POSITION PURPOSE & SCOPE
The Market Leader role is a key leader in the organization and is responsible for the leadership and execution of all sales, marketing and overall business activities in the market segment toward the achievement of profitable share growth to 40% and beyond. The market includes HVAC and Manufacturing, excluding Data Centers.
The Market Leader will participate in developing the long-term strategic growth plan for the market segment and in developing the annual operating plans. The core function of the role is to lead the organization to the successful achievement of the operating plan, executing initiatives as laid out in the plan. The Business Leader will maintain, enhance and change the existing channel as needed, developing and executing plans and programs to continuously improve channel performance and sales execution, as well as implement new sales channels.
The Market Leader will drive initiatives and execute with other functional leaders in the organization (engineering, manufacturing, finance, marketing, quality, IT, and human resources), working collaboratively to ensure the effective execution of business plans and long-term strategies. In particular, this will include the successful launch of new products.
The person in this role will lead a collaborative, cross-functional, market-focused team whose members are responsible for the health and strength of the channel in their region, and for product promotion efforts and overall sales performance. This team includes market-specific Applications Engineering and market-specific Customer Service functions. Ultimately this team shall be recognized as preferred by customers in their specific market due to their customer-centricity, market expertise and performance.
PRINCIPAL ACCOUNTABILITIES
Financial
- Achieve annual orders, price and sales plan as laid out in the annual operating plan.
- Manage operating expense budgets as laid out in the annual operating plan.
- Provide monthly and quarterly orders forecasts as part of the sales & operations planning process.
Strategic
- Assist in the development of the 5-year strategic plan for the market(s), to ensure that the business remains on a profitable growth trajectory and is allocating resources optimally.
- Develop and execute creative and powerful initiatives that propel the business to successful achievement of profitable growth, as determined by the operating and strategic plans.
- Develop and execute new product launch strategies in alignment and collaboration with Americas Marketing, including sales aids and tools; tradeshows and roadshows; internal and external communications, sales and product training and other sales and marketing initiatives.
Leadership
- Lead and develop a cross-functional team through the setting of SMART objectives, consistent and comprehensive key performance indicators, as well as coaching and mentoring.
- Hold the team accountable for performance to these metrics, appropriately rewarding and recognizing accomplishments. Implement performance improvement plans to correct deficiencies.
- Provide leadership and guidance to develop customer relationships, capture sales opportunities and drive the business to meet the established goals (orders volume and price realization)
- Track, analyze and report on sales performance (orders and price) by region and by sales office for all products, differentiated product content, aftermarket parts, and particularly on new products.
- Working with leaders, drive key initiatives that support successful achievement of objectives through other functions such as quality, plant operations, engineering, IT, etc.
Market Intelligence
- Execute market research to uncover market opportunities and customer needs. Analyze and package data for consumption in outbound marketing activities and business cases for new products.
- Recommend and execute new market, channel, product and sales initiatives to grow share, developing business cases as necessary for those requiring investment.
- Provide ongoing feedback to NA Marketing to ensure that products, tools, programs and communications meet the needs of customers and representatives.
- Provide a steady stream of competitive data for analysis and consolidation at the regional level for new product needs, market segmentation and competitive strategies.
- Lead and manage the Representative Advisory Board. Maintain a regular cadence of Board engagements as part of a continuous effort to collect feedback, as well as follow up actions
Product Launches
- Participate in the development of product marketing strategies, including product positioning, value proposition development and selling strategy.
- Participate in the development of launch plans for new products, serving as the internal customer for launch materials, including sales tools, sales aids, training and communications.
- Participate in product performance reviews, collaborating with Regional Marketing on initiatives to grow share.
Channel Management – Lead and empower the sales leader(s) in the market to:
- Further develop BAC’s sales channels, including channel evaluation, selection, objective setting, performance management, termination, and development of new representation.
- Identify opportunities for improvements in sales channel structures/options/alternatives and support with business cases.
- Selectively pursue and effectively manage strategic account relationships with strategically-important clients, particularly owners, but also contractors and consulting engineers.
Sales Execution – Lead and empower the sales leader(s) in the market to:
- Identify and set expectations of each representative office through the development of standard objectives for orders, price, participation in marketing programs, succession planning, etc.
- Develop and execute initiatives to increase business performance among existing representation and key strategic accounts. Drive Regional Sales Managers to do the same in their regions.
- Build rapport and develop strong business relationships with not just sales representative firm principals, but also strategic owners, engineers and contractors
Applications Engineering
- Lead applications engineers as required to support the successful development of opportunities and execution of orders, working with sales and customer service.
- Ensure that BAC products are successfully positioned and correctly applied, as determined by NPI business cases and lunch plans.
- Ensure all inquiries, both internal and external, are processed quickly and accurately to ensure maximum customer satisfaction and share growth.
- Support the development & maintenance of tools and documentation for internal product and process improvements and product launches.
