Vice President, Engineered Business

Position Title: Vice President, Engineered Business – Industrial Markets North America 
 

Location: Richmond VA, Houston Tx, Kansas City
Compensation: $190-210k (flexible for a higher base) + BONUS
 

Position Summary: 

Our client is looking for a Vice President, Engineered Business. This leadership position is a member of the Senior Leadership team of the company in North America and is responsible for the overall business performance and growth of the engineered (project) business in all relevant markets in North America. This position is instrumental in driving the growth of our custom-built infrastructure projects in heavy industrial markets, particularly in power generation and petrochemicals and chemicals. As a Centrifugal Pump Manufacturer, at the company, we pride ourselves on delivering high-quality, innovative solutions to our clients, and we are looking for a strategic leader to spearhead our engineered business segment. 

Considering the existing functional organizational matrix and related cost allocations, this position is responsible for the engineered business's P&L. It sets, deploys, and controls the strategic direction of the business and identifies and develops synergies across EPC, engineering firms, and corporate clients throughout the North American region. This position's main focus is accelerating the expansion of the company's installed base via engineered-to-order bids in close collaboration with his peers, the VP of Municipal, SupremeServ North America, and VP of Standard Business. 

 DUTIES/RESPONSIBILITIES: 

Financial and Administrative: 

• Formulate business plans, define business objectives and financial targets, and implement them in alignment with corporate objectives. Devise appropriate strategies and ensure regular reviews of these objectives with direct reports 
• Define, manage, and report the P&L for the USA's engineered business in accordance with the company's practices, policies, and procedures. 
• Responsible for achieving financial results in the scope of responsibility: COI, sales, and contribution margin. Oversees and influences EBIT results in alignment with the company's North America matrix organization. 

Team Leadership: 

• Lead and inspire a high-performance team, fostering a culture of collaboration, innovation, and continuous improvement. 
• Provide effective leadership in all aspects of sales and operational efficiency, ensuring proper levels of supervision, compliance, management, and monitoring are in place to meet approved commitments and that all aspects of resources are planned and used optimally and productively. 
• Define the organization and talent needed to align and rebuild the project business team in the USA and North America. 
• Lead the recruiting, onboarding, and development of this team. Identify key training and development needs of employees with the ability to spot talent and nurture the development of high-potential employees. Conversely, take proactive action to improve or replace poor performers after a period of evaluation. 
• Provide guidance and support to team members to ensure the successful execution of projects and achievement of business objectives. 
• Develop, maintain, and leverage business relationships within the Group to foster the growth of North America by streamlining and aligning cooperation with other company entities (market areas and factories. 

Business Development and Sales Management: 

• Identify and pursue new business opportunities within the heavy industrial markets, focusing on power generation and petrochemicals and chemicals. 
• Identify, develop, and secure opportunities to increase North America's value proposition and competitiveness by revamping its historical approach to engineered-to-order sales. 
• Cultivate and maintain relationships with key decision-makers in EPC (Engineering, Procurement, and Construction) companies, engineering firms, and corporate clients. 
• Develop and execute strategic plans to expand the company's presence in the engineered business segment. 
• Define and implement sales management practices to increase the hit ratio and profitability of the engineered business. 

Project Management: 

• Oversee custom-built infrastructure projects from lead identification to handover to project execution, ensuring adherence to timelines, budgets, and quality standards. 
• Collaborate with cross-functional teams, including engineering, manufacturing, and project management, to deliver successful projects that meet or exceed client expectations. 

Client Engagement: 

• Act as the primary point of contact for clients, addressing their needs, concerns, and requirements throughout the project lifecycle. 
• Collaborate with clients on design and build specifications, engineering bid packages, and project specifications to ensure alignment with their objectives. 
• Market Analysis and Trends: 
  • Stay abreast of industry trends, market dynamics, and competitor activities to inform strategic decision-making. 
  • Analyze market data and customer feedback to identify opportunities for product and service enhancements. 

• KNOWLEDGE, SKILLS AND ABILITIES: 

• Strategic thinking: Generate and apply unique business insights and opportunities intended to create a firm or organization's competitive advantage. 
• Remote supervision - Develop, maintain, and grow successful business relationships with remote teams and supervisors. 
• Matrix management: Develop relationships and build trust, empathy, and emotional awareness to lead and influence stakeholders involved in the business's success. 
• Time management - Managing one’s own time and the time required from others for projects and in all aspects of the daily business while achieving strategic objectives. 
• Communication skills - talking to others to convey information effectively one-on-one and in group presentations. 
• Comprehension - Understanding written sentences and paragraphs in work-related documents. 
• Computer skills - Outlook, Excel, Word, PowerPoint, Adobe Acrobat, and CRM. 
• Collaboration - team-oriented approach to sales activity, problem-solving, and knowledge sharing. 
• Active Learning: Self-reliance in seeking and acquiring relevant knowledge for the successful performance of the territory. Understanding the implications of new information for current and future problem-solving and decision-making. 
• Social Perceptiveness - Awareness of others’ reactions and interpretations of an appropriate response. 
• Deductive Reasoning - The ability to apply general rules to specific problems to produce sensible answers. 
• Mechanical Aptitude – Ability to read and understand mechanical design drawings and specifications. 

• EDUCATION / EXPERIENCE: 

• Minimum of 10 years of related experience in heavy industrial markets and D&B (Design and Built) project business. 
• Extensive experience dealing with EPC companies, engineering firms, and corporate clients. 
• Familiarity with and effective management of the sales funnel of Front-End-Loading (FEL) project business. 
• Strong understanding of centrifugal pump technology and its applications in heavy industrial markets. 
• Familiarity with relevant centrifugal pumps’ standards and specifications in the heavy industrial design & build business (ANSI/ASME, API, ISO, HI, etc.) 
• Proven experience in Project Management practices and exceptional strategic planning and business development skills. 
• A bachelor’s degree (or equivalent) in engineering is required. 
• A master’s degree (or equivalent) in Business or a related field is a plus. 

Drug screening and background checks are required. (EOE/M/F/D/V) Drug Free Environment