Regional Business Director, Electrical Carbon, EMEAI (Remote/ Europe)
- Frankfurt, Germany
- Employees can work remotely
Morgan Advanced Materials is a company which manufactures specialist products, using carbon, advanced ceramics and composites. The company is headquartered in Windsor, United Kingdom, and has 85 sites across 30 countries, around 7500 employees and a revenue of around £ 910 million.
The Electrical Carbon business is one of the 5 Business Units of Morgan Advanced Materials and develops and manufactures a wide range of electrical carbon brushes and collectors, brush holders, slip rings and linear transfer systems, which are used to transfer electrical current between stationary and rotating or linear moving parts in motor, generator and current collector applications.
Our products are engineered for specific customer applications and they are often required to operate in harsh or extreme environments. Electrical Carbon’s main markets are rail, industrial drives, power generation, iron and steel, mining and wind. The business’s core strength is its longstanding materials and applications experience and its ability to engineer appropriate, reliable solutions for individual customer requirements.
Your role as Regional Business Director:
As Regional Business Director you will be responsible for leading the regional commercial organization for Morgan’s Electrical Carbon core business in the EMEAI. This includes the development of our business strategy for the Industrial segment (Mining/Metals/Oil & Gas/ Power Generation), regional marketing and market communications, in- and external key account management, customer service, new business development and scouting. Reporting to the GBU Commercial & Growth Director, the role will lead the charge for driving commercial excellence in the Industrial segment in Europe, operating alongside peers in the Americas and Asia. The main product sold by the Morgan’s Electrical Carbon GBU are Carbon Brushes and associated adjacent products.
The role is accountable for the generation of all regional revenues and for standard margin of products sold within the Industrial segment. The role is additionally, fully accountable for the P&L for one manufacturing facility in Remagen in Germany with around 30 employees. Reporting to this role are as well around 25 sales team-members and around 20 customer service team-members in Europe.
As preferred candidate we are looking for a sales driven leader with an entrepreneurial mindset who will do things differently in this industry. A data driven but very empathic driver who gets the team running and achieving goals. Human management skills, transparent, fairness and honesty are very important to Morgan. Someone who has experience selling products coming from a manufacturing site and selling them into the Mining/ Metals/ Oil &Gas and/ or Power Generating industry is preferred. Management of an operational site would be big plus.
The postholder will create an entrepreneurial and ambitious regional team and regional business strategy in order to accelerate growth with our regional industrial clients, gain market share from our competition and gain share of wallet with our clients.
Living in Europe is a must and a lot of travelling will be involved for this role.
VITRU | International Executive Recruitment is exclusively assisting Morgan Advanced Materials to recruit the best candidate for this crucial role.
Your responsibilities are:
•Accelerates commercial delivery in our EMEAI Industrial market:
o Responsible for pricing, account management, large scale customer negotiations, value selling to key customers;
o Grows the top line in the EMEAI region for the Industrial segment at a rate faster than market growth, via a mix of new business, new product and new channels;
o Ensuring robust margins by price setting, value selling and strategic negotiations;
o Builds trust-filled partnerships with key customers in order to help them achieve success through our products and services. Leads the development of strategic partnerships with key players in the region and builds enduring relationships.
•Builds and directs a strong team centred on strong commercial acumen, creativity and customer focus:
o Directs a regional sales and customer satisfaction team to year on year growth;
o Leads manufacturing teams towards a customer-focused set of operations, on time delivery and competitive costing with strong LEAN and continuous improvement acumen;
o Builds strong pipeline of talent and succession planning;
o Communicates proactively as a regional team to maintain focus and drive delivery to goals;
o Directs strategic marketing resources to get close with key customers and gather insights from key market trends to instruct our product development portfolio and inform product positioning and value pricing.
•Delivers quality products on time, in quality, and with high customer satisfaction:
o Drives initiatives to position Morgan for lower cost, higher value-add, and best in class quality;
o Drives capital investment to increase capabilities and volumes.
•Introduces creative new products and new creative growth modes:
o Leads team to find and develop new products or applications within Industrial field in the EMEAI;
o Blueprints and writes business cases to justify spend in new product development and partners with our Center of Excellence in R&D.
•Partners effectively with supporting functions by open and transparent communication, expectation setting, common processes and review cadence:
o Global Operations and Supply Chain: Collaborates to communicate customer needs, solve problems proactively, participate monthly in S&Op processes, together forecast and overall set the tone for customer-focused operations in our materials plants.
o Global Marketing Communications: Communicate the value propositions and messaging to the global marcom team so that they can deploy the messaging appropriately and help amplify the communication through digital and physical means.
o Global COE: Partners with the COE (Centre of Excellence) and other product technology teams to articulate new business concepts, write justification papers to start R&D investment, and partner throughout the development process shepherding the concept through the stages and into the market with successful go to market launch strategy.
o Global Strategic Projects and NMD: Partner with our new business team on successful orchestration of bigger and more strategic projects. Collaborate on annual strategy and planning review sessions.
Our new Regional Business Director:
• 3+ years of experience accountable for a business operation with full P&L in a technology space, preferably manufacturing technology products;
• 15+ years’ experience leading sales, marketing, or new business development for technology companies;
• MBA or equivalent preferable;
• Senior (Sales) Management experience;
• Extensive (Remote) management experience;
• Experience within a manufacturing environment;
• Previous experience in plant management would be a plus;
• Exposure to the broad Industrial market through direct work experiences;
• Successful management of a European and/ or global team;
• Multilingual ability would be an advantage.
Key Performance metrics and objectives:
• Regional Revenue Accountability in the EMEAI Industrial segment;
• EBITA accountability for the Manufacturing site in Remagen. EBITA% YOY improvement;
• Regional standard margin responsibility;
• New Product Concept development, vitality increasing over time;
• New business lead development;
• Operational KPIs such as OTD, lead time, quality, scrap, and productivity;
• Safety and Environment KPI’s;
• Customer Satisfaction KPI’s;
Morgan offers you a challenging position with good career prospects in a fast-growing international company. They also offer a competitive remuneration and bonus package with good secondary benefits.
How to Apply:
If you are interested and you meet all the above requirements, and live in the European region, please send your English resume via the apply button to VITRU, The European Executive Recruitment Firm. For more information about this position, please contact Guy Laeven at VITRU via +31 6 19 79 80 68 (www.vitru-hr.com)