Customer Service
- Lead inside account managers as required to support the successful execution of orders, including timely and accurate document management, on-time delivery and successful startup of equipment.
- Ensure that external customers have a best-in-class experience that delights them and leaves them wanting to purchase from BAC repeatedly in the future.
- Ensure all inquiries, both internal and external, are processed quickly and accurately to ensure maximum customer satisfaction and share growth.
- Support the development & maintenance of tools and documentation for internal product and process improvements and product launches.
NATURE & SCOPE
This position reports to the GM, NA Markets. As a key leader on the Americas Management Team, this individual will interact with the Americas Leadership Team and – though less frequently – the Global Leadership Team and President. In addition to the roles who report to this position, most daily interactions will be with other managers within the region; managers of other markets and channels; owners and managers of sales rep firms and key owners, engineers and contractors. This position could have direct reports located throughout the country. This assigned home location for this position is the Jessup, Maryland Office, but remote work situations may be considered.
KNOWLEDGE & SKILLS
- Bachelor’s degree in engineering, or equivalent experience, with high technical aptitude
- At least 15 years of management experience in a comparable industry, with a proven track record of sales and market leadership and market share growth. MBA preferred.
- Ability to plan and manage at both the strategic and operational levels.
- Ability to work collaboratively with colleagues and staff in a fast-paced, results-driven organization
- At least years of experience managing third party representative sales channels
- Working knowledge of HVAC systems and applications; evaporative cooling experience helpful.
- Excellent communication skills internally to senior executives and externally to large audiences
- Ability to articulate compelling sales and marketing stories for use in training and collateral
- Ability to work successfully in challenging and ambiguous situations with persistence and energy
- Highly competitive nature with a strong desire to win and develop a track record of success.
- Extensive leadership, practical experience and judgment to plan and accomplish goals.
- Comfort leading a team, leading cross-functionally, and leading a network of sales offices.
- Exceptional leadership skills, including vision setting and consensus building
- Proven ability to lead, articulate vision, inspire and influence internal and external stakeholders
- Ability to understand the organization's strategic objectives and teach, develop and inspire others for the achievement of those strategic objectives.
COMPETENCIES:
- Strategic acumen: Understands BAC strategy and is able to execute and deliver results to support it
- Sense of urgency and agility: Ability to operate with a high sense of urgency, operating steadily, efficiently and effectively to lead and execute multiple initiatives in parallel in a fast-paced environment.
- Technical knowledge and expertise: Strong grasp of products, their applications and their value to specific markets and customers. Ability to translate the technical aspects of our products and processes into compelling value statements for customers and stakeholders.
- Business Knowledge: Understands the key business drivers and unique needs of BAC market segments, customers and channel partners.
- Communication skills: Can clearly and compellingly articulate the value BAC offerings to key markets and customers in various formats, written, oral and visual.
- Leadership: Confident, mature and emotionally intelligent with the ability to inspire others to perform at a high level in a fast-paced, multitasking environment. A proven track record of leading projects and teams that successfully achieve milestones and complete deliverables.
- Results-Oriented: A driven individual who possesses the ability to act decisively and execute multiple initiatives in parallel, in a timely manner, in high-pressure and fast-paced environment.
- Problem Solving: A creative yet pragmatic and practical problem solver who develops solutions that delight customers and enable channel partners to succeed. Methodical, hands-on and detail-oriented.
- Analytical Thinking and Decision-Making: Ability to understand market trends/issues and develop marketing and business strategies to mitigate risk and leverage opportunities. Thoroughly and logically evaluates issues and acts decisively without over-analyzing. Applies an appropriate amount of analysis to achieve business objectives.
- Execution mentality: Excellent planning, execution and people management skills for fast, efficient and effective management of teams to deliver results.
- Software proficiency: Excellent software skills including Microsoft Excel and PowerPoint. Comfortable leveraging Social Media Platforms, including Facebook, LinkedIn, Twitter and YouTube.
- Teamwork: A team player and team builder, receptive to ideas from others. Shares information and keeps team members and partners informed. Works effectively with others to overcome challenges.
- Interpersonal skills: Excellent interpersonal skills and an ability to interact successfully with all levels of management as well as with a diverse workforce. Leverages the talents of other team members and departments to achieve objectives.
- Ethics: Highest level of professional integrity and honesty as well as personal credibility.
WORKING CONDITIONS
This position requires approximately 35% travel. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job. While performing this job, the employee is regularly required to stand and walk up to 25% of the time. This position requires occasional lifting up to 40 pounds.
BAC Hiring Compensation Range $134,200- $230,100
BAC offers a comprehensive benefits package to include medical, dental, vision, paid time off, 401k, employee stock ownership plan, and more. Please see additional details on the BAC website at www.Baltimoreaircoil.com.
BAC Employees are eligible to participate in an annual bonus incentive program.
