Business Development Manager – Thermal & Power, NSW

New Business Development

• →Proactively identify, pursue, and secure new business opportunities across Vertiv's product and solutions portfolio
• →Target both new and existing customers to expand Vertiv's presence across the NSW region, but greater focus on new customers. 
• →Drive early engagement in customer projects to influence specifications and purchasing decisions

Revenue & Sales Performance

• →Own and deliver against annual revenue targets, contributing directly to market share growth
• →Build and manage a high-quality sales pipeline with consistent, accurate forecasting
• →Maintain up-to-date opportunity records and pipeline data within the CRM platform

Solution Selling

• →Partner with solution architects and pre-sales engineers to develop tailored, customer-centric offerings
• →Lead the sales cycle from opportunity qualification through to deal closure
• →Position Vertiv's full portfolio to clearly differentiate against competitors

Customer & Stakeholder Engagement

• →Build trusted, long-term relationships with end-users, consultants, contractors, and service partners
• →Host and attend presentations, lunch-and-learns, and workshops with consultant and contractor communities
• →Act as a trusted advisor by understanding customer challenges and aligning solutions to their needs

Market Intelligence

• →Monitor market trends, industry shifts, and competitor activity across the NSW region
• →Use customer insights and market intelligence to refine sales strategies and improve competitive positioning
• →Share relevant market feedback with internal teams to inform product and go-to-market decisions

Strategy Execution & Reporting

• →Execute sales initiatives in alignment with broader business objectives
• →Provide monthly updates on progress, pipeline health, risks, and recommended adjustments
• →Continuously improve sales processes and engagement approaches to maximise conversion rates and customer satisfaction

Continuous Improvement

• →Leverage Vertiv's Operating System (continuous improvement framework) to identify and implement process enhancements
• →Seek opportunities to improve the customer experience at every stage of the sales journey

Work Health & Safety, Environment & Quality

• →Comply with all WHS, environmental, and quality obligations, including when visiting customer sites
• →Actively promote a safe working environment and report hazards, incidents, or near-misses promptly
• →Participate in required safety training and initiatives

• Vertical leaders and sales teams
• Senior Director – Sales, ANZ
• National Account Manager for Consultant and Contractor 
• Application Engineers 
• Product management team
• Large bid teams
• Solutions specialists
• Application Engineers 
• Project Managers
• Sales Operations
• ANZ Leadership Team
• Service BDMs 
• Service Supervisors

• End customers, 
• Consultants, 
• Contractors, 
• Industry leaders

• Technical qualifications preferably in thermal engineering.
• Critical Infrastructure Market knowledge.
• Understanding of sales and negotiating concepts and techniques.
• Business Development - experienced nurturing relationships with consultants, contractors and end users

•  A minimum of 5 years Sales experience preferably in an aligned IT or data centre or industrial industry

•  Formal industry recognised trade qualification in a related field or degree

• Well-presented, articulate, passionate in your work and possess a strong desire to succeed. 
• Operate with confidence, & have a proactive hunter mindset 
• Outstanding communication & listening skills, with the ability to work under pressure, whilst caring for customer’s interests.
• Agile, fast learner, able to multitask and find a work/life balance
• A team player who is highly organised with strong attention to detail