Commercial Director - Americas

IDEX Corporation•North Middleboro, MA

1d•Onsite

About The Position

The Americas Commercial Director will lead the whole Americas Sales Team including all Field Sales Managers, Applications Specialists and Aftermarkets team by developing and implementing sales strategies, ensuring alignment with the MPT Vision, Strategy, annual plans and objectives. This role is responsible for supporting the development and execution of MPT Commercial Excellence initiatives in the Americas region. The role is responsible for delivering profitable orders growth year on year, to protect our installed base and win market share across the Americas region.

Requirements

A strategic thinker with business acumen and the ability to translate business objectives into actionable commercial excellence initiatives.
Capable of driving sales performance improvement initiatives, including sales process optimization, salesforce effectiveness and sales enablement.
Possesses a high degree of personal integrity with the ability to lead, influence and partner with key decision makers; being comfortable challenging the status quo and encouraging innovation.
Proven ability to lead, coach and motivate a multi skilled sales team to deliver against sales targets.
Experienced in using a range of leadership styles depending on the situation.
Highly motivated, self-starting individual with the ability to plan and organize self and team members, work under pressure and meet deadlines.
Makes decisions in a timely manner; is a role model for making decisions in line with Corporate values of Team, Trust and Excellence.
Exceptional communication skills, both written and verbal along with active listening.
Strong interpersonal and relationship building capability using a trusted advisor approach.
Possesses a solutions-oriented approach; can handle objections and overcome adversity.
Ability to analyse complex data, identify trends, and develop actionable insights.
Able to make and take difficult decisions without all the evidence being available.
Able to be developed into a coach and skilled practitioner of 80/20 philosophy and tools.
Bachelor Degree in Business, Engineering, or other related field of study.
Successful track record of leading a region where teams are selling and supporting a range of brands manufactured from multiple locations and suppliers.
Leadership experience in an industrial manufacturing company that sells capital equipment, products and services direct to customer as well as through distributors and e-commerce.
Proven track record of driving growth while maintaining a culture of excellence and openness.
Highly proficient in the utilization of Microsoft Office and Dynamics.

Responsibilities

Create a high-performing consultative sales team and culture and in the Americas region to deliver the commercial strategy and annual plans.
Develop a One MPT team culture that focuses on meeting our commitments, being knowledgeable and being easy for our customers to work with.
Establish and maintain close working relationships with all global leaders including Commercial, Operations and Heads of support functions.
Make informed decisions based on qualitative and quantitative evidence including: voice of customer feedback, customer facing team feedback, partner feedback, market analysis, and internal data analysis.
Runs an effective forecasting and funnel management process that meets the operational needs of MPT.
Sets a requirement for all team members to take ownership and accountability and leads by example.
Ensures that MPT Commercial processes, tools and methodology are adopted by every team member. This includes MPT CRM as the single source of truth for lead management, funnel management and forecasting.
Fosters a continuous improvement philosophy and runs regular Kaizen and JDI activities.
Develops the most effective routes for market for each brand in the Americas Region.
Continues to move the commercial organisation to multi-functional territory focused teams .
Execute initiatives that improve customer retention year on year.
Execute initiatives that increase share of wallet in our existing customers.
Ensure that commercial teams and 80 channel partners area aligned and operate to our 80 Focus.
Provide leadership within the team; coach, mentor and develop direct reports and create a One MPT Team.
Set functional objectives that are aligned to the MPT Vision and strategy and monitor ongoing progress and performance, tracking leading and trailing KPIs.
Ensuring roles and responsibilities are defined and accountability is embraced and accepted.
Develops a culture based on trust, respect and communication between teams to facilitate exchange of information and service before self.
Carry out regular 121s, complete mid-year and end of year performance reviews, manage attendance, holidays, performance and disciplinary issues and capability procedures as appropriate.
Ensure that employees act in accordance with any health, safety and environmental policies and procedures to ensure the safety and wellbeing of staff and visitors.
Develops a succession funnel of competent and professional managers and leaders.