Global Sales & Business Development Leader – Clutches & Brakes Division
- Bedford, Bedfordshire
- Permanent
- Full-time
- Responsibility for sales of C&B products into given markets, directly and/or indirectly through RRX Commercial Sales organization. This includes, (but not limited), to cross selling from applicable group plants to end users distributors, contractors and market specific OEM’s (globally and locally)
- Works with ALL designated key C&B personnel to ensure coordination of overall market strategy. This includes, (but not limited) to Brand, Strategic Marketing, Product Management, Finance, Engineering and Design
- Wins & secures customer specification & preference for Regal Rexnord's full Clutches & Brakes portfolio in given market
- Direct Sales responsibilities over Specialized Distribution channels
- Drives profitable share gains at key accounts, segments (e.g. Metals, Mining, Marine, Aero & Defense,), regions (e.g., NA EMEA APAC), and/or with specific portions of the Rexnord portfolio
- Coordinates and supports share gain activities at top global strategic accounts Identifies, prospects, and supports SAE/AE activities to grow share at new strategic accounts
- Partners with Commercial Operations to create standard operating procedures in Salesforce to document and track activities related to share growth
- Manages, supports, and grows the top account opportunity funnel by leveraging new/differentiated products and previous successes into "look-alike" account locations
- Assists SAE's/AE's in the monitoring, development, implementation, and communication of strategic account initiatives to ensure alignment of the End User offering (product, placement, promotion, and pricing) and functions (Marketing, NPD, sales, and operations)
- Develops and supports strategic relationships with key decision makers at identified high-growth/complex strategic End Users
- Partners with RRX field service team to fill capacity and leverage offering to increase business and pull through product sales
- Acts as Regal Rexnord's solution expert for Clutches & Brakes strategic accounts, including leading value proposition & technical product presentations, supporting customer visits and plant tours, webinars, and specification influence activities. Becomes a trusted advisor for RRX Clutches & Brakes solutions at the end customer.
- Develops customer value propositions for Clutches & Brakes products by utilizing a value-based methodology. Deploys value propositions into customer-facing content (e.g., web pages, media, events, etc.) and sales enablement deliverables (e.g., training, collateral, etc.).
- Provides product technical support to SAE's/AE's, CAMs and channel partners
- Captures Voice-of-Customer by identifying market problems via customer engagement & observation. Articulates market needs and champions ideas that solve customer problems as part of the NPD process.
- Manages a highly dedicated Team of approx. 10 direct Business Development Managers responsible for Global Strategic Markets and Regional Sales
- Provides leadership and coaching to the BDM team
- Use a business calendar to manage Sales performance and deliverables, including weekly staff and sales lead meetings, monthly sales meetings, regular coordination with Engineering and Product teams, target reviews, and strategy or operational planning sessions.
- Contribute and execute Go-to-Market strategies and identification of growth paths
- Serve as Intellectual partner to Sr. VP on strategy
- Contribute to the strategy definition for the strategic OEMs and Verticals
- Contribute to Product Planning / Product Road map reviews, provide regional input including understanding of market trend and local regulations competitor product benchmarking, price targets
- Actively manage release of Strategic Database, validation of assumptions (ie. Customer & platform ETO, Flow volume) alongside Strategic Marketing
- Worked actively with Engineering / Product Management to coordinate Strat Plan
- Conduct Strategic Target review sessions with Centralized sales as part of the Strategic process.
- Bachelor’s degree in engineering or equivalent technical education/experience
- Demonstrated Strategic thinking skillset and Go-to-Market experience
- Technical aptitude. Understands Rexnord's solutions
- Experience of defining Strategy, Budgeting across multi division Opcos/Products.
- Willingness to travel an estimated 40 - 60%.
- Customer-focused
- Sets high expectations and delivers
- Communicates well
- Finds win-win solutions for business and customers
- Is a self-starter, action-oriented and has a "can do" attitude
- Proficient with Office 365 (PowerPoint, Excel, SharePoint, Outlook)
- Familiar with Kaizen and Lean concepts
- Knowledge of 80/20 Methodology