Market Leader- HVAC & Manufacturing

The Market Leader role is a key leader in the organization and is responsible for the leadership and execution of all sales, marketing and overall business activities in the market segment toward the achievement of profitable share growth to 40% and beyond. The market includes HVAC and Manufacturing, excluding Data Centers.

The Market Leader will participate in developing the long-term strategic growth plan for the market segment and in developing the annual operating plans. The core function of the role is to lead the organization to the successful achievement of the operating plan, executing initiatives as laid out in the plan. The Business Leader will maintain, enhance and change the existing channel as needed, developing and executing plans and programs to continuously improve channel performance and sales execution, as well as implement new sales channels.

The Market Leader will drive initiatives and execute with other functional leaders in the organization (engineering, manufacturing, finance, marketing, quality, IT, and human resources), working collaboratively to ensure the effective execution of business plans and long-term strategies. In particular, this will include the successful launch of new products.

The person in this role will lead a collaborative, cross-functional, market-focused team whose members are responsible for the health and strength of the channel in their region, and for product promotion efforts and overall sales performance. This team includes market-specific Applications Engineering and market-specific Customer Service functions. Ultimately this team shall be recognized as preferred by customers in their specific market due to their customer-centricity, market expertise and performance.

• Achieve annual orders, price and sales plan as laid out in the annual operating plan.
• Manage operating expense budgets as laid out in the annual operating plan.
• Provide monthly and quarterly orders forecasts as part of the sales & operations planning process.

• Assist in the development of the 5-year strategic plan for the market(s), to ensure that the business remains on a profitable growth trajectory and is allocating resources optimally.
• Develop and execute creative and powerful initiatives that propel the business to successful achievement of profitable growth, as determined by the operating and strategic plans.
• Develop and execute new product launch strategies in alignment and collaboration with Americas Marketing, including sales aids and tools; trade shows and roadshows; internal and external communications, sales and product training and other sales and marketing initiatives.

• Lead and develop a cross-functional team through the setting of SMART objectives, consistent and comprehensive key performance indicators, as well as coaching and mentoring.
• Hold the team accountable for performance to these metrics, appropriately rewarding and recognizing accomplishments. Implement performance improvement plans to correct deficiencies.
• Provide leadership and guidance to develop customer relationships, capture sales opportunities and drive the business to meet the established goals (orders volume and price realization)
• Track, analyze and report on sales performance (orders and price) by region and by sales office for all products, differentiated product content, aftermarket parts, and particularly on new products.
• Working with leaders, drive key initiatives that support successful achievement of objectives through other functions such as quality, plant operations, engineering, IT, etc.
• Execute market research to uncover market opportunities and customer needs. Analyze and package data for consumption in outbound marketing activities and business cases for new products.
• Recommend and execute new market, channel, product and sales initiatives to grow share, developing business cases as necessary for those requiring investment.
• Provide ongoing feedback to NA Marketing to ensure that products, tools, programs and communications meet the needs of customers and representatives.
• Provide a steady stream of competitive data for analysis and consolidation at the…