Global Sales & Business Development Leader – Clutches & Brakes Division

Position: Global Sales & Business Development Leader – Clutches & Brakes Division

Reports Directly: Clutches & Brakes Division Sr. VP & GM

SCOPE OF LEADERSHIP ROLE:

The Clutches & Brakes Division of the Industrial Powertrain Solutions (IPS) Segment is seeking a Global Sales & Business Development Leader to drive the profitable growth of a $650M global business in all global strategic vertical markets and regions. The position oversees a team’s BDM specialists who establish relationship opportunities in new market segments, new long-term customers and support new product releases for the division matrixed into the global sales organization. The position is responsible for the development of training and competency build for the Clutches & Brakes portfolio within the global IPS sales organization in conjunction with the IPS commercial excellence team.

Key Responsibilities:

Responsible for C&B global Sales & BDM Performance:

• Responsibility for sales of C&B products into given markets, directly and/or indirectly through RRX Commercial Sales organization. This includes, (but not limited to), cross selling from applicable group plants to end users, distributors, contractors and market specific OEM’s (globally and locally)

• Works with ALL designated key C&B personnel to ensure coordination of overall market strategy. This includes, (but not limited to) Brand, Strategic Marketing, Product Management, Finance, Engineering and Design

• Wins & secures customer specification & preference for Regal Rexnord's full Clutches & Brakes portfolio in given markets

• Direct Sales responsibilities over Specialized Distribution channels

Interface into the global Matrixed Sales Organization:

• Drives profitable share gains at key accounts, segments (e.g. Metals, Mining, Marine, Aero & Defense), regions (e.g. NA, EMEA, APAC), and/or with specific portions of the Regal Rexnord portfolio

• Coordinates and supports share gain activities at top global strategic accounts.  Identifies prospects, and supports SAE/AE activities to grow share at new strategic accounts

• Partners with Commercial Operations to create standard operating procedures in Salesforce to document and track activities related to growth

• Manages, supports, and grows the top account opportunity funnel by leveraging new/differentiated products and previous successes into "look-alike" account locations

• Assists SAE's/AE's in the monitoring, development, implementation, and communication of strategic account initiatives to ensure alignment of the End User offerings (product, placement, promotion, and pricing) and functions (Marketing, NPD, sales, and operations)

• Develops and supports strategic relationships with key decision makers at identified high-growth/ complex strategic end users

• Partners with the RRX field service team to fill capacity and leverage offerings to increase business and pull through product sales

• Acts as RRX's solution expert for Clutches & Brakes strategic accounts, including leading value proposition & technical product presentations, supporting customer visits and plant tours, webinars, and specification influence activities.  Becomes a trusted advisor for RRX Clutches & Brakes solutions with the end customers.

• Develops customer value propositions for Clutches & Brakes products by utilizing a value-based methodology. Deploys value propositions into customer-facing content (e.g. web pages, media, events, etc.) and sales enablement deliverables (e.g. training, collateral, etc.).

• Provides product technical support to SAE's/AE's, CAM’s and channel partners

• Captures Voice-of-Customer by identifying market problems via customer engagement & observation. Articulates market needs and champions ideas that solve customer problems as part of the NPD process.

Leadership over the BDM team:

• Manages a highly dedicated Team of approx. 10 direct Business Development Managers responsible for Global Strategic Markets and Regional Sales

• Provides leadership and coaching to the BDM team

• Use a business calendar to manage sales performance and deliverables, including weekly staff and sales lead meetings, monthly sales meetings, regular coordination with engineering and product teams, target reviews, and strategy or operational planning sessions.

Lead Sales Strategic Planning activities and alignment with Matrixed Sales Organization:

• Contribute and execute Go-to-Market strategies and identification of growth paths

• Serve as Intellectual partner to