Director, ABM Commercial Excellence

Location: Cambridge, ON, CA, N3H 4R7 Charlotte, NC, US, 28217

Position Title: Director, ATS Business Model (ABM) Commercial Excellence

Department: ATS Business Model (ABM)

Reports To: SVP, ABM

SUMMARY

The Director, ATS Business Model (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.

SPECIFIC RESPONSIBILITIES

• 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.

QUALIFICATIONS

• 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%

The Compensation offered will be based on the local job market and may vary depending on factors such as the job-related knowledge, skills, experience of the selected candidate, as well as other objective business considerations. Subject to these considerations, the total compensation package for this position may also include other elements, such as an annual cash incentive in addition to a full range of medical, retirement, and/or other benefits. Details of these benefit plans will be provided when the selected job candidate receives an offer of employment.

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 personal disability.

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