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Director, Commercial Excellence

ITT Goulds Pumps is among the most widely recognized and respected brands in the global pump industry, serving customers in the oil and gas, mining, power generation, chemical, pulp and paper, and general industrial markets. As the only manufacturer to make digital monitoring standard on every process pump, ITT Goulds Pumps continues to lead the industry in both mechanical pump design and the adoption of smart technologies. Based out of our Seneca Falls, NY location, the Director, Commercial Excellence Americas is a critical member of the IP Sales team and reports directly to the VP, GM Americas. This role is responsible to build and/or Buy Sales excellence competence and capabilities into the regions, closest to the local teams. This role is also responsible for defining and leading sales efficiency indicators (KPIs) through appropriate analysis between sales and marketing and manage projects cross functionally to optimize the commercial excellence process with a focus on customer engagement . It will also support development of regional pricing strategies, for spare parts and base OE business and work with product management to ensure a consistent and robust approach to pricing.   Sales Excellence  -Act as a trusted advisor to the sales teams in the regions on commercial transformation and sales execution.  - Analyze, problem-solve, and bring targeted solutions and critical sales behaviors to the respective regions.  - Lead sales improvement projects in line with business priorities  - Deploy existing and new standardized sales processes and sales tools  - Coach sales leaders to become independent sales coaches of funnel management and to become more business minded  - Accountable for adherence to sales / funnel health scorecard on funnel accuracy, sales predictability, forecasting, etc.  - Work within a global team of peers to improve sales excellence (strategy and deployment) -Responsible for the coordination and implementation of sales training programs on sales behaviors (e.g. customer focused selling), products and tools -Identify opportunities to increase sales productivity and improve operational efficiency across IP's commercial lines of business -Ability to synthesize big data into strategic and actionable insights -Cultivate relationships with cross-functional teams such as Product, Marketing, Finance, Business Development and Corporate Development to drive strategic initiatives -Manage all sales-related data, including uploading customer information/territory information, etc. and ensuring all data uploaded is clean, accurate and complete at all times -Track and manage projects to execution, ensuring accuracy in sales reporting, metric analysis, sales recognition and workflows to monitor overall sales health -Conduct and provide analysis of sales key performance indicators (KPIs)  -Support the Regional VPs in managing the day to day rhythm of sales operations -Analyze strategic drivers to frame key decisions including investment cases and tradeoffs  -Drive market segmentation -Lead business case development leveraging frameworks to analyze alternate scenarios -Map strategic position of our business and product lines versus competition  -Provide input to senior leadership in the development and administration of sales incentive compensation programs       The successful candidate will have a proven record of accomplishment in building or buying Sales excellence competence and operating in a global context and working with cross-functional teams to deliver business results. Skills and Experience Candidate Essentials:  Bachelor's degree in business, finance, marketing, economics or engineering, MBA preferred 10-15 years of experience in sales, marketing and business relative to product, technical application and information systems with a component of international experience Knowledge of industrial customers and distributor network Advanced capabilities with MS Excel and PowerPoint Strong presentation and communication skills Project management experience   Key Competencies: Collaboration and Teamwork: Proven track record of teamwork, innovation and results. Strategic Business Perspective: Strategic thinking, judgment and sound decision-making are key, with the ability to think and act under pressure. Results Orientation: Be able to make complex things simple while supporting decisions with appropriate data Execution: Comfort balancing strategic and tactical requirements in lean environment. Prioritization and Planning: The ability to manage multiple initiatives simultaneously, working with a cross-section of colleagues and third-party resources. ITT Inc. ( www.itt.com ) ( NYSE: ITT) ("ITT") is a global engineering and manufacturing company that partners with customers in the transportation, industrial and energy markets. We specialize in providing highly engineered products and solutions that solve our customers' most critical challenges. With a global presence of 10,000 employees in about 35 countries, we are well positioned to serve our global partners in more than 125 countries around the world.   Our portfolio of products and solutions - which includes long-standing brands such as Goulds and Bornemann pumps, Cannon connectors, KONI shock absorbers and Enidine energy absorption components, to name a few - is aligned with enduring, global growth drivers, and our team brings extraordinary focus to driving innovation, quality and operational excellence in all we do.   ITT is headquartered in White Plains, N.Y., with employees in more than 35 countries and sales in approximately 125 countries. The company generated 2017 revenues of $2.6 billion.   ITT has been named to the Forbes 2018 list of America's Best Midsize Employers. This achievement recognizes ITT's focus and commitment to fostering a healthy, high-performing culture and creating a workplace defined by innovation and continuous improvement.   ITT was also awarded the 2018 Manufacturing Leadership Award which distinguishes ITT for its visionary leadership, commitment to employees and workplace culture, and ability to innovatively solve problems for customers. 8506BR
Salary Range: NA
Minimum Qualification
11 - 15 years

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