Sales and Service Specialist

Role & responsibilities

We are looking for an experienced Service Sales professional to drive the growth of its UPS and critical power service business in the Jamshedpur region.

The candidate will be responsible for developing and managing service business opportunities across the installed base, with a strong focus on service contracts, spares, batteries, upgrades, retrofit solutions, product sales, solution sales and electrical projects.

The role requires a strong individual contributor who can independently manage customers, develop the sales pipeline, drive revenue growth and contribute to profitability and P&L objectives.

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.