Director, ATS Business Model (ABM) Commercial Excellence
Director, ATS Business Model (ABM) Commercial Excellence
Cambridge, ON or Charlotte, NC (Hybrid or Remote)
Reference # - AC 17972
Meridia Recruitment Solutions has partnered up with ATS Corporation, a global industry-leading automation solutions provider to recruit a Director, ATS Business Model (ABM) Commercial Excellence to join their team.
Company Overview:
ATS is a global supplier of automation technologies, products and solutions to a broad range of end markets including the Life Sciences, Pharma, Food & Beverage, Electric Vehicle, Consumer, Nuclear, E-Commerce and Specialty Automation Sectors. Founded in 1978 and headquartered in Cambridge, Ontario, ATS is a public company listed on the TSX and NYSE. ATS employs approximately 6,000 people at over 50 manufacturing facilities and over 75 offices in North America, Europe, Southeast Asia and China.
Your Responsibilities:
• The Director, ABM Commercial Excellence is responsible for facilitating and driving the successful implementation of the ATS Business Model within ATS's global commercial organizations to drive improvement in Commercial (Sales & Marketing) and Pricing processes and execution in support of profitable growth for ATS.
• Integrate lean thinking into Commercial (front end of the business) processes. Develop and deploy critical growth tools for the ABM along the entire commercial value stream. May include Pricing Excellence; 8020 Process; Sales Funnel Management; Key Account Management, Strategic Selling processes; S&OP/Forecasting; Market Visibility & Segmentation; Digital Marketing; and Demand Generation – that can be used by Corporate and business units. Be the organization-wide expert in these commercial tools and processes.
• Work closely with business unit & corporate leaders to define and implement Commercial Excellence & Pricing KPIs and apply ABM tools thoughtfully to maximize impact on these metrics.
• Lead the ABM Pricing Center of Excellence and/or Pricing Committee to provide central governance of pricing processes, best practices, and thought leadership to ATS businesses.
• Lead/coach Sales and Marketing leaders and teams to install and drive ABM Fundamentals: aligned metrics, impactful Daily Visual Management, structured Problem Solving, and breakthrough Kaizen events.
• Benchmark and define best practices and processes for Sales, Marketing, and Pricing to leverage across global ATS organizations. Deploy, improve and sustain standard work for key processes in these areas.
• Advance the continuous improvement of pricing models & tools that fit products and services across the ATS portfolio – increasing sophistication from “cost plus” to “value based”
• Assist in establishing and achieving the Goal Deployment and Strategic Plan objectives, focusing on growth/commercial priorities.
• Engage, educate, and coach employees formally and informally across all levels to build a culture of continuous improvement and enable individuals and teams to utilize ABM tools to drive results.
• Support and provide commercial & pricing expertise to drive system enhancements and support the commercial “tech stack” strategy with corporate and business unit IT departments
• Provide expert facilitation for Kaizen events and other Commercial Excellence & Pricing engagements.
Your Requirements:
• 8+ years of Commercial functional experience including marketing, sales, and/or sales operations management in a corporate setting
• Advanced analytical and problem solving skills with deep experience in front-end business processes and demonstrated success in driving continuous improvement in these areas
• Experience in the development of pricing strategies and demonstrated improvement in pricing processes to drive impact in different business models
• Experience using various foundational ABM (lean) tools (i.e., 8020, Daily Visual Management, Problem Solving, Transactional Process Improvements) and Kaizen events to drive change
• Able to clearly and effectively communicate lean principles and their impact on commercial processes
• Financial acumen with solid understanding of business financial metrics and reporting. Ability to accurately assess key business metrics and situations from a “general manager’s” point of view.
• Experience with systems and tools that enable commercial processes, such as CRMs, enablement and automation software, data visualization tools, and other relevant technologies.
• Superior communications skills, including being able to communicate with all levels of the organization, including those where English is not their primary language
• Superior training skills and adult learning theory coupled with excellent consulting/influencing skills
• Good writing and administrative skills, including computer skills (word processing, graphics, spreadsheets, etc.)
• Demonstrated proficiency in time management
• Willingness to travel up to 50%
To express interest in this opportunity, please click on the "Apply Now" button below.
For more information, please contact Adam Creaghan, Partner at acreaghan@kbrs.ca or 647-336-1416 or Muna Dhere, Recruitment Specialist at mdhere@kbrs.ca or 647-480-1718. ATS is in compliance with the Accessibility for Ontarians with Disability Act (AODA), 2005 and will, upon request, assist those who may require specific accommodations due to a personal disability. If you require accommodation to participate in the recruitment process, please let Muna Dhere know.
Meridia Recruitment Solutions connects leading organizations with top talent by building strong relationships and creating ideal matches with candidates because we are only successful when you are. We appreciate your interest in this opportunity.
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