Senior Vice President, Engineered Solutions

2 weeks ago

Richmond, Virginia, United States KSB SE and Co KGaA Full time

KSB SE and Co KGaA is a premier provider of pumps, valves, and associated services. Our dependable, high-efficiency products are utilized in various applications where fluids require transportation or regulation, encompassing sectors such as building services, industrial operations, water transport, wastewater management, power generation processes, and mining. Established in 1871 in Frankenthal, Germany, our company boasts a global presence with dedicated sales and marketing organizations as well as manufacturing facilities. Over 190 service centers worldwide, staffed by approximately 3,500 service specialists, are available to deliver local inspection, servicing, maintenance, and repair services under the KSB SupremeServ brand. The innovative technology stemming from KSB's research and development initiatives underpins our success.

OVERVIEW:

The Senior Vice President of Engineered Solutions - Industrial Markets North America is an integral member of the Senior Leadership team at KSB North America, reporting directly to the Regional President. This role encompasses the overall business performance and the expansion of the engineered (project) business across all pertinent markets in North America. In this crucial leadership position, you will champion the growth of our custom-engineered infrastructure projects within heavy industrial sectors, particularly focusing on power generation and petrochemical industries. At KSB, we take pride in being a leading manufacturer of centrifugal pumps, committed to delivering high-quality, innovative solutions to our clients. To excel in this Senior Leadership role, you will be a strategic leader driving our engineered business segment forward.

Your responsibilities will include managing the P&L of the engineered business while collaborating across the existing functional organizational matrix to allocate associated costs effectively. You will establish, implement, and oversee the strategic direction of the business, identifying and cultivating synergies across EPC, engineering firms, and corporate clients throughout the North American region. The primary goal of this position is to accelerate the growth of the KSB installed base through custom-engineered orders, working closely with various VPs within the organization.

RESPONSIBILITIES:

Financial and Administrative:

  • Develop comprehensive business plans, outline objectives, and set financial targets in alignment with corporate goals.
  • Implement strategies to ensure regular assessments of these objectives with direct reports.
  • Manage and report the P&L for the engineered business in accordance with KSB's established practices and policies.
  • Oversee financial outcomes related to the scope of responsibility, including COI, sales, and contribution margin.
  • Influence EBIT results in alignment with the KSB North America matrix organization.
Team Leadership:
  • Inspire and lead a high-performance team, fostering a culture of collaboration, innovation, and continuous improvement.
  • Provide effective leadership across all aspects of sales and operational efficiency, ensuring optimal supervision, compliance, and management.
  • Define the organizational structure by identifying the talent necessary to align and enhance the project business team.
  • Lead the recruitment, onboarding, and development of this team.
  • Identify key training and development needs, nurturing high-potential employees.
  • Take proactive measures to address underperformance or replace team members after evaluation.
  • Support team members to ensure successful project execution and achievement of business objectives.
  • Build and maintain business relationships within the KSB Global Group to facilitate growth in KSB North America.
Business Development and Sales Management:
  • Identify and pursue new business opportunities within heavy industrial markets, specifically in power generation and petrochemicals.
  • Revamp the approach to engineered-to-order sales to enhance KSB North America's value proposition and competitiveness.
  • Establish and maintain relationships with key decision-makers in EPC companies, engineering firms, and corporate clients.
  • Develop and implement strategic plans to broaden the company's footprint in the engineered business segment.
  • Define and execute sales management practices to improve hit ratios and profitability.
Project Management:
  • Oversee custom-engineered infrastructure projects from lead identification to handover, ensuring adherence to timelines, budgets, and quality standards.
  • Collaborate with cross-functional teams, including engineering, manufacturing, and project management, to deliver successful projects that meet client expectations.
Client Engagement:
  • Serve as the primary contact for clients, addressing their needs and concerns throughout the project lifecycle.
  • Collaborate with clients on design specifications and project requirements to ensure alignment with their objectives.
  • Stay informed about industry trends, market dynamics, and competitor activities to guide strategic decisions.
  • Analyze market data and customer feedback to identify opportunities for product and service enhancements.
QUALIFICATIONS:
  • Bachelor's degree in Engineering required; a Master's degree in Business or a related field is preferred, along with a minimum of 10 years of relevant experience in heavy industrial markets and D&B project business.
  • Extensive experience with EPC companies, engineering firms, and corporate clients.
  • Strong understanding of centrifugal pump technology and its applications in heavy industrial sectors.
  • Proven experience in Project Management, including strategic planning and business development.
COMPETENCIES:
  • Strategic thinking: Generate and apply unique business insights to create competitive advantages.
  • Remote supervision: Cultivate successful business relationships with remote teams.
  • Matrix management: Build trust and influence stakeholders for successful business performance.
  • Time management: Effectively manage time for project work while achieving strategic objectives.
  • Communication skills: Convey information effectively in one-on-one and group settings.
  • Comprehension: Understand written content in work-related documents.
  • Computer skills: Proficient in Outlook, Excel, Word, PowerPoint, Adobe Acrobat, and CRM systems.
  • Collaboration: Employ a team-oriented approach to sales, problem-solving, and knowledge sharing.
  • Active Learning: Seek and acquire relevant knowledge for successful territory performance.
  • Social Perceptiveness: Be aware of others' reactions and adjust responses accordingly.
  • Deductive Reasoning: Apply general rules to specific problems to produce reasonable solutions.
  • Mechanical Aptitude: Understand and interpret mechanical design drawings and specifications.
Drug screening and background checks are required. (EOE/M/F/D/V) Drug-Free Environment

KSB Group is an equal opportunity employer committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. KSB makes hiring decisions based solely on qualifications, merit, and business needs.

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