Business Development Manager – Thermal & Power, QLD

Position Summary/Objectives of Incumbent:
Drive revenue growth across Vertivs product and solutions portfolio within the QLD region by influencing decision-makers at every stage of the customer journey. This role goes beyond traditional selling it requires the ability to shape project specifications guide purchasing decisions and position Vertiv as the preferred partner long before opportunities go to tender. Build trusted advisory relationships with end-users consultants contractors and service partners to create demand shift perceptions and establish Vertivs authority in the market. Consistently deliver against sales targets by combining commercial acumen with the ability to influence outcomes across complex multi-stakeholder environments.

Key responsibilities:

New Business Development
Proactively identify pursue and secure new business opportunities across Vertivs product and solutions portfolio
Target both new and existing customers to expand Vertivs 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 Vertivs 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 QLD 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 Vertivs 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

Specialist Knowledge:
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

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

Education/Qualification:

Formal industry recognised trade qualification in a related field or degree

Personal Attributes:

• Well-presented and articulate confident have a desire to succeed outstanding communication skills ability to work under pressure understand and care about the customers interests able to listen able to multitask organised proactive and passionate in your work able to find a work/life balance team player
• Operate with confidence & have a proactive hunter mindset
• Outstanding communication & listening skills with the ability to work under pressure whilst caring for customers 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