Role & responsibilities
Service Sales professional
service contracts, spares, batteries, upgrades, retrofit solutions, product sales, solution sales and electrical projects
individual contributor
Key Responsibilities
Service & Contract Business
- Drive
UPS service and maintenance contract
business across the assigned territory. - Develop new contract opportunities and ensure timely renewal of existing contracts.
- Manage the complete sales cycle from lead generation and customer engagement through negotiation and order closure.
- Identify opportunities to increase the service penetration across Vertiv's installed base.
- Understand and manage commercial aspects of service contracts, including
RCR and WCR
.
UPS Spares & Battery Business
- Drive
UPS spare parts and battery replacement
business. - Identify installed-base opportunities for preventive maintenance, component replacement and battery replacement.
- Work closely with service teams to identify customer requirements and convert them into business opportunities.
- Build long-term customer relationships to increase recurring service revenue.
Upgrade & Retrofit Business
- Identify opportunities for
UPS modernization, upgrades and retrofit solutions
. - Understand existing customer infrastructure and recommend suitable Vertiv solutions.
- Develop commercial proposals in coordination with technical and service teams.
- Drive retrofit opportunities from identification through successful order closure.
Product & Solution Sales
- Generate opportunities for
UPS products and critical power solutions
. - Understand customer power infrastructure and propose appropriate solutions based on business and technical requirements.
- Develop solution-based proposals and conduct customer presentations.
- Coordinate with internal technical, engineering and project teams for solution development.
Electrical & Project Sales
- Identify opportunities for
electrical projects and critical power infrastructure
. - Develop relationships with customers, consultants, EPCs, contractors and other relevant stakeholders.
- Manage project sales activities including enquiry generation, technical discussions, commercial proposals, negotiations and order closure.
- Ensure alignment between customer requirements and Vertiv's solution offerings.
Business Development & Sales Growth
- Develop and execute territory-specific sales strategies to achieve business targets.
- Generate new customer opportunities while expanding business with existing accounts.
- Build and maintain a strong sales pipeline.
- Monitor market trends, competitor activities and customer requirements.
- Identify opportunities across industries such as
data centers, manufacturing, BFSI, healthcare, telecom and other critical infrastructure segments
.
Revenue, Margin & P&L
- Take ownership of assigned sales targets and contribute to
revenue and P&L objectives
. - Drive profitable business growth while maintaining commercial discipline.
- Manage pricing, negotiations and commercial terms within company guidelines.
- Track pipeline, order booking, revenue, margins and business conversion.
Customer Relationship Management
- Establish and maintain strong relationships with key customers and decision-makers.
- Understand customer pain points and provide appropriate service and solution offerings.
- Act as a trusted business partner for customers for their critical power requirements.
- Ensure effective coordination with Vertiv's
Service, Engineering, Projects, Finance and Operations teams
.
Required Experience & Qualifications
5-10 years of experience
in UPS / Critical Power / Electrical / Power Solutions sales
.- Strong experience in
UPS service sales and contract business
. - Proven experience in
AMC/CMC, spares, battery, upgrade and retrofit sales
. - Experience in
product sales and solution selling
. - Exposure to
electrical project sales
and critical power infrastructure. - Good understanding of
RCR and WCR in service contracts
. - Proven track record of achieving
sales growth and revenue targets
. - Understanding of
P&L, margins and commercial management
. - Strong customer relationship management and negotiation skills.
- Ability to work independently as an
individual contributor
. - Strong communication, presentation and business development skills.
