IDEX
Business Line Director - Distribution (remote)
IDEX, Cedar Falls, Iowa, United States, 50613
If you're looking for a special place to build or grow your career, you've found it. Whether you're an experienced professional, a recent college graduate or somewhere in between, IDEX is a place where you can apply your existing skills and learn new ones in an environment where you can make an impact.
With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses around the globe, chances are, we have something special for you.
The Distribution Business Line Director (BLD) - America's Region (US, Mexico, Latin America and South America) will lead Viking Pumps largest distribution network . As a member of the Industrial Segment Leadership Team, this individual will direct assigned team to achieve profitable growth and expand market share by exploiting existing commercial best practice, while adopting new industry leading capabilities. Role will also be a champion in Viking's efforts to institutionalize commercial best practices globally to achieve enterprise growth targets over the next 3-5 year STRAP period. Distribution BLD will guide and develop a world class distribution order support and sales team within the assigned region, leveraging 80/20 practices to define service level models that reward highest partner performers while ensuring over-service to our 80 end-users.
PRIMARY DUTIES AND RESPONSIBILITIES:
Identify, forecast, meet and or exceed Viking Industrial Segment AOP - >5% YOYDevelopment of annual forecasts and the plans/strategies to achieve company objectivesSupport annual STRAP process - supports the Viking Pump Leadership team for sales strategy and direction for the overall enterpriseHire, train, manage and oversee the professional development of a US outside sales, customer service team and application engineering teams. Build AA US Distribution Order and Sales Team. Support development of global outside sales and order teamsLead execution and evolution of the distribution management playbook. Direct activities of roughly 40 US Distributors and 15 MX/LA/SA Distributors in meeting customer objectives of procuring quality Viking products and services via the terms identified in the Viking Distributor Sales Agreement. Consult all other regions on the adoption of approved contracts and programs, supporting adoption of best practices in all target regionsEnsure execution and adherence to contracts, along with high levels of target metric achievement rates across all regionsThis role is a key leader of the relationship with the Viking Pump Distributor Association (VPDA). Role plays a part in the development and management of other regional partner networksWorks with digital team, training team and demand creation teams to development and implement appropriate customer experience tools, partner development and/or partner management tools. Tools to include but not limited to; Viking Connect, Smart-Site Plus, CRM, Sales Portal, Dashboards (Klipfolio), Smart VaultChampion the adoption of all applicable digital tools (Viking Connect, Smart Site +, Smart Vault, Sales Portal, etc.), ensure disciplined use across region. Partner w/ internal digital team and other leaders to develop next generation digital tools/solutions for evolving end-user groupDevelops plans to grow market share / penetration such as, but not limited to: current distribution selection/evaluation/management, aftermarket growth, project (EPC influence) strategies, new product sales, strategic customer alliances, company policies/procedures and competitive countermeasures. Identifies opportunities for growth through new customers and industries and/or with existing customersGuide customer service and applications engineering leadership to adopt 80/20 methodologies. Define Service Level Approaches (SLA's) that differentiate and reward the highest performing partners, while ensuring best service levels to 80 End-Users across the globe.Work closely with Product Management and Operations to establish market competitive lead-times. Support/Lead daily management and external communication efforts to ensure order and delivery statuses are communicated in consistent manners.Encourages stretch thinking to drive breakthrough results and celebrates achievements. Demonstrates and encourages a continuous improvement mindsetVisits key customers to monitor execution of commercial strategy and collect segment Voice of CustomerEnsures service and aftermarket processes have been appropriately integratedDevelopment of the annual business plan and expense budgetsResponsible, in conjunction with Human Resources, for the development of and any changes to Regional or National Managers sales compensation plansEDUCATION AND/OR EXPERIENCE REQUIREMENTS:
A Bachelor degree in Business, Engineering, or related discipline.A minimum of 8+years of experience in sales leadershipA minimum of 8+ years of cross-functional management and business leadership.Demonstrated capability understanding and distilling technology and market trends, and strategically planning future product opportunities.Prior experience with success leading in a matrixed global organizational structure.Strong change management skills and experience.Demonstrated entrepreneurial skills and experience translating plans into commercially successful sales strategies and profitable product offerings.Strong financial acumen; able to understand impact of negotiation points on a business engagement.Understanding of 80/20 process and implementation.Global/international experience and cultural understanding.Up to 30% travel, domestic and international, may be requiredIDEAL CANDIDATE EXPERIENCE:
