Job Overview
The Vice President of Business Development will ultimately be responsible for supporting and sustaining Systems Control's strong growth trajectory through the development and execution of a new-business commercial strategy. Strategic, tactical, and inspirational leadership with external customers and internal constituents is critical to success, as is close coordination with their world-class engineering, manufacturing, and finance functions.
The VP of Business Development will operate with a spirit of entrepreneurship while bringing strategic leadership and best practices to the organization.
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A Day In The Life
DUTIES AND RESPONSIBILITIES
Identify and assess strategic market opportunities across the breadth and depth of the utility equipment landscape, working closely with the Board, Comvest/OAG, and Senior Leadership to define the commercial strategy and allocate resources
Build a deep understanding of competitor and customer dynamics to tailor Systems Control's value proposition and define its strategic position in the market
Execute the strategy, drive growth, and improve commercial performance in close collaboration with Sales, Pricing, and the Product Design group
Establish and gain access to top Utility customers, and establish and continually develop close working relationships at the most senior levels to better understand needs and priorities and deliver solutions
Develop and maintain a robust pipeline of business development opportunities, including new customers, development of existing customers (through share or adjacency), and entering new products and markets
Support the development of KPI's and performance metrics-driven environment, where ambiguity is removed or minimized by clear, measurable goals and frequent analysis of progress
Optimize resources, processes, cross-functional and customer relationships to continually improve revenue growth and gross margin attainment
Deliver financial commitments to business operating plans, financial cycles, and medium- to long-term financial frameworks, including:
Actively lead the management of all controllable expenses
Lead Business Development's participation in collaborative company forecast process
Lead proactive communication on any variances
Periodic travel required
ACCOUNTABILITIES
Sustain historical 15% growth rate pace by developing a broad base of blue-chip customers in a manner than is consistent with long-term success while mitigating and managing customer concentration
Partner with Senior Leadership to build a short- and long-term strategic plan for the business including gaining alignment for the structure and development of the requisite sales team to execute the annual tactical plans
Collaborate with the Business Development team to develop appropriate methodology and collaborate with Operations and Pricing teams to capture real-time feedback on pricing initiatives and strategies to drive margin improvement and increase market opportunities
Define and deploy weekly/monthly KPI's to analyze trends, performance and execution of sales
Support internal team to specify, implement and execute a CRM system within the first 12 months that supports future scalability of the business
Build accurate and reliable 6 to 12-month forecasts to support operations and internal planning efforts
Leverage existing customer relationships to identify parallel growth market opportunities
Negotiate contracts that represent the best interest of the business while managing and minimizing exposure and risk
Solidify contractual review, PO review, acknowledgement and associate internal processes to protect the company from risk
What will help you thrive in this role?
EDUCATION & EXPERIENCE
Bachelor's Degree in business or a technical discipline. MBA or other advanced degree is preferred
15+ years professional experience with at least 10 years in senior leadership positions; a minimum of 10 years of experience leading sales or commercial teams in an industrial and/or utility-oriented environment
Significant experience with senior level relationships at large scale electric utilities
Diverse functional experience is highly desired, including pricing, marketing, go to market strategy, revenue management, and sales
QUALIFICATIONS
A successful candidate will have spent ample time working in similar business development roles, ideally focused on industrial sales and/or utilities, and in organizations with revenue more than $250M
Proactive, responsive, and engage. Driven and takes personal accountability. High energy.
Operates with a sense of urgency and expects his/her team to do the same, leading by example
Entrepreneurial spirit and enjoys a fast-changing environment
Direct communication and working style. Advocates and selects the best idea, not necessarily their own idea. Low on ego and apolitical.
Collaborative, flexible and open-minded. Able to thrive in a team-based environment. Exhibits a high degree of autonomy with a proven ability to pull disparate pieces together across the organization and 'get things done.'
Establishes a high degree of personal accountability among his/her team and enables the team to hold each other accountable, challenging the status quo, and fostering an environment of new ideas and change
Analytically-oriented perspective towards business development, integrating analytics and technology into decision-making and resource allocation
Demonstrated ability to recruit, lead, manage, and mentor a high-performing, data-driven team. Excellent coach and team leader who can... For full info follow application link.
Hubbell Incorporated, its subsidiaries and affiliates, is an EO Employer AA: M/F/Veteran/Disability. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation, gender identity or any other protected class.
