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Scope of leadership role The Linear Motion Division (LMD), about $400M global business, with 1,700 associates within the Automation and Motion Controls Segment of Regal Rexnord is seeking a Sr. Director of Global Sales. This is a critical role for the creation and successful execution of the overall revenue growth strategy for the entire division. Reporting to the VP/GM of the Linear Motion division, this role has global responsibility for leading the sales organization (comprised of Strategic Accounts, Inside Sales and Field Sales teams, each led by a Regional Sales leader), and the development and execution of organic revenue growth roadmaps aligned with our 80/20 Framework. This position requires close collaboration with product development teams, marketing communications teams, engineering teams, finance team and business leadership. S/he will be responsible for driving activities and decisions focused on maintaining a high level of customer satisfaction and growing market share through innovation with purpose. The ideal candidate is an experienced industrial B-to-B sales leader who is well versed in linear motion products and has proven experience building and inspiring a best-in-class sales team that effectively balances the need to maintain loyalty of existing customers with the need to aggressively hunt for and win new business in support of annual organic growth goals. S/he also possesses expertise in relationship-building and negotiation with the largest and most strategic customers and distributor partners and uses a hands-on approach in assuring that bookings and sales goals are achieved. In addition, this role is responsible for developing a team of sales engineers and leaders who thrive in a dynamic, fast-paced environment and are driven to excel and perform at their highest potential. The ideal candidate will emphasize and leverage talent assessment and development, application of RBS 80/20 framework, and a strong cultural awareness to drive transformation within the division. Key Responsibilities Develop annually, 3-year regional strategies that enable execution of division priorities, and annual growth goals. Coordinate a cross-functional team to define and successfully execute this regional strategy. Direct the development deployment of regional and key account objectives, specific action plans, and establish and lead routine touchpoints for successful completion. Define and secure the organizational resources needed. Engage directly with marketing partners to align brand building and demand (lead) generation activities to manage regional growth strategies, target markets, and target customer types. Coordinate with applications engineering, product management, and customer support to ensure a holistic and consistent approach to effectively manage customers and prospects across geographic regions and market segments. Ensure both direct and distribution-aligned sales associates are focused on achieving their sales targets, that they penetrate key accounts with the highest business potential and have the tools needed to be successful. Management of distribution channel, including the selection and addition of new distributors and ongoing management of existing key distributor relationships. Interface with distribution partners and end-customers to develop and maintain relationships with senior strategic leaders and to achieve the mutually satisfactory resolution of all issues. Partner with finance and operations partners to manage and properly forecast demand and predict future orders and sales results. Execute best practices in sales and marketing. Define and champion consistent standard work and daily, weekly, monthly, and quarterly visual management that encourages a balanced focus on "hunting" of new business opportunities with both new and existing customers, early-stage funnel development, and the effective management of existing business. Champion proactive identification of gaps vs. plan and use of RBS tools to solve problems and drive continuous process enhancements. Ensure global compliance with regulatory and company policies. P&L Business Partner Ability to work as a member of the leadership team to develop and communicate a future vision for the business. Partners with VP/GM and leadership team on the overall strategy of the business, supports the establishment of an X-matrix, and drives policy deployment initiatives, aligned to profitable organic growth through innovation with purpose and a high say/do. Consolidate divisional annual sales plans for all products, promotional and advertising efforts, and other meaningful data. Talent Management Develop and deploy organizational Structure as it pertains to the Go To Market strategy and decisions on sales channels and partnerships Build an organization and team motivated to drive profitable organic growth. Lead and mentor direct reports to be responsible for voice of customer, value selling, sales funnel management, and growth. Through in-person and remote activities, coach sales teams and leaders to identify, qualify, develop, and sell complex motion systems. Make decisions related to hiring, promotion or other needs within the team. Professional Experience/Qualifications Minimum Requirements: Minimum 10 years' experience successfully managing a commercial organization for industrial B2B, preferably on a global level. Bachelor's in Engineering or Business preferred from an Accredited University. Strong knowledge of sales and marketing principles. Experience building and executing successful go-to-market strategies that encompass OEM direct sale, distribution, and Digital / E-Commerce channels. Strong finance acumen with ability to understand operating budgets and finance. Experience of successful negotiation of contracts, pricing, and commercial terms with large, multi-national complex customers. Effective relationship-builder and negotiator at most senior levels of key customers and partners Passion and expertise in process improvement, utilization of sales & funnel metrics, driving change and continuous improvement tool kits. Strategic thinker, but orientation toward day-to-day execution. Skilled in VOC collection and analysis. Biased to "go to Gemba" to understand situation and customer needs. Ability and willingness to quickly assess, decide and act on tough situations regarding customers, organizations, and people. Enthusiastic team leadership, motivation, and coaching. Experience building organizational capability via talent development, recruiting, succession planning and compensation plans at both the tactical and strategic levels. Proficiency with Microsoft Office applications and Sales Force. Able to travel globally up to 60% #J-18808-Ljbffr
