Sr Director, Industrial Growth

The Sr. Director, Industrial Growth is a strategic, cross-functional leader focused on the identification, development and execution of high-impact commercial growth opportunities for our North American industrial business, with a focus on machine builder/equipment manufacturer original equipment and replacement parts across multiple industry verticals. This role will be responsible for driving commercial strategy, expanding market presence and identifying new business initiatives in alignment with long-term regional goals for growth, collaborating with Customer Service, North American Field Sales, Product Application Engineering, Packaging, Manufacturing, and Marketing to enact strategies for sustainable, profitable growth in our North American industrial business.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Develop and execute strategic commercial growth initiatives, including the successful introduction of new product lines and market expansion opportunities.
• Lead and influence cross-functional teams to evaluate, develop and implement new business initiatives.
• Conduct market research, competitive analysis, and integrate VOC insights to inform strategy for new and existing product development/expansion opportunities.
• Collaborate with R&D, Operations, Sales and Finance to ensure alignment and execution.
• Build business cases and financial models to support investment decisions utilizing Oracle CRM.
• Responsible for budgeting, sales forecasting; monitor and report on KPIs, project milestones and ROI of growth initiatives.
• Foster a culture of innovation, agility and continuous improvement.
• Build organizational capability via active coaching, mentoring, talent development to ensure a culture of continuous improvement.

• BS/BA or equivalent with 10+ years of progressive experience in sales and/or business development or marketing, managing a book of business of at least $100M+
• Past experience in manufacturing or industrial sectors essential, with experience selling industrial components directly and/or through distribution to machinery OEMs and end-users operators (factories, distribution centers, etc.)
• Multi-cultural/multi-lingual, prior international experience a plus.
• Experience managing 3rd party representatives, including agency reps with specific industry expertise a plus.
• Demonstrated track record of leading growth and/or transformation initiatives, and identifying and developing opportunities in new markets not traditionally served by their employer.
• Excellent analytical, financial modeling, data driven decision making, project management skills, including experience with Oracle Sales Cloud and/or related CRM platforms to inform strategy/actions.
• Experience building high performance commercial teams with a hunter cultural mentality.
• Experience working in a matrix organization, with proven ability to gain buy-in, lead by influence, create followership.

REQUIRED SKILLS:

• Strategic and hands-on, with ability to identify and prioritize growth opportunities while not losing sight of the tactics necessary to drive successful outcomes.
• Change agent: Experience driving change transformation, gaining buy-in, helping others overcome resistance to change.
• Innovator/entrepreneurial, with experience creating/developing a work environment that inspires people to generate novel solutions with measurable value for both existing and potential customers, encouraging experimentation with new ways of problem solving that result in unique and differentiated products/solutions; not afraid to challenge the status quo.
• Execution: Project management, KPI development/tracking, operational follow-through; a results-oriented leader who is adept at managing the details while not losing sight of the bigger picture.
• Strong communication skills: Ability to lead by influence, create followership, with demonstrated ability in the development/use of effective persuasion strategies to gain acceptance of ideas and commitment to actions that support specific outcomes.
• Sales/Business Development SME, with proven skill in identifying customers' underlying issues/needs to uncover opportunities for market expansion, new market entry, maximizing the productiveness of sales interactions by building on customer cues to gain commitment to new products, services and solutions.
• Relationship Management/team orientation: Ability to build strong working relationships with leaders across functions, facilitate alignment and collaboration across departments to execute growth initiatives and influence stakeholders.
• High EQ, with strong executive presence, audience awareness, ability to think on feet.
• Agile/adaptable, ability to deal with ambiguity, build consensus, manage shifting priorities, pivot as necessary to keep programs/projects on track.

• 6 Direct Reports
• Must be willing to travel up to 50% of the time