Job Description

POSITION SUMMARY

The General Manager, FDO is responsible for the successful deployment and management of the entire sales organization for the Factory Direct Sales Offices in Richmond and Ashburn, Virginia.  The responsibilities include the successful selection, training, and management of the sales staff, technical team, and administration for this business unit.  The GM must possess both a technical and business background with complete working knowledge of the computer support industry (Consultant Engineers, Contractors, Distributors, Resellers, and End Users). They must develop and maintain a positive business relationship with key customer personnel. The GM will have familiarity with business planning and budget development processes in following Vertiv protocol, and capable of managing to a budget.

RESPONSIBILITIES

• Achieves sales and profitability objectives including quota, expense control, and operating profit results. 
• Ensures Sales personnel follow all Sales policies and that they meet company objectives, including attaining goals in all Lines of Business (LOB), maintaining and updating pipeline of opportunities, ensuring customer satisfaction through the delivery/ start-up process, and a strategy to support new product introductions.
• Performs as the high-level manager for large End Users, Consultant Engineers, and Contracting customers.
• Develops sales personnel through aggressive goal setting, constant measurement, and attainment of objectives. 
• Assures customer satisfaction within the assigned territory that includes creating and maintaining customer and business partner loyalty.
• Daily management of all sales and administration functions, as well as sales expenses within the Factory Direct Office.
• Manages the profit and loss position for the office.
• Develops and maintains direct high level selling relationships for key customers and partners.
• Interfaces with and provide territorial and industry feedback to executive management.
• Recruits experienced sales talent and provides continual motivation.
• Provides solutions to issues (e.g. profit decline, resolving difficult customer situations, employee conflicts, loss of business to competitors).
• Ensures staff follows health and safety regulations.
• Ensures a good workable office space (Training space set up and usage, Demo room updates, Warehousing space for Parts, office space for Power/Thermal service teams, and general office use needs).
• Manages office subscriptions for the specific purpose of customer interaction (sports tickets, database subscriptions, employee association memberships).

MINIMUM QUALIFICATIONS

• Bachelor’s degree (Engineering or Business focus preferred) or equivalent combination of education and experience.  
• 12+  years relevant experience. 
• Proven experience leading and developing teams. 
• Strong business acumen. 
• Strategic planning skills to ensure the development of a clear strategic plan. 
• Strong analytical and problem-solving skills.
• Strong communication skills, both written and verbal. 
• Ability to make sound decisions. 
• Skilled collaborator and negotiator. 
• Understands the general critical space (power and cooling) industry environment.
• Technically adapt to understand various nuances of the diverse Vertiv products in their application for the computer support industry.

PREFERRED QUALIFICATIONS

• MBA

PHYSICAL & ENVIRONMENTAL DEMANDS

• No special physical requirements.

TIME TRAVEL REQUIRED

• 50%

The successful candidate will embrace Vertiv’s Core Principals & Behaviors to help execute our Strategic Priorities.

OUR CORE PRINCIPALS:  Safety.  Integrity.  Respect.  Teamwork.  Inclusion.

OUR STRATEGIC PRIORITIES

•  High-Performance Culture•  Customer Focus

•  Operational Excellence

•  Innovation

•  Financial Strength

VERTIV 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
• Promote transparent & open communication

About Vertiv

Vertiv (NYSE: VRT) brings together hardware, software, analytics and ongoing services to enable its customers’ vital applications to run continuously perform optimally and grow with their business needs.  Vertiv solves the most important challenges facing today’s data centers, communication networks and commercial and industrial facilities with a portfolio of power, cooling and IT infrastructure solutions and services that extend from the cloud to the edge of the network. Headquartered in Westerville, Ohio, USA, Vertiv employs around 34,000 people and does business in more than 130 countries. Visit Vertiv.com to learn more.

Work Authorization

No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire.

Equal Opportunity Employer

Vertiv is an Equal Opportunity/Affirmative Action employer. We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability. If you have a disability and are having difficulty accessing or using this website to apply for a position, you can request help by sending an email to [email protected].

The overall anticipated total compensation package for this role in the Washington DC locality is between $253k to $337k  per year, inclusive of base salary and eligibility for a monthly sales incentive plan. Since monthly incentive compensation is variable, performance-based, and not guaranteed, the estimated base salary range for this role in the Washington DC locality is between $177k to $235k per year; salary ranges for other geographic localities may vary. Certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance and are role based. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role. The role is eligible to participate in a comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. Additional details about total compensation and benefits will be provided during the hiring process.