Demonstrated expertise and knowledge in Industrial pump and/or equipment markets that can be applied to create a compelling product sales strategy.Experience commercializing/selling rotating equipment products that serve specialty chemical, fossil based liquid and plant based liquid markets a plus.Team management of new business initiatives with experience leading, developing and growing successful B2B product portfolios.MBA strongly preferred.Outstanding leadership skills that brings out the best in the team and others through direct interaction and influence. Seen as a "go to" leader of the organization.Strong customer/quality orientation with demonstrated ability to effectively build and manage customer and partner relationshipsMetrics and data driven with exceptional skill managing a team to over achieve objectives based on sound commercial processes and through the deployment of continuous improvement methodologies.Excellent verbal and written communication skills (inclusive of virtual business environments)Executive presence; capacity to promote enthusiasm and gain support through strong verbal, written and presentation communications skills.Strong personal drive and motivation to reach new objectives and drive change.Relationship architect; able to build a strong network of influential supporters.Excellence in collaboration as a leader and a coach. The ability to draw out the best in the team and allow them to grow and succeed as the business achieves its goals.Ability to thrive amidst change and ambiguity and help others with the same.OTHER SPECIAL REQUIREMENTS:
Self-motivated, excellent organizational skills, planning skills and presentation skills.Selling and relationship skills.Willingness to travel, including 30% overnight stay.COMPUTER SKILLS:
Proficient with Microsoft Office products including, but not limited to, Word, Power Point, Excel, and Outlook.Computer skills including CRM and PowerBI programs a plus.WORK ENVIRONMENT REQUIREMENTS:
Ability to move within office and manufacturing complex, write by hand and keyboard, and perform general office functions.Mechanical aptitude to perform basic teardown and assembly of pumps.Ability to communicate by speech and hearing via phone and in person.Visual acuity needed for close detail work and computer use.General manufacturing, warehouse and office environment.ORGANIZATIONAL RELATIONSHIPS
Must have the ability to effectively communicate with customers, suppliers and all levels of corporate and company personnel.
Are you ready to join a different kind of company where our people, our culture, and our commitments are centered around providing trusted solutions that improve lives around the world?
IDEX is an Equal Opportunity Employer and Affirmative Action Employer.
IDEX gives consideration for employment to qualified applicants without regard to race, color, religion, creed, genetic information, sex, sexual orientation, gender identity or expression, marital status, age, national origin, disability, protected veteran status, or any other consideration or protected category made unlawful by federal, state or local laws (Minorities/Females/Protected Veterans/Disabled).
Attention Applicants:
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact our Talent Acquisition Team at lfcareers@idexcorp.com for assistance with an accommodation. These contact tools may be used only by individuals with a disability for accommodation requests. Do not inquire as to the status of an application.
With interesting opportunities in engineering, marketing, sales, supply chain, operations, HR, finance, and more across more than 40 diverse businesses around the globe, chances are, we have something special for you.
The Distribution Business Line Director (BLD) - America's Region (US, Mexico, Latin America and South America) will lead Viking Pumps largest distribution network . As a member of the Industrial Segment Leadership Team, this individual will direct assigned team to achieve profitable growth and expand market share by exploiting existing commercial best practice, while adopting new industry leading capabilities. Role will also be a champion in Viking's efforts to institutionalize commercial best practices globally to achieve enterprise growth targets over the next 3-5 year STRAP period. Distribution BLD will guide and develop a world class distribution order support and sales team within the assigned region, leveraging 80/20 practices to define service level models that reward highest partner performers while ensuring over-service to our 80 end-users.
PRIMARY DUTIES AND RESPONSIBILITIES:
Identify, forecast, meet and or exceed Viking Industrial Segment AOP - >5% YOYDevelopment of annual forecasts and the plans/strategies to achieve company objectivesSupport annual STRAP process - supports the Viking Pump Leadership team for sales strategy and direction for the overall enterpriseHire, train, manage and oversee the professional development of a US outside sales, customer service team and application engineering teams. Build AA US Distribution Order and Sales Team. Support development of global outside sales and order teamsLead execution and evolution of the distribution management playbook. Direct activities of roughly 40 US Distributors and 15 MX/LA/SA Distributors in meeting customer objectives of procuring quality Viking products and services via the terms identified in the Viking Distributor Sales Agreement. Consult all other regions on the adoption of approved contracts and programs, supporting adoption of best practices in all target regionsEnsure execution and adherence to contracts, along with high levels of target metric achievement rates across all regionsThis role is a key leader of the relationship with the Viking Pump Distributor Association (VPDA). Role plays a part in the development and management of other regional partner networksWorks with digital team, training team and demand creation teams to development and implement appropriate customer experience tools, partner development and/or partner management tools. Tools to include but not limited to; Viking Connect, Smart-Site Plus, CRM, Sales Portal, Dashboards (Klipfolio), Smart VaultChampion the adoption of all applicable digital tools (Viking Connect, Smart Site +, Smart Vault, Sales Portal, etc.), ensure disciplined use across