Managing Principal

Managing Principal

The Managing Principal (MP) will lead LCE's Manufacturing practice area and is responsible for the successful engagement and creation of our "Advocate Clients" in that vertical. The MP will work with existing and past clients and develop new leads/clients to sell LCE's consulting solutions. This position requires a balance of new sales combined with the responsibility of successful engagements to ensure advocate client development and references through project delivery successes and documented results.

• Work with existing & past clients to sell LCE's consulting solutions (processes, knowhow, and intellectual property)
• Develop leads and new clients to sell LCE's consulting solutions
• Develop and grow clients into "Advocate Clients" through extreme customer satisfaction
• Monitor LCE on-site project teams during implementation and engage with client teams to monitor and coach LCE's on-site teams, make mid-course corrections as needed, and ensure customer satisfaction with LCE.
• Collaborate with other MPs, directors, and RCG leadership to strategically optimize LCE personnel utilization.
• Become a visible expert within LCE's Manufacturing industry vertical engaged in industry associations, events, and speaking engagements
• Keep LCE's CRM system current with all opportunities, using the gated project management process and procedures
• Establish an order book of greater than $4MM on average annually through sales to existing & past clients as well as new/prospective clients
• Meet or exceed utilization targets:
  • Greater than 50% on client engagements, strategizing, coaching, managing projects, ensuring outstanding deliver/client satisfaction, and upselling current projects
  • 45% utilization selling new client engagements, both to new client and/or new existing client sites
  • 5% administrative
• Stay up to date with all LCE offerings, best practices and work processes
• Identify and quantify client issues
• Perform/lead opportunity assessments and project deliveries for both existing and new plants
• Design/craft client-specific solutions with business case, economic benefits, and payback schedule
• Persuasively coach clients about our value and sell them on our findings and recommendations, using the business case to sell our value, not rates
• Structure client engagements using a project execution plan that ensures highest return on investment for the clients and the highest utilization for LCE
• Manage the implementation recommendations/solutions so that the client receives the necessary resources to be successful, exceeding the benefits promised in the recommendations
• Maintain relationship with client, keeping them informed of the engagement progress and coaching them to make timely relevant decisions to ensure engagement success
• Maintain client relationship once the engagement is completed, informing clients of new products and services that will add value to their organization
• Leverage the client's advocacy for new LCE clients and/or engagements

• Advanced degree or an accreditation within your profession (i.e., MBA, PE, CRE, CMRP, CPMM, CPIM, CRL, Six Sigma, Lean, RCM)
• More than 20 years of industry experience
• Become Prosci-certified Change Management Professional within one year
• Executive level presentation skills
• More than 10 years of experience in selling, leading and implementing large consulting projects ($2MM+) across multiple plants/divisions and substantial experience in the following areas:
  • Consulting
  • Work/Best practice development and implementation experience in industrial setting
  • Reliability from the holistic perspective: processes, people, systems, etc.
  • Manufacturing
  • Maintenance
  • Quality
  • Operations
  • Plant financial analysis and…