Vice President, Transit Sales
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Our Client is an innovative leader in the manufacture and supply of braking systems, passenger doors and climate-control equipment for all types of Mass Transit customers such as: METRO, Light Rail Vehicles, High-Speed Trains, Commuter Rail and Monorail Vehicles for the North America market. A global leader in braking technologies. As part of our team, you’ll collaborate with a world of talented and dedicated colleagues whose sense of purpose complements your own. You’ll find rewarding opportunities, diverse experiences, partnerships, and an unwavering commitment to ethics and integrity. Innovation is part of our DNA. Achievement drives our culture.
JOB DESCRIPTION:
Summary/Objective
Develop sales and Marketing policies, guidelines, and respective annual budgets for product/systems and service portfolios for the sales organization assigned to achieve defined strategic commercial targets. Oversees all activities related to customer needs, including requisite engineering coordination for technical specification development and refinement, contract review, proposal creation, pricing, and sales project delivery. Secure profitable Original Equipment (OE) contracts and ensure proper transition of those contracts through the various project phases/delivery milestones.
Essential Functions
Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. Develop and implement sales and product/system strategies for markets, products, and services targeted by the SBU business mission. Lead the Brakes BU sales and product/system strategies.
Partner with Onboard Systems BUs to develop the sales and product/system strategies.
Established the sales and operations forecast and provided monthly updates. Also responsible for STRAP and relevant sales systems (PLUPS, Sales, and Strategy Cockpits).
Drive market share and profitability through analysis and target setting: profitability analysis of current product lines and systems, penetration and profitability by customer, new products/programs, new markets, and price strategies.
Execute sales growth plans by developing and driving strategies to grow existing business within assigned markets.
Identify and develop joint venture, licensing, and teaming opportunities to supplement growth and profitability.
Develop assessment tools for measuring and improving the sales organization's performance.
Participate in the development and management as part of the senior management team.
Lead Sales (OE and RS) activities by implementing an effective organizational structure, recruiting, training, and appropriate development and compensation programs. This includes initiating, driving, and monitoring policies and regional programs.
Develop and manage the Sales budget.
Provide strategic direction for project management activities.
Partner with the Sales & Systems engineering group to execute application engineering proposals and solutions.
Develop relationships with and participate in board and group-level activities with applicable industry regulatory bodies (e.g., APTA, RSI, etc.).
Manage government affairs for all product, service, and customer-related activities.
Establish and enhance customer relationships (i.e., car builders, transit authorities, consultants, etc.).
Negotiate and close business agreements with key customers and partners.
Provide reliable forecasts and models to support the planning process.
Must understand and adhere to all relevant statutory or regulatory compliance obligations.
Must understand, support, and adhere to the Integrated Management System policies, procedures, and instructions.
Must understand and support relevant key performance indicators (KPIs) defined in the clients North America Goal Tree.
Support and assist other colleagues and any other duties as requested.
Maintain a safe, clean, and healthy environment and ensure compliance with company rules and policies.
Must comply with quality, product safety, and HSE rules and regulations. Be energy conscious, if applicable.
REX Process Driver (local responsibility): LP3 Strategic Planning & SP5 Marketing & Customer Relationship Management
Main Tasks: Active design and further development of the processes and their performance indicators in coordination with other drivers.
Securing that the process contents in the concerned Organization units are known.
Support other concerned process drivers in their processes.
Knowledge of Best-Practice solutions.
Ensure continuous improvement also by controlling the realization and effectiveness of the process with suitable methods (e.g., performance indicators, assessments) and initiation of suitable measures at deviations.
Secure implementation of process-oriented tasks in one’s target agreement, including bonus relevant targets for their process(es).
Main Responsibilities: Process tasks described in Process Manuals.
The analog document "Process Management Guidelines" is valid for KE Group, REX, and TEX and covers process development, execution, control, and improvement.
Responsibility also covers Sub-Processes in other Organizational units.
Group process driver responsibility covers all organizational units worldwide.
Competencies
Technical Expertise: Management of sales & marketing budget.
Negotiation skills
Technical understanding and mechanically inclined; ability to communicate with a technically oriented customer.
Understanding of sales methodologies and processes
Managing Business: Analytical Thinking—Collecting, analyzing, and structuring information using a wide perspective to identify key issues and patterns and conclude.
Creativity & Innovation—Creating an atmosphere of openness and curiosity about innovations, providing and implementing inventive ideas that add value.
Entrepreneurship & Decision Making—Discover opportunities in challenges, seek profit and sustainable growth, make courageous but sound decisions, and demonstrate a good business understanding.
Managing & Improving Processes - Ability to plan, prioritize, monitor, and improve work processes and allocate resources.
Strategy & Vision - Ability to develop strategies aligned to the organization's vision, putting them into action, taking a big-picture view, and considering future influences.
Managing People: Customer Orientation—Demonstrating a service and relationship orientation toward internal and external customers, satisfying their needs, and generating mutually satisfactory solutions.
Communication Skills—The Ability to speak, present, write, listen, and distribute information effectively and create an environment for open communication.
Influence & Inspire - Ability to convince others to embrace ideas, provide compelling arguments, and use informal processes.
Leading Others - Give direction, motivate, manage, and reward performance, provide constructive feedback, and foster individual professional development.
Teamwork - Ability to work with others, build a positive climate, and trust in team relationships.
Managing Self: Adaptability & Flexibility - Ability to build networks and work successfully in various, complex, changing, and challenging environments and with diverse people.
Interpersonal & Intercultural Sensitivity - Respect for different cultures and all diverse characteristics of people.
Self-Development & Reflection - Ability to reflect on performance and use feedback to learn and improve continuously.
Supervisory Responsibility
This position has supervisory responsibilities for the sales and marketing team.
Work Environment
The employee will be required to perform duties on a computer terminal. The employee may be exposed to shop floor conditions, i.e., noise, heat, cold, dust/dirt, etc.
Physical Demands
The physical demands are representative of those that must be met by an employee to successfully perform the essential functions of an office work environment position.
Travel
50% of travel (domestic and international) is anticipated for this role.
Required Education and Experience Bachelor’s Degree
10+ Years of Relevant (Transit) Experience, 10+ Years of Supervisory Experience
Preferred Education and Experience MS in Engineering or MBA
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