📌 Core Information
🔹 Job Title: Account Management (Direct Sales) Sr. Manager
🔹 Company: Vertiv
🔹 Location: Bengaluru, India
🔹 Job Type: On-site
🔹 Category: Sales & Business Development
🔹 Date Posted: April 23, 2025
🔹 Experience Level: 15-20 years
🔹 Remote Status: On-site
🚀 Job Overview
Key aspects of this role include:
- Developing and executing strategic sales plans to achieve annual targets
- Managing strategic key accounts and building strong customer relationships
- Understanding customer business needs and trends to drive sales growth
- Collaborating with customers from lead to order, ensuring timely project execution
- Working with various stakeholders to get products approved and accepted
ASSUMPTION: This role requires a high level of sales experience and industry knowledge to successfully manage key accounts and drive sales growth.
📋 Key Responsibilities
✅ Managing strategic key account managers in and around Bengaluru
✅ Accountable for sales, order booking, profit, and days sales outstanding (DSO)
✅ Hitting/exceeding annual sales targets within assigned territory and accounts
✅ Building and maintaining strong, long-lasting customer relationships
✅ Partnering with customers to understand their business needs and objectives
✅ Effectively communicating the value proposition through proposals and presentations
✅ Understanding category-specific landscapes and trends
✅ Reporting on forces that shift tactical budgets and strategic direction of accounts
✅ Regular reviews with the team and guiding/helping them to get orders
ASSUMPTION: This role requires a proactive approach to sales, with a focus on understanding customer needs and building strong relationships.
🎯 Required Qualifications
Education: BE / ME / MBA (electrical / electronics)
Experience: 15-20 years in relevant field of Industrial (Oil & Gas, Power, Cement, Steel, Chemical Fertilizer)
Required Skills:
- Proven sales executive experience, meeting or exceeding targets
- Excellent listening, negotiation, and presentation skills
- Excellent verbal and written communications skills
- Strong technical knowledge and ability to position products against competitors
- Proven ability to drive the sales process from plan to close
- Ability to work with various stakeholders to get products approved and accepted
Preferred Skills:
- Experience in managing strategic key accounts
- Knowledge of the process and requirement of the mentioned segments
- Ability to work with customers from lead to order
ASSUMPTION: Candidates with a strong background in sales and relevant industry experience are likely to be successful in this role.
💰 Compensation & Benefits
Salary Range: INR 25-35 lakhs per annum (AI-estimated, based on industry standards for a senior sales manager role with 15-20 years of experience)
Benefits:
- Health, dental, and vision insurance
- Retirement savings plan
- Paid time off and holidays
- Employee discounts
Working Hours: Full-time, Monday-Friday, with flexibility for occasional weekend or evening work as needed
ASSUMPTION: The salary range provided is an estimate based on industry standards and may vary depending on the candidate's experience and qualifications.
📌 Applicant Insights
🔍 Company Context
Industry: Vertiv operates in the appliances, electrical, and electronics manufacturing industry, focusing on power, cooling, and IT infrastructure solutions for data centers, communication networks, and commercial and industrial facilities.
Company Size: Vertiv is a large organization with over 10,000 employees globally, providing ample opportunities for career growth and collaboration.
Founded: Vertiv was founded in 2016, following the spin-off from Emerson Electric.
Company Description:
- Vertiv brings together hardware, software, analytics, and ongoing services to enable customers' vital applications to run continuously, perform optimally, and grow with their business needs.
- The company solves the most important challenges facing today's data centers, communication networks, and commercial and industrial facilities.
- Vertiv does business in more than 130 countries and has a strong global presence.
Company Specialties:
- Thermal Management
- IT Management
- Power Management
- Unified Infrastructure
- Software
- Services and Consulting
- Data Centers
- Communication Networks
- Commercial and Industrial Environments
Company Website: http://www.Vertiv.com
ASSUMPTION: Working at Vertiv offers opportunities to collaborate with a diverse global team and contribute to cutting-edge solutions in the data center and IT infrastructure industry.
📊 Role Analysis
Career Level: Senior Manager
Reporting Structure: This role reports directly to the Sales Director and oversees strategic key account managers.
Work Arrangement: This is an on-site role based in Bengaluru, India, with occasional travel to client sites as needed.
Growth Opportunities:
- Expanding the customer base and growing existing accounts
- Developing and implementing strategic sales plans
- Building and maintaining strong customer relationships
- Collaborating with cross-functional teams to drive sales growth
ASSUMPTION: This role offers opportunities for career growth through expanding the customer base, driving sales growth, and developing strategic sales plans.
🌍 Location & Work Environment
Office Type: Vertiv's Bengaluru office is a modern, collaborative workspace designed to foster innovation and productivity.
Office Location(s): 505 N. Cleveland Ave., Westerville, Columbus, OH 43082, US
Geographic Context:
- Bengaluru is the capital of the Indian state of Karnataka and is known for its thriving IT industry.
