Business Leader- Refrigeration

POSITION PURPOSE & SCOPE

The Business Leader – Refrigeration (BLR) is responsible for the leadership and management of all sales, marketing, and business activities in the refrigeration segment to achieve profitable business and market share growth beyond the current level. Markets will encompass commercial (supermarket and "rack" type refrigeration applications) through industrial (large food process/storage “central plant” type) refrigeration markets and applications. The leader will assist in refining our long-term strategic growth plan for each market segment and develop operating plans annually, leveraging evaporative and adiabatic products. The core function of the role is to lead the organization to the successful achievement of the operating plan, executing initiatives as laid out in the plan. The BLR will establish, develop, maintain, and enhance sales channels for each segment of the market. The BLR will develop and execute plans and programs to continuously improve channel performance and sales execution. In addition, the person in this role will be responsible for establishing relationships with key end user and strategic OEM accounts. The BLR will drive initiatives with leaders of all areas of the organization, across engineering, manufacturing, finance, marketing, quality, GBS, and human resource functions, and work collaboratively, to ensure the effective execution of business plans and long term strategies.

PRINCIPAL ACCOUNTABILITIES

P&L

• Drive $80+ million in annual sales and achieve price targets per the annual operating plan.
• Achieve profitable growth in accordance with volume, price and gross margin targets as planned.
• Deliver monthly and quarterly orders, sales, profit, and overhead/operating expense budget to Plan.

Strategy

• Assist in the update and enhancement of the 5-year strategic plan for the business, to ensure that the business remains strategically focused and is allocating resources optimally.
• Create and maintain strategic business plans for both the commercial and industrial refrigeration segments that ensure the longevity of BAC's interest in both adiabatic and evaporative products.
• Develop and execute creative and powerful initiatives that propel the business to successful achievement of the 5-year strategic plan and profitable growth year-to-year.
• Develop and execute new product launch strategies in alignment and collaboration with North America Marketing teams, including sales aids and tools; tradeshows and roadshows; internal and external communications, sales and product training and other sales and marketing initiatives.

Leadership

• Manage, coach, mentor and develop a sales and business development team through the setting of SMART objectives, consistent and comprehensive measurement of key performance indicators.
• Hold the team accountable for performance to these indicators, appropriately rewarding and recognizing when appropriate. Implement performance improvement plans to correct deficiencies.
• Provide leadership and guidance to develop customer relationships, capture sales opportunities and drive the business to meet the established goals (orders volume, price realization, profit margins)
• Track, analyze and report on sales performance (orders, price, margin) by salesperson and sales office for all products, differentiated product content, aftermarket parts, and specifically on new products.
• Working with leaders from around the business, drive key initiatives that support sales or PGM goals through other areas of the business, such as quality, plant operations, engineering, IT, etc.

Channel Management

• Further develop BAC’s sales channels, including channel evaluation, selection, objective setting, performance management and development of new representation as required.
• Identify opportunities for improvements in sales channel structures/options/alternatives and support with business cases.
• Selectively pursue and effectively manage strategic account relationships with strategically important clients, particularly end users, but also contractors and consulting engineers.
• Effectively manage and develop “OEM” (bundler) channels in the commercial and light industrial segments for increased market share and long-term growth (HillPhoenix, Hussmann, etc.).

Sales Execution

• Identify and set expectations of each representative office through the development of standard objectives for orders, price, participation in marketing programs, succession planning, etc.
• Develop and execute initiatives to increase business performance among existing representation and key strategic accounts. Drive Regional Refrigeration Sales Managers to do the same in their regions.
• Build rapport and develop strong business relationships with not just sales representative firm principals, but also strategic end users, engineers and contractors.

Marketing

• In conjunction with the Product Marketing Team, establish and maintain pricing strategy for all products. Measure performance by product and implement initiatives to enhance as needed.
• In collaboration with Marketing, initiate market research and execute as needed, working with BAC’s sales network to collect, analyze and recommend new market, channel, and product initiatives.
• Provide ongoing feedback to Marketing to ensure that products, programs and communications meet the needs of customers and representatives. Provide data & information for competitive analyses.
• Lead and manage the Refrigeration Sales Council and maintain a regular cadence of engagements and a continuous effort to collect feedback, acting on that feedback as appropriate.

