Head of Vertical Markets

Position Overview

The Head of Vertical Markets is responsible for planning, development and implementation of the SI RSS Americas Vertical Market Strategies. Directs the efforts of the marketing, research, strategy development and coordinates at the strategic and tactical levels with the other functions of the organization. Also the business leader is responsible for achievement of profit, growth, customer and employee satisfaction goals for Healthcare, Federal, Life Science Solutions, and Data Centers businesses via the applicable Center of Competencies that report into this position. The Building Performance Sustainability Business Development Managers also report to the Head of Vertical Markets. Designs, develops, implements and monitors organizational growth strategic plans that support increased revenue, market share and profit margins in those vertical markets. Collaborates with Service & Solution Portfolio and go to market channels to determine overall, strategy, policy and direction. Works in collaboration and through the RSS Field organization to ensure strategies are executed through the organization. Works in conjunction with Global Business Lines to rollout, support and achieve planned OI, Revenue and Profit for the applicable portfolios.

The Head of Vertical Markets reports to the President & CEO of Smart Infrastructure. The individual is the primary interface to regions, zones, key opinion leaders, end-users and interacts with all members of the BU functions and cross BUs, Global Business Management, Product /Solutions Portfolio Management, Global Accounts, Marketing and the Marketing Communication to achieve the objectives of the business. This individual should be capable of actively participating in and influencing cross functional teams governing a portfolio and go to market strategy. Must be capable of leading cross functional teams to execute successful business plans and targets. Relationship development with customers and regional/country sales, execution and marketing organizations is needed to clearly understand customer needs and translate those needs into actionable requirements.

Responsibilities

Designs, implements and continuously monitors organizational growth plans to increase revenue, market share and profit margins for our vertical market businesses. Drives organization to a profitable level to meet and exceed budgeted and forecasted bookings, revenue and profit margins. Provides business vision and direction, address departmental issues and communicates organizational information as needed. Monitors and works in conjunction with all sales channels to ensure all , OI, Rev and Profit and other financial targets are met. Collaborates with Service & Solutions Portfolio team and the global Business Line to determine overall organizational strategy, implementation plan and direction.

Maintains and broadens personal contacts with major customers, key partners and industry associations and potential customers where position status would be a key factor in a relationship. Provides sales, technical, finance, marketing and management consultation to managers and provides a senior presence and sales assistance in major sales situations. Conducts Technical LOA’s for major large projects to assess risks and options to develop winning strategy.

Builds and continuously improves a superior organization committed to profitable growth in the business and employee satisfaction. Engages and motivates employees to focus on goals and objectives achievement. Ensures appropriate technical training programs in conjunction with Performance Management. Oversees the development and implementation of departmental budgets. In conjunction with all sales channels develop forecasts. Oversees and controls expenses. Represents Siemens and networks with executive and client leadership at industry associations, professional or community organizations for potential counterparties, advisors, industry resources, associations etc. to enhance business image and success. This role actively pulses the industry to understand the competitive environment, anticipates market trends and demands, and is capable of developing and presenting business proposals for product / portfolio strategic initiatives. Teams with other business units and divisions to provide total customer solutions in Siemens products and services.

Scope of the position:

• Develops, advises and collaborates with leadership as a trusted advisor to determine overall vision, strategy, policy and direction for SI RSS AM vertical markets and follow up on future vertical opportunities.
• Leads the development of strategic Vertical Business Plans for implementation within SI RSS-AM and drives implementation of all required management activities leading to achievement of profit, growth, customer and employee satisfaction goals for the company.
• Involved in setting strategic direction and communication to establish near and long-term goals and market strategy for regional and global vertical market businesses.
• Conceptualizes and directs the overall operation, including the creation, development and execution of the business plans.
• Directs operational activities on an ongoing daily basis, exercising tight cost control and maximizing price realization in the marketplace to influence profits.
• Manages teams and/or work efforts within own organization.
• Leads most complex international strategy projects and Vertical strategy projects within the business, including project organization, definition, planning, implementation and control.
• Directs and conceptualizes the development of marketing programs, channel and pricing strategies to ensure profitable growth and expansion of business.
• Lead, co-define target markets and create specific customer messaging and value propositions for target customer segments.
• Collaborate with external agencies and internal colleagues to create impactful promotional materials that include market data and country sales and marketing input.
• Directs and conceptualizes the development of new products & solution sets within the business that are innovative, meet standards and profitability.
• Provides solutions to complex business problems for area(s) of responsibility where analysis of situations requires an in depth knowledge of organizational objectives.
• Interacts with senior management levels at a client and/or within own organization which involves negotiating or influencing on significant matters.
• Has latitude in decision-making and determining objectives and approaches to critical assignments.
• Develop and manage key opinion leaders; identify and respond to trends impacting customers and markets.
• Identify and respond to competitors’ strategies.
• Provide input and oversight to creation of training materials for sales and marketing in order to maximize execution of the business plan and ensure achievement of the business objectives.
• Conducts and manages ongoing analysis of Vertical market; identify relevant threats and opportunities; recommends and executes changes to strategy, positioning, long-term development of portfolio to meet customers’ needs.
• Monitor and report on effectiveness of vertical strategies, programs, marketing plans.
• Drives assessment of growth opportunities, coordinating a range of internal stakeholders to screen potential opportunities.
• Ensures continuous analyses and design of strategic positioning of the business overall, and advises on long term development of vertical market

Key Working Relationships:

Multiple functions, worldwide inter-organizational and external contacts.

Required Knowledge/Skills, Education, and Experience

• BS/BA or advanced degree in Marketing, Business Administration, Finance, Sustainability, Engineering, Management, or a related field or equivalent combination of education and experience
• Minimum of 10-15 years of successful experience in a directly related field and industry including management experience with sales and significant P&L responsibility.

• Executive level leadership, organizational, negotiation, communication and presentation skills required.
• Demonstrates strong customer focus; expert knowledge in research methodologies to capture the voice of the customer and ability to translate feedback into actionable information.
• Capability to drive results in a complex and difficult customer environment.
• Advanced knowledge of marketing concepts and strategy development; strong track record of identifying market opportunities and implementing robust marketing strategies that drive tangible results
• Understanding of budget planning & management process
• Demonstrates strong leadership and influence skills as well as strong interpersonal and communication skills with the ability to work effectively across multiple functions within the organization and with external contacts.
• Supervises multiple employees; demonstrates advanced management skills and the ability to apply management approaches for work direction, motivation, training support, and performance management
• Demonstrated leadership and influence skills while working across all levels of the organization.
• Strong track record of problem solving skills and leveraging data & analytics to develop and implement robust business strategies.
• Proven track record of identifying vertical market opportunities and commercializing solutions.
• Willingness and ability to travel 20%- 40% of the time, both domestic and international

• Qualified Applicants must be legally authorized for employment in the United States. Qualified Applicants will not require employer sponsored work authorization now or in the future for employment in the United States.

Job ID: 189479

Organization: Smart Infrastructure

Company: Siemens Industry, Inc.

Experience Level: Experienced Professional

Job Type: Full-time

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