Sales Director

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SCOPE OF LEADERSHIP ROLE:

Industrial Powertrain Solutions (IPS) Oceania is seeking a Sales Director to drive the profitable growth in the Oceania market. The position overseas a multiple Sales teams who establish relationship opportunities in new market segments and or new long-term customer and support new product releases for the division matrixed into the global sales organisation. The position is responsible to the development of training and competency build for the clutch and brake portfolio and gearing portfolio within the IPS sales organisation in conjunction with the IPS commercial excellence team.

Key Responsibilities:

Responsible for Sales & BDM Performance:

• Responsibility for sales of IPS into given markets, directly and/or indirectly through RRX Commercial Sales organisation. This includes, (but not limited), to cross selling from applicable group plants to end users' distributors, contractors and market specific OEM’s.
• Works with all designated key personnel to ensure coordination of overall market strategy. This includes, (but not limited) to Product Management, Finance, Engineering and Projects.
• Wins and secures customer specification and preference for Regal Rexnord's portfolio in given market
• Direct Sales responsibilities over Specialised Distribution channels
• Ensure regional sales funnel sufficiency for the regional orders target within the company CRM

Interface into the global Matrixed Sales Organisation:

• Drives profitable share gains at key accounts, segments (e.g. Metals, Mining, Marine & Defence), regions and/or with specific portions of the Regal Rexnord portfolio
• Coordinates and supports share gain activities at top global strategic accounts Identifies, prospects, and supports 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 Sales team 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
• Develops customer value propositions for products by utilising 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 Sales team 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.

Leadership over the BDM team:

• Manages a highly dedicated Team of approximately seven direct Business Development Managers responsible for 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.

Lead Sales Strategic Planning activities:

• Contribute and execute Go-to-Market strategies and identification of growth paths
• Serve as Intellectual partner to General Manager 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
• Work actively with Engineering / Product Management to coordinate Strategic Plan
• Conduct Strategic Target review sessions with sales as part of the Strategic process.

PROFESSIONAL EXPERIENCE/QUALIFICATIONS

Minimum Requirements:

• Bachelor’s degree in engineering or equivalent technical education/experience
• Demonstrated Strategic thinking skillset and Go-to-Market experience
• Technical aptitude. Understands Regal Rexnord's solutions
• Experience of defining Strategy, Budgeting across multi division Opcos/Products.
• Willingness to travel an estimated 40%
• 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