NATURE & SCOPE

This position reports to the Director of Sales North America. As a key leader on the NA Sales and Marketing team, this individual will interact with the Americas Leadership Team and – though less frequently – the Global Leadership Team and President. In addition to the Regional Refrigeration Sales Managers who report to this position, most daily interactions will be with other managers within the region; managers or business leaders of other markets and channels; owners and managers of sales rep firms and key end users, engineers and contractors. This position could have multiple direct reports (currently 3) located throughout the country.

KNOWLEDGE & SKILLS

• Bachelor's Degree in Engineering, or equivalent experience, with high technical aptitude
• At least 10 years management experience in a comparable industry, with a proven track record of market penetration and incremental sales increases. MBA preferred.
• Ability to plan and manage at both the strategic and operational levels.
• Ability to work collaboratively with colleagues and staff in a fast-paced, results-driven organization.
• Capacity to assume more significant responsibilities within two to three years.
• 5+ years’ experience managing third party representative sales channels.
• Working knowledge of HVAC systems and applications; evaporative cooling experience helpful.
• Excellent communication skills internally to senior executives and externally to large audiences.
• Ability to craft compelling sales and marketing scripts and stories for use in training and collateral.
• Ability to work successfully in challenging and ambiguous situations with persistence and energy.
• Highly competitive nature with a strong desire to win and develop a track record of success.
• Extensive leadership, practical experience and judgment to plan and accomplish goals.
• Comfort leading a team, leading cross-functionally, and leading a network of independent sales offices.
• Exceptional leadership skills, including vision setting and consensus building.
• Proven ability to lead, articulate vision, inspire and influence internal and external stakeholders.
• Ability to understand the organization's strategic objectives and teach, develop and inspire others for the achievement of those strategic objectives.

COMPETENCIES:

• Strategic acumen: Understands strategies and can execute and deliver results to support them.
• Sense of urgency and agility: Ability to operate with a high sense of urgency, operating steadily, efficiently and effectively to lead and execute initiatives in parallel in a fast-paced environment.
• Technical knowledge and expertise: Strong grasp of products, their applications and their value to customers. Ability to translate the technical aspects of our products and processes into compelling value statements for customers and stakeholders.
• Business Knowledge: Understands the key business drivers and unique needs of BAC customer groups and channel partners.
• Communication skills: Can clearly and compellingly articulate the value BAC offerings to key markets and customers in various formats, written, oral and visual.
• Leadership: Confident, mature and emotionally intelligent with the ability to inspire others to perform at a high level in a fast-paced, multitasking environment. A proven track record of leading projects and teams that successfully achieve milestones and complete deliverables.
• Results-Oriented: A driver who possesses the ability to act and implement solutions in a timely manner, in parallel, in high-pressure fast-paced environment.
• Problem Solving: A creative yet pragmatic and practical problem solver who develops solutions that delight customers and enable channel partners to succeed. Methodical, hands-on and detail oriented.
• Analytical Thinking and Decision-Making: Ability to understand market trends/issues and develop marketing and business strategies to mitigate risk and leverage opportunities. Thoroughly and logically evaluates issues and acts decisively without over-analyzing. Applies an appropriate amount of analysis to achieve business objectives.
• Execution mentality: Excellent planning, execution and people management skills for fast, efficient and effective management of teams to deliver results.
• Software proficiency: Excellent software skills including Microsoft Excel and PowerPoint. Comfortable leveraging Social Media Platforms, including Facebook, LinkedIn, Twitter and YouTube.
• Teamwork: A team player and team builder, receptive to ideas from others. Shares information and keeps team members and partners informed. Works effectively with others to overcome challenges.
• Interpersonal skills: Excellent interpersonal skills and an ability to interact successfully with all levels of management as well as a diverse work force. Leverages the talents of other team members and departments to achieve objectives.
• Ethics: Highest level of professional integrity and honesty as well as personal credibility.

WORKING CONDITIONS

This position requires approximately 35% travel. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job. While performing this job, the employee is regularly required to stand and walk up to 30% of the time. This position requires occasional lifting up to 40 pounds.