POSITION SUMMARY
Lead the Process Cranes commercial sales strategy and execution across the Americas, owning pipeline health, forecast accuracy, and profitable growth, while orchestrating cross-functional alignment among Sales, Product/Engineering, Manufacturing, and Pricing/Commercial governance. Collaborate with the CTO, Engineered Modernizations, and Nuclear BU to secure business for the company.
RESPONSIBILITIES:
Sales Leadership & Strategy
ā¢ Own the AME Process Cranes sales plan, translating annual objectives into quarterly and monthly priorities, and drive improvements in order intake, product mix, and win rate.
ā¢ Participate in or lead S&OP discussions on order intake, capacity outlook, and delivery slots.
ā¢ Align with the BU operating model to secure product positioning, pricing guidance, sales support, and end-to-end flow from offer through delivery.
Pipeline Management, Forecast, and Cadence
ā¢ Run recurring regional sales update reviews (e.g., Latin America, Brazil, and U.S. sales calls) and hold teams to CRM-based reviews: hot projects, key accounts, competitor dynamics, service coordination, and planned customer activities.
ā¢ Require Sales to present and update CRM reports weekly; maintain discipline on opportunities and next steps.
Market Intelligence & Demand Generation
ā¢ Operationalize Industrial Info Resources (IIR) market-intel workflows for the region: configure saved searches/alerts, triage daily project signals, distribute qualified leads to sales, and close the loop on follow-up and measurement.
ā¢ Drive continuous improvement in lead qualification, hold salespeople accountable for leads that drive crane consumption and sales performance, and track outcomes.
Executive Sponsorship & Strategic Deals
ā¢ Act as executive sponsor for marquee pursuits (e.g., Paper Auto store customer development), including C-suite engagements and key bid/no-bid decisions.
Support major customer meetings and site reviews to remove roadblocks and advance closure of engineered-to-order opportunities.
Pricing, Commercial Policy & Delegation of Authority (DOA) Governance
ā¢ Champion adherence to regional Pricing Policy (frontline margin rates, CMII decisions, internal rates, surcharges, tariff management, etc.) and ensure offers comply with DOA; provide VP-level approvals for margins/terms as required.
Cross-Functional Orchestration
ā¢ Coordinate with Offer/Order Engineering and Manufacturing on slot reservations, minimum lead times, and capacity readiness; communicate demand signals from hot offers and pending awards.
ā¢ Align with product/engineering leadership in ETO to ensure solution fit, pricing guidance for the situation, and industry-specific competitiveness.
Team Leadership
ā¢ Direct and develop regional sales leaders/managers, ensuring coaching, territory planning, and competency development.
ā¢ Conduct sales meetings as needed for product and service development and training.
ā¢ Partner with HR on hiring and onboarding.
Policy, Compliance & Safety Culture
ā¢ Embed company commercial policies, contractual rigor, and safety culture into sales practices; escalate risks and ensure clean order entry and documentation standards.
Reporting & Analytics
ā¢ Maintain transparent reporting on orders, forecasts, funnel health, and conversion drivers; use S&OP scorecards and share outputs to drive supply planning actions.
ā¢ Support the Demand Planning team in meeting forecast expectations for the upcoming quarters of the fiscal year.
Perform other duties as assigned.