value-add proposals.
Strategic Coordination & Reporting
✔ Participate in pipeline creation/review calls, demand generation sessions, and activity planning aligned with account segments. ✔ Utilise revenue forecasting platforms to manage pipeline discipline and accuracy. ✔ Increase Vertiv’s market share while meeting/exceeding budget targets (orders, sales, GM/EBITDA).
Expectations
Team Collaboration & Knowledge Sharing
✔ Maintain and update reporting systems, conduct scheduled and ad-hoc analysis, and actively contribute to team meetings. ✔ Share expertise on market trends, competitors, and challenges, fostering continuous learning.
Professional Development & Growth
✔ Stay proactively updated with technical developments, industry trends, and Vertiv events/training. ✔ Adopt a growth mindset, seeking feedback and mentorship from experts.
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Innovation & Ownership
✔ Challenge the status quo—identify process improvements to enhance customer value, team efficiency, and company performance. ✔ Take ownership of responsibilities, working ethically, with discipline, and accountability.
Experience & Qualifications
Essential
- 5+ years’ experience in account management, with a proven track record of revenue growth.
- Deep commercial acumen—ability to identify customer needs and propose tailored solutions.
- Enterprise market expertise, including industry sub-segments (data centre, mission-critical environments, light industrial).
- Technical knowledge of LV Switchgear/Busbar, UPS, ELS, or Thermal Management (generalist expertise preferred).
- Negotiation experience, strong stakeholder mapping, and relationship-building skills.
- Ability to develop and execute account plans.
- Excellently articulate communication skills (written and verbal) for all levels.
- Leadership & organisational skills, proactive work ethic, and competitive drive.
- Numeracy & IT proficiency, with a strong understanding of key business KPIs.
- Driving licence (essential for travel obligations).
Nice-to-Have
- Experience in this specific product portfolio (Vertiv’s LV Switchgear, Power Products, Thermal Management).
- Background in cutting-edge engineering applications (e.g., UPS, data centre infrastructure).
- Sales leadership experience in critically engineered products/services.
Working Conditions
- Frequent travel within the UK & Europe, including occasional overnight stays for clients and business requirements.
Vertiv is an Equal Opportunity Employer—we celebrate diversity, inclusion, and equity in all roles.
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