New Contracts Sales Co-Ordinator

Vertiv Co ,
Southampton, Hampshire
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Overview

Job Description

At Vertiv, we build products that keep critical technologies running 24/7. We are proud we were the first to protect mainframes with precision cooling systems. We were the first to introduce an integrated enclosure system to distributed networks. We help some of the largest names in the industry bring new capacity online faster and at a lower cost when search and social media increased demand for storage and computing. Our portfolio spans power, thermal and infrastructure management products, software and solutions, and is complemented by a network of nearly 250 service centers worldwide. I. Why do we have this role in the organization and why do we need to hire someone in this role: * Listen to customer needs, understand the details of their contexts and issues they are facing, resolve their questions, explore and uncover business opportunities. * Working with customers, to help set the vision and the strategy for how our comprehensive range of products and solutions can help their business. * The work will be carried out internally from the Southampton office, within a highly motivated and experienced team that will offer support in conducting sales or in offering all the necessary pre-sales and after sales services and technical knowledge. * Work is done in an autonomous environment, which emphasizes customer satisfaction, entrepreneurship, ownership and achieving results. II. How success and optimal performance looks like in the first year: * Manage and co-ordinate all leads and enquiries in the contract sales inbox including run rate enquiries, project enquiries and warranty capture opportunities ensuring Key Account Managers are engaged in accordance with the guidelines set out. * Identify any potential service contract opportunities and discuss any action required with the appropriate Key Account Manager where applicable. * Understanding cancellations and securing new contracts with customer accounts that have previously cancelled their contract. * Contacting customers that have recently purchased equipment to ensure that the customer is aware of the options for maintenance package and selling solutions that suit the customer requirements. * Selling service contracts to new customers with multi-vendor (where Vertiv can support such systems). * Create and manage opportunities in the CRM system including management of the opportunities for the Key Account Managers. * Maintain data in satisfactory order for the purposes of pipeline and forecast management, keeping the sales CRM system up to date with progress. * Using standard approved templates prepare new business service contract quotations ensuring correct pricing structure is applied with the appropriate approval sort as defined by the published authority levels. * Ensure appropriate and approved terms and conditions are applied to each contract offer and that payment terms are set in line with company guidelines. * Follow up in a timely manner, including but not limited to; communicating benefits of the service contract, objection handling and negotiating to secure contract orders. * Continue to contact opportunities where orders are not received. Establish where problems may exist in terms of client willingness to provide orders, and seek resolution in conjunction with the Renewals, Bids and Process Manager. * Ensure all new contract orders including those of the Regional Sales Managers are processed in line with the guidelines set out. * Ensure all point of sale contract orders are processed in line with the guidelines set out. * Customer Service calls to new customer accounts during the first-year contract period, in line with the guidelines set out. * Identifying where new units have been installed and replaced a unit already on a service contract, notifying the relevant Renewals team member to resolve with their customer account. * Assistance with invoice queries where the finance requires contract specific information. * Produce Monthly Warranty Capture Reports. * Ensure that any activity, task and responsibility required by role in terms of the International Trade Compliance Regulation is managed and performed in full compliance with the Company ITC certification program itself. III. What will the person be expected to do to reach success & optimal performance * Become the go-to person for customers: keep in touch with all assigned customers and reach out to them as enquiries come in. Gather feedback on current product/ solutions performance, discuss new opportunities, present new products/ solutions, set presentations and facilitate their discussion with inside company technical experts. * Contribute to team-work and knowledge sharing inside the team and organization: maintain and update reporting systems, run scheduled and ad-hoc analysis, participate in team meetings and share your customer experiences, share new knowledge you gather about the market, competitors and challenges you have faced. * Focus on self-growth and development: keep

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