Director Digital Building Commercial Transformation

Job Description

Develop the sales capabilities and performance of our people through a Sales Leaders CommunityDevelop and implement Blueprint for sales structure and heads in countriesDevelop Sales competency development plan in collaboration with the Line of Business to support DB system sales into Green Field or Brown Field OpportunitiesProvide the Commercial Excellence and Business Development strategies and embed the practices to support consistent sales growth with an End User led approach and segmentsGrow the DBPRD, DBSL2 & DBIBS Pipeline & Commercial Hit Rate (focus on country led C&SP accounts). Transitions & Modernization Service growth esp. Capex to Opex, Digital in coordination with Director Service Category ManagementSupport Key Project Pursuit/Must wins cadence with a segment and multi BU approachEngage with LOB team to provide input to develop best in class Solution Offers by segmentSupport and develop Solution Architects (where not BU led) to maximize work winning strategies (ex C&SP)Support preparation of Division/DB QBR on progress on the initiative and challenges to addressPrepare key Commercial Excellence Methodologies for bfo excellence, booking rules guidance etcLeading KPIsInternational plus Canada, Mexico & CA and Hong KongPipeline development and growth DBPRD, DBSL2 and DBIBS. Mix to be defined across prioritized segmentsMix of DBPRD, DBSL2 Orders, SalesPlatforming & Coverage Model (sales, solution architect) Built and deployedNumber of End User Account Plans with DB element included, validated, and followed up to executionCoaching Sales Leaders on Must wins in key segmentsNumber of salespeople completing defined training programsActivity and attendance of sales leader s communityNETWORK OF INTERACTIONS. Major interaction parties:(Internal e.g. colleagues, Sales & Marketing Dept, Unions & etc. External e.g. legal advisor, customers, distributors, Clients & etc)Global Segment teamsYou re hereCustomerCountry DB sales managers and their teams.Zone and country DE VPs.Digital Energy CommercialInternalInternalFocused segment End user customersREQUIREMENTSWorking Experience:Preferred University Degree (Engineering and/or Business)Master s degree in international business management (MBA) will be a plusMinimum 15+ years in customer interfacing roles preferably in multi country role.Previous experience in Sales, Sales Management, Operational Country experienceAbility to understand, influence & convince customers and internal stakeholders in a complex, fast moving set upAptitude stand time pressure and stress while keeping high performance levelAbility to develop and manage customer relationships at the senior leadership and influence levelsLeadership in the use of digital tools (BFO, Teams) for personal efficiency and country/customer engagementStrong skills using Microsoft Office suite of applications (Excel, Word, Powerpoint)Business Understanding:Good Verbal and Written communication skills in EnglishAbility to simulate estimation models to forecast and drive decisionsAnalytical critical reasoning and quantitative analysis skills a plusDeep understanding of Digital Building offers, and launch plans focused on EBO, but also including other complementary offers such as BA, Planon, PME, Fire & Security and how these are used to drive customer outcomesUnderstanding of Building Markets, BEMS competition and system expertiseOthers (e.g. language skills, technical skills) :AREAS OF RESPONSIBILITY(Describe the nature, scope, level of improvements to new ideas, etc.)LEVEL*(Full, Partial, Supportive)MEASUREMENT(Quantitative or quality criteria to achieve responsibility)Develop and animate Sales Leader s CommunityDefine the sales leaders by country, and bring together as a community to collectively learn and developTo provide a forum to implement our training and coaching programs for our salespeopleTo develop a culture of Solution Selling of our offer, especially into End Users from a segment perspectiveGood practice sharingFullNumbers of salespeople trained on defined programsNumbers of sales leaders attending community callsDefine and implement Country Sales Blueprint (in coordination with overall DB Blueprint)For Buildings projects and product sales define the Blueprint, that can be implemented in-line with country businessSupport in calibration of salespeople and their developmentSupport in recruitment of salespeople. Help in defining job descriptions and assessing of capabilitiesPartialNumbers of countries meeting blueprintNumbers of new successful recruits into sales positionsSet up and support Commercial Excellence and Business DevelopmentDrive platforming of key End User (and main contractors as applicable) accounts in countriesCoverage model and plan (Sales leader assigned, Solution architect or system architect engagement)Define set up for Account Plans for key End User accounts from a Buildings offer perspectiveSet up use of Customer Engagement Plans and support in coaching of the salespeople s interactionsSupport with market assessments and zone/country End User centric sales plansEngage with global segment teams, including those outside DE, in strategical plans and commercial coordinationFullNumber of account plans in placeNumbers of country platforming completed for end users (main contractors)Grow DBPRD and DBSL2 business in coordination with countries & segments. DBIBS in coordination with ServicesIncrease pipeline, quote, and commercial hit rate for each type (ex C&SP) with continuous monitoring through bFOEnsure use of CPP for both DBSL2, DBPRD in countries. Services attachment rateImprove quality of opportunity detail in bFO, especially in early stagesDrive cadence, coachingFullOrders, sales and GM growth by country for pipeline, quotes and commercial hit rateSupport and drive Key Project Pursuit / Must wins with the segmentsDefine key opportunities with countries and global segment input and support (PRD, SL2 and IBS with services)Develop and implement S0 stage gate process to help define sales activity in key project pursuitsProvide stage gate approval for commercial team for S1 & S2 reviewDrive a multi BU and segment approach in all opportunitiesDevelop a work winning culture through differentiation with end user sellingFullNumber of key opportunities (projects over 1m) wonIncrease in number of key opportunities (projects over 1m) in pipelineSupport in development of Solution Offers and Sales Enablement MaterialAlign and drive with the LoB to support in development of segment-based solution offers including support material and sales trainingCollaborate with global segment teams to coordinate solution requirements from Buildings perspective as part of the wider SE offerSupportiveNumber of segment solution packagesDevelop System & Solution Architects for growth, learn from other divisions to adopt good practicesManage and develop International Life Science Solution Architect and work winning within the Life Science segmentProvide support to all system and solution architects in work winning from a Buildings perspective (ex. C&SP)Constantly review, propose, validate and deploy good practices from other businesses including proposals for investment with business caseFullGrowth in Life Sciences in Buildings in International*Full : Fully responsible for the results of the workPartial : Partially responsible for the results of the workSupportive : Provide support to the person accountable for the results of the work.
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Keyskills :
international business managementlife sciencesproduct sales