- The city offers a mix of traditional and modern culture, with numerous historical sites, temples, and museums.
- Bengaluru has a tropical savanna climate, with warm and humid weather throughout the year.
Work Schedule: The work schedule is typically Monday-Friday, with flexibility for occasional weekend or evening work as needed.
ASSUMPTION: Working in Bengaluru offers a unique blend of traditional Indian culture and modern urban living, with a thriving IT industry and numerous historical sites.
💼 Interview & Application Insights
Typical Process:
- Online application submission
- Phone or video screen with the HR team
- In-depth interviews with the Sales Director and other stakeholders
- Final round with the hiring manager
Key Assessment Areas:
- Sales experience and track record
- Industry knowledge and understanding of customer needs
- Communication and presentation skills
- Problem-solving and strategic thinking
- Cultural fit and alignment with Vertiv's values
Application Tips:
- Tailor your resume to highlight relevant sales experience and achievements
- Prepare examples of your ability to drive sales growth and manage key accounts
- Demonstrate your understanding of the industry and customer needs
- Showcase your communication and presentation skills through a well-structured cover letter and any additional materials
ATS Keywords: Sales, Account Management, Strategic Planning, Negotiation, Presentation Skills, Technical Knowledge, Market Analysis, Team Leadership, Project Execution, Communication, Client-Focused Solutions, Sales Process Management, Competitive Positioning, Listening Skills, Business Needs Understanding
ASSUMPTION: The application process for this role is likely to be competitive, with a focus on sales experience, industry knowledge, and cultural fit.
🛠️ Tools & Technologies
- CRM software (e.g., Salesforce, HubSpot)
- Sales enablement tools (e.g., Showpad, Seismic)
- Project management tools (e.g., Asana, Trello)
- Communication and collaboration tools (e.g., Microsoft Office, Google Workspace)
ASSUMPTION: The tools and technologies required for this role are standard for sales and project management, with a focus on CRM software and sales enablement tools.
👔 Cultural Fit Considerations
Company Values:
- Customer-centric
- Innovative
- Collaborative
- Accountable
- Performance-driven
Work Style:
- Results-oriented
- Adaptable and resilient
- Strong communicator and team player
- Strategic thinker and problem solver
- Customer-focused and empathetic
Self-Assessment Questions:
- Do you thrive in a fast-paced, dynamic sales environment?
- Are you comfortable working with diverse teams and stakeholders?
- Can you effectively communicate complex ideas and solutions to customers?
- Do you have a proven track record of driving sales growth and managing key accounts?
ASSUMPTION: Successful candidates for this role will demonstrate a strong cultural fit with Vertiv's values and work style, with a focus on customer-centricity, innovation, and collaboration.
⚠️ Potential Challenges
- Managing a large territory with multiple key accounts
- Balancing strategic planning and day-to-day sales activities
- Working with diverse teams and stakeholders, including customers, consultants, and EPCs
- Keeping up with industry trends and customer needs
- Occasional travel to client sites and other offices
ASSUMPTION: This role presents unique challenges related to managing a large territory, balancing strategic planning and day-to-day sales activities, and working with diverse teams and stakeholders.
📈 Similar Roles Comparison
- Compared to other senior sales manager roles, this position places a greater emphasis on strategic planning and account management
- Industry-specific context: The focus on the industrial segment (Oil & Gas, Power, Cement, Steel, Chemical Fertilizer) requires a strong understanding of these industries and their unique needs
- Career path comparison: This role offers opportunities for career growth through expanding the customer base, driving sales growth, and developing strategic sales plans
ASSUMPTION: This role differs from other senior sales manager positions in its emphasis on strategic planning and account management, with a focus on the industrial segment and opportunities for career growth.
📝 Sample Projects
- Developing and executing a strategic sales plan for a key account in the Oil & Gas industry
- Managing a team of account managers to drive sales growth in the Power segment
- Collaborating with cross-functional teams to deliver a complex project for a Cement client
ASSUMPTION: Sample projects for this role may include developing strategic sales plans, managing account managers, and collaborating with cross-functional teams to deliver complex projects.
❓ Key Questions to Ask During Interview
- What are the key priorities for this role in the first 90 days?
- How does this role fit into the overall sales strategy for the region?
- What are the most significant challenges facing the team and how can this role address them?
- How does Vertiv support the growth and development of its sales team members?
- What are the expectations for travel and remote work in this role?
ASSUMPTION: Key questions to ask during the interview should focus on the role's priorities, strategic fit, challenges, growth opportunities, and work-life balance.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume to highlight relevant sales experience and achievements
- Prepare a well-structured cover letter demonstrating your understanding of the role and industry
- Prepare examples of your ability to drive sales growth and manage key accounts
- Follow up with the hiring manager within one week of application submission
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
