Veralto Director of Business Development P&P EMEA in Brussels, Belgium
Position Title: Director Business Development P&P Workflow Solutions EMEA
Position Summary
As Director Business Development P&P Workflow Solutions EMEA, you will support the development and execution of the commercial P&P workflow strategy in EMEA. Your focus will be on delivering tools, optimizing procedures and actively coaching and supporting the team in order to accelerate recurring revenues in our Print and Packaging workflow solutions efficiency. This role will work in close partnership with the EMEA P&P Sales Director, the P&P Sales and Application Teams and other Services functions on a local and global level.
Key Responsibilities:
1. Business Development
2. Review product offering and pricing in collaboration with Sales and Product Management and create and implement solutions to enhance our ability to sell packaging workflow solutions and increase recurring revenues.
3. Engage with key account and large customers and support the sales process for key workflow projects.
4. Drive Operational Excellence and build/improve standard work around workflow selling processes, identify issues, and implement effective and sustainable countermeasures.
5. Partner with the EMEA Sales team to enhance the quality of our positioning and workflow solutions in sales projects.
6. Develop and deliver “selling workflow solutions” content and training to the sales and application team.
7. Enable and execute current strategic initiatives (including but not limited to PD) and support the development of future commercial P&P workflow strategies.
8. Create annual business plans as well as global potential, trend and competition analysis. Expansion of our sales activities to drive growth.
9. Create, maintain and expand strategic customer relationships & partnerships & KOL in EMEA.
10. Review and validate documentation and marketing content.
11. Achieve EMEA MeasureColor revenue goals as agreed upon with the Director of P&P NA.
12. Deliver planned growth targets in existing MeasureColor key accounts.
13. Identify, develop commercial strategy to win new P&P workflow projects in mid-sized converters.
14. Work with EMEA Sales team to convert X-Rite legacy software customers to new subscription-based workflow solutions.
15. Manage weekly sales forecast outlook for current fiscal month and next fiscal month.
16. Participate in weekly funnel management reviews with EMEA Sales focusing on total funnel size in dollars, total funnel size in number of net new seats under contract, and optimization renewal process to achieve 80% or more contract renewal rate for Software and Service Contracts.
17. Work with commercial team to convert perpetual licenses to subscription based.
Exposure to L1 Leadership Team:
1. Build a 2-year revenue business plan for print & pack workflow solutions. Define what success looks like and present to the L1 team.
2. Organize Quarterly progress review meetings with key L1 members.
3. Quarterly coaching and mentoring with L1 member.
General Requirements
1. Experience in sales in a direct B2B industrial, print, or packaging market; proven achievement in meeting annual sales quotas individually as well as in a team setting.
2. Demonstrated success in sales using a metric and process-driven approach and a mindset of continuous improvement.
3. Experience in one or more of the following areas is very desirable: Leading and developing a large cross-functional team, Developing and Deploying Commercial Strategy, Budgeting and Forecasting.
4. Bachelor’s degree preferably in Business or Engineering; MBA or higher-level education is preferred.
5. Experience with VES (lean and continuous improvement) or similar business system is preferred.
6. Excellent interpersonal and collaboration skills; adept at building and managing relationships with internal stakeholders and customers.
7. Proven ability to drive team performance through effective daily management, PSP and personal coaching.
8. Passion and enthusiasm for driving change and continuous improvement.
9. Ability to operate with transparency and humility and act as a role model for high ethical standards and code of conduct.
10. Experience with Salesforce or other CRM and Marketing automation tools is preferred, not required.
11. Ability to perform the above-mentioned essential job functions.
Reporting Line
The position will report to the GM Regional Business.
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