Vice President, Engineered Business - Industrial Markets North America
Location: Houston, TX (preferred)
OVERVIEW:
The Vice President of Engineered Business – Industrial Markets North America is a member of the Senior Leadership team of KSB North America reporting to the Regional President. You will be responsible for the overall business performance as well as growing the engineered (project) business in all relevant markets across North America. In this pivotal VP role, you will drive the growth of our custom-built infrastructure projects in heavy industrial markets, particularly in power generation, and petrochemicals and chemicals. At KSB we are a Centrifugal Pump Manufacturing who prides ourselves on delivering high-quality, innovative solutions to our clients. To be successful in this Senior Leadership Position you will be a strategic leader to spearhead our engineered business segment.
You will be responsible for the P&L of the engineered business working across the existing functional organizational matrix to allocate related costs. You will set, deploy and control the strategic direction of the business to identify and develop synergies across EPC, engineering firms and corporate clients throughout the North American region. The primary objective of this role is to expedite the growth of the KSB installed base through custom-engineered orders, working closely with the VP of Municipal, VP of SupremeServ North America, and VP of Standard Business.
RESPONSIBILITIES:
Financial and Administrative:
- Formulate business plans, define business objectives and financial targets and implement them in alignment with corporate objectives.
- Devise appropriate strategies to ensure regular reviews of these objectives with direct reports.
- Define, manage and report the P&L for the engineered business of KSB USA in alignment with KSB’s practices, policies and procedures.
- Responsible for the achievement of financial results for the scope of responsibility: COI, sales, and contribution margin.
- Oversees and influences EBIT results in alignment with the KSB North America matrix organization.
Team Leadership:
- Lead and inspire a high-performance team fostering a culture of collaboration, innovation, and continuous improvement.
- Provide effective leadership in all aspects of sales and operational efficiency, ensuring proper levels of supervision, compliance, management and monitoring are in place to meet approved commitments optimally and productively.
- Define the organization by determining the talent needed to align and re-build the project business team in KSB USA and KSB North America.
- Lead the recruiting, onboarding and development of this team.
- Identify key training and development needs of employees by spotting talent and nurturing the development of high-potential employees.
- Take proactive action to improve poor performers or replace them after a period of evaluation.
- Provide guidance and support to team members to ensure the successful execution of projects and achievement of business objectives.
- Develop, maintain and leverage business relationships within the KSB Global Group to foster the growth of KSB North America, by streamlining and aligning cooperation with other KSB entities-market areas and factories.
Business Development and Sales Management:
- Identify and pursue new business opportunities within the heavy industrial markets (power generation and petrochemicals and chemicals).
- Identify, develop and secure opportunities to increase the value proposition and competitiveness of KSB North America by revamping the historical approach to engineered to order sales.
- Cultivate and maintain relationships with key decision-makers in EPC (Engineering, Procurement and Construction) companies, engineering firms and corporate clients.
- Develop and execute strategic plans to expand the company's presence in the engineered business segment.
- Define and implement sales management practices to increase hit ratio and profitability of the engineered business.
Project Management:
- Oversee custom-built infrastructure projects from lead identification to handover to project execution, 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 or exceed our client expectations.
Client Engagement:
- Act as the primary point of contact for clients, addressing their needs, concerns and requirements throughout the project lifecycle.
- Collaborate with clients on design and build specifications, engineering bid packages and project specifications to ensure alignment with their objectives.
- Stay abreast of industry trends, market dynamics and competitor activities to inform strategic decision-making.
- Analyze market data and customer feedback to identify opportunities for product and service enhancements.
QUALIFICATIONS:
- Bachelor’s degree (or equivalent) in Engineering required, Master’s degree in Business or related field is preferred AND a minimum of 10 years of related experience in heavy industrial markets and D&B (Design and Built) project business.
- Extensive experience with EPC companies, engineering firms and corporate clients.
- Strong understanding of centrifugal pump technology and its applications in heavy industrial markets.
- Proven experience in Project Management including: strategic planning and business development.
COMPETENCIES:
- Strategic thinking - Generate and apply unique business insights and opportunities intended to create competitive advantage for a firm or organization.
- Remote supervision - Develop, maintain and grow successful business relationships with remote teams and supervisors.
- Matrix management - Develop relationships, trust, empathy and emotional awareness to influence and lead successfully stakeholders involved in the successful performance of the business.
- Time management - Manage one’s own time along with the time required from others for project work in all aspects of the daily business while achieving strategic objectives.
- Communication skills - Talk to others to convey information effectively one-on-one and in group presentations.
- Comprehension - Understand written sentences and paragraphs in work-related documents.
- Computer skills - Outlook, Excel, Word, PowerPoint, Adobe Acrobat and CRM.
- Collaboration – Use a team-oriented approach to sales activity, problem-solving and knowledge sharing.
- Active Learning - Seek and acquire relevant knowledge for the successful performance of the territory autonomously by understanding the implications of new information for both current and future problem-solving and decision-making.
- Social Perceptiveness - Be aware of others’ reactions and interpretations of an appropriate response.
- Deductive Reasoning – Be able to apply general rules to specific problems producing reasonable answers.
- Mechanical Aptitude – Understand and read mechanical design drawings and specifications.
Drug screening and background checks are required. (EOE/M/F/D/V) Drug Free Environment
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