The Segment Director is responsible for developing and growing a defined market segment within MCG’s existing markets of influence. This role requires a combination of electrical technical expertise and business acumen to evaluate engineered power system solutions, guide product positioning, and execute segment-level growth strategies. The Segment Director is accountable for market analysis, revenue growth, margin performance, and, where applicable, leading sales resources aligned to the segment. The segment director will have direct account responsibility with an individual sales and margin target.
Accountabilities
- Develop and execute a market segment strategy aligned with MCG’s product offerings, technical capabilities, and geographic footprint.
- Evaluate engineered power system solutions, with a focus on low and medium voltage electrical distribution equipment, including ANSI 1551, UL 891, and medium voltage applications.
- Conduct market analysis within MCG’s existing markets of influence, assessing customer profiles, buying behavior, competitive landscape, and access points.
- Quantify the potential available market (PAM) and total available market (TAM) for assigned product lines and customer segments and translate analysis into actionable growth plans.
- Identify target customers and applications where MCG’s solutions provide a clear technical, commercial, or execution advantage.
- Drive individual sales activity within the segment, maintaining direct customer relationships, and closing opportunities to support near-term revenue growth.
- In segments with assigned sales representatives or account executives, they provide leadership, direction, and performance management to ensure alignment with segment objectives.
- Establish clear expectations for revenue, margin, and activity levels for the segment, with defined thresholds for adding incremental headcount based on top line growth and profitability.
- Collaborate with estimating, engineering, operations, and procurement to ensure proposed solutions are technically sound, commercially viable, and executable. • Develop near and long-term relationships with the consulting engineer community, with an emphasis on having MCG being added to the consulting firm's standard specification.
- Monitor segment performance against revenue, margin, and pipeline targets, adjusting strategy as market conditions and internal capacity evolve.
- Represent the segment internally, providing regular updates on market conditions, opportunities, risks, and resource requirements.
Performance Metrics
- Attendance & Punctuality: Maintain 97% attendance rate with minimal tardiness.
- Teamwork & Communication: Receive positive feedback from team leaders or operators on responsiveness and attitude.
Supervisory Requirements
- Directly manages, coaches, and develops a team of professionals.
- Responsible for workload prioritization, performance management, and team development.