region. Partner w/ internal digital team and other leaders to develop next generation digital tools/solutions for evolving end-user groupDevelops plans to grow market share / penetration such as, but not limited to: current distribution selection/evaluation/management, aftermarket growth, project (EPC influence) strategies, new product sales, strategic customer alliances, company policies/procedures and competitive countermeasures. Identifies opportunities for growth through new customers and industries and/or with existing customersGuide customer service and applications engineering leadership to adopt 80/20 methodologies. Define Service Level Approaches (SLA's) that differentiate and reward the highest performing partners, while ensuring best service levels to 80 End-Users across the globe.Work closely with Product Management and Operations to establish market competitive lead-times. Support/Lead daily management and external communication efforts to ensure order and delivery statuses are communicated in consistent manners.Encourages stretch thinking to drive breakthrough results and celebrates achievements. Demonstrates and encourages a continuous improvement mindsetVisits key customers to monitor execution of commercial strategy and collect segment Voice of CustomerEnsures service and aftermarket processes have been appropriately integratedDevelopment of the annual business plan and expense budgetsResponsible, in conjunction with Human Resources, for the development of and any changes to Regional or National Managers sales compensation plansEDUCATION AND/OR EXPERIENCE REQUIREMENTS:
A Bachelor degree in Business, Engineering, or related discipline.A minimum of 8+years of experience in sales leadershipA minimum of 8+ years of cross-functional management and business leadership.Demonstrated capability understanding and distilling technology and market trends, and strategically planning future product opportunities.Prior experience with success leading in a matrixed global organizational structure.Strong change management skills and experience.Demonstrated entrepreneurial skills and experience translating plans into commercially successful sales strategies and profitable product offerings.Strong financial acumen; able to understand impact of negotiation points on a business engagement.Understanding of 80/20 process and implementation.Global/international experience and cultural understanding.Up to 30% travel, domestic and international, may be requiredIDEAL CANDIDATE EXPERIENCE:
Demonstrated expertise and knowledge in Industrial pump and/or equipment markets that can be applied to create a compelling product sales strategy.Experience commercializing/selling rotating equipment products that serve specialty chemical, fossil based liquid and plant based liquid markets a plus.Team management of new business initiatives with experience leading, developing and growing successful B2B product portfolios.MBA strongly preferred.Outstanding leadership skills that brings out the best in the team and others through direct interaction and influence. Seen as a "go to" leader of the organization.Strong customer/quality orientation with demonstrated ability to effectively build and manage customer and partner relationshipsMetrics and data driven with exceptional skill managing a team to over achieve objectives based on sound commercial processes and through the deployment of continuous improvement methodologies.Excellent verbal and written communication skills (inclusive of virtual business environments)Executive presence; capacity to promote enthusiasm and gain support through strong verbal, written and presentation communications skills.Strong personal drive and motivation to reach new objectives and drive change.Relationship architect; able to build a strong network of influential supporters.Excellence in collaboration as a leader and a coach. The ability to draw out the best in the team and allow them to grow and succeed as the business achieves its goals.Ability to thrive amidst change and ambiguity and help others with the same.OTHER SPECIAL REQUIREMENTS:
Self-motivated, excellent organizational skills, planning skills and presentation skills.Selling and relationship skills.Willingness to travel, including 30% overnight stay.COMPUTER SKILLS:
Proficient with Microsoft Office products including, but not limited to, Word, Power Point, Excel, and Outlook.Computer skills including CRM and PowerBI programs a plus.WORK ENVIRONMENT REQUIREMENTS:
Ability to move within office and manufacturing complex, write by hand and keyboard, and perform general office functions.Mechanical aptitude to perform basic teardown and assembly of pumps.Ability to communicate by speech and hearing via phone and in person.Visual acuity needed for close detail work and computer use.General manufacturing, warehouse and office environment.ORGANIZATIONAL RELATIONSHIPS
Must have the ability to effectively communicate with customers, suppliers and all levels of corporate and company personnel.
Are you ready to join a different kind of company where our people, our culture, and our commitments are centered around providing trusted solutions that improve lives around the world?
IDEX is an Equal Opportunity Employer and Affirmative Action Employer.
IDEX gives consideration for employment to qualified applicants without regard to race, color, religion, creed, genetic information, sex, sexual orientation, gender identity or expression, marital status, age, national origin, disability, protected veteran status, or any other consideration or protected category made unlawful by federal, state or local laws (Minorities/Females/Protected Veterans/Disabled).
Attention Applicants:
If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact our Talent Acquisition Team at lfcareers@idexcorp.com for assistance with an accommodation. These contact tools may be used only by individuals with a disability for accommodation requests. Do not inquire as to the status of an application.