The Distribution Business Line Director (BLD) - America’s Region (US, Mexico, Latin America and South America) will lead Viking Pumps largest distribution network. As a member of the Industrial Segment Leadership Team, this individual will direct assigned team to achieve profitable growth and expand market share by exploiting existing commercial best practice, while adopting new industry leading capabilities. Role will also be a champion in Viking’s efforts to institutionalize commercial best practices globally to achieve enterprise growth targets over the next 3-5 year STRAP period. Distribution BLD will guide and develop a world class distribution order support and sales team within the assigned region, leveraging 80/20 practices to define service level models that reward highest partner performers while ensuring over-service to our 80 end-users.

PRIMARY DUTIES AND RESPONSIBILITIES:

• Identify, forecast, meet and or exceed Viking Industrial Segment AOP - >5% YOY

• Development of annual forecasts and the plans/strategies to achieve company objectives

• Support annual STRAP process - supports the Viking Pump Leadership team for sales strategy and direction for the overall enterprise

• Hire, train, manage and oversee the professional development of a US outside sales, customer service team and application engineering teams. Build AA US Distribution Order and Sales Team. Support development of global outside sales and order teams

• Lead execution and evolution of the distribution management playbook. Direct activities of roughly 40 US Distributors and 15 MX/LA/SA Distributors in meeting customer objectives of procuring quality Viking products and services via the terms identified in the Viking  Distributor Sales Agreement. Consult all other regions on the adoption of approved contracts and programs, supporting adoption of best practices in all target regions

• Ensure execution and adherence to contracts, along with high levels of target metric achievement rates across all regions

• This role is a key leader of the relationship with the Viking Pump Distributor Association (VPDA). Role plays a part in the development and management of other regional partner networks

• Works with digital team, training team and demand creation teams to development and implement appropriate customer experience tools, partner development and/or partner management tools. Tools to include but not limited to; Viking Connect, Smart-Site Plus, CRM, Sales Portal, Dashboards (Klipfolio), Smart Vault

• Champion the adoption of all applicable digital tools (Viking Connect, Smart Site +, Smart Vault, Sales Portal, etc.), ensure disciplined use across region. Partner w/ internal digital team and other leaders to develop next generation digital tools/solutions for evolving end-user group

• Develops plans to grow market share / penetration such as, but not limited to: current distribution selection/evaluation/management, aftermarket growth, project (EPC influence) strategies, new product sales, strategic customer alliances, company policies/procedures and competitive countermeasures. Identifies opportunities for growth through new customers and industries and/or with existing customers

• Guide customer service and applications engineering leadership to adopt 80/20 methodologies. Define Service Level Approaches (SLA’s) that differentiate and reward the highest performing partners, while ensuring best service levels to 80 End-Users across the globe.

• Work closely with Product Management and Operations to establish market competitive lead-times. Support/Lead daily management and external communication efforts to ensure order and delivery statuses are communicated in consistent manners.

• Encourages stretch thinking to drive breakthrough results and celebrates achievements. Demonstrates and encourages a continuous improvement mindset

• Visits key customers to monitor execution of commercial strategy and collect segment Voice of Customer

• Ensures service and aftermarket processes have been appropriately integrated

• Development of the annual business plan and expense budgets

• Responsible, in conjunction with Human Resources, for the development of and any changes to Regional or National Managers sales compensation plans

EDUCATION AND/OR EXPERIENCE REQUIREMENTS:

IDEAL CANDIDATE EXPERIENCE:

• Demonstrated expertise and knowledge in Industrial pump and/or equipment markets that can be applied to create a compelling product sales strategy.

• Experience commercializing/selling rotating equipment products that serve specialty chemical, fossil based liquid and plant based liquid markets a plus.

• Team management of new business initiatives with experience leading, developing and growing successful B2B product portfolios.

• MBA strongly preferred.

• Outstanding leadership skills that brings out the best in the team and others through direct interaction and influence. Seen as a “go to” leader of the organization.

• Strong customer/quality orientation with demonstrated ability to effectively build and manage customer and partner relationships

• Metrics and data driven with exceptional skill managing a team to over achieve objectives based on sound commercial processes and through the deployment of continuous improvement methodologies.

• Excellent verbal and written communication skills (inclusive of virtual business environments)

• Executive presence; capacity to promote enthusiasm and gain support through strong verbal, written and presentation communications skills.

• Strong personal drive and motivation to reach new objectives and drive change.

• Relationship architect; able to build a strong network of influential supporters.

• Excellence in collaboration as a leader and a coach. The ability to draw out the best in the team and allow them to grow and succeed as the business achieves its goals.

• Ability to thrive amidst change and ambiguity and help others with the same.

OTHER SPECIAL REQUIREMENTS:

• Self-motivated, excellent organizational skills, planning skills and presentation skills.

• Selling and relationship skills.

• Willingness to travel, including 30% overnight stay.

COMPUTER SKILLS:

• Proficient with Microsoft Office products including, but not limited to, Word, Power Point, Excel, and Outlook.

• Computer skills including CRM and PowerBI programs a plus.

WORK ENVIRONMENT REQUIREMENTS:

• Ability to move within office and manufacturing complex, write by hand and keyboard, and perform general office functions.

• Mechanical aptitude to perform basic teardown and assembly of pumps.

• Ability to communicate by speech and hearing via phone and in person.

• Visual acuity needed for close detail work and computer use.

• General manufacturing, warehouse and office environment.

ORGANIZATIONAL RELATIONSHIPS