Head of Forming Tools, Americas - Full-time / Part-time

Oerlikon is a leading high-tech industrial group specializing in machine and plant engineering. The Company is a provider of innovative industrial solutions and cutting-edge technologies for manmade fibers manufacturing, drive systems, vacuum and surface solutions.  A Swiss company with a tradition going back over 100 years, Oerlikon is a global player with around 15 500 employees at over 200  locations in 36 countries and sales of CHF 3.2 billion in 2014, the Company invested CHF 121 million in R&D, with over 1 300 specialists working on future products and services. In most areas, the operative businesses rank either first or second in their respective global markets.

 

Oerlikon Balzers develops processes and systems for the coating of tools, components and decorative plastic elements. Comprising 106 locations in 34 countries, Balzers global network of coating centers is daily dedicated to further improving component performance and tooling productivity through coating tech­nology. Join us and become a part of our fu­tu­re oriented, international team!

 

The Head of Forming Tools, Americas, reporting to the Head of Sales, Americas, will be responsible for defining, leading and supporting the Forming Tools segment strategy in the Americas Region together with the Balzers Technology and Service Center (BTS) in Balzers, Liechtenstein. This position will also act as a member of the local Senior Management Team.  The Head of Forming Tools, Americas will be responsible for identifying and developing market opportunities within the Segment by analyzing market trends and managing his/her network of industry contacts to develop, market, and sell Oerlikon Balzers solutions.  He/she will also be responsible for leading the team of Product Managers (PMs) and Territory Area Managers (TAMs) assigned to the Forming Tools segment and by facilitating a close collaborative and productive working relationship with the Managers of Sales (MOSs) and Territory Area Managers (TAMs) in each country.    Additionally, the Head for Forming Tools, Americas will build productive external and internal working relationship throughout the Region as a result of his/her proficiency understanding and working within different cultural frameworks.  The Head of Forming Tools, Americas is also responsible for developing consultative partnerships with customers to understand their needs, sell Balzers’ solutions, and deliver on their requirements.  Lastly, the Head of Forming Tools, Americas will lead and participate on special project teams as directed. 

 

Essential Duties and Responsibilities:

 

• Identify new industries with potential customers and penetrate these markets, as well as expand sales in existing industries within the Forming Tools segment to grow Balzers’ products and services
• Negotiate and close sales opportunities in a timely manner by leveraging the entire sales organization while focusing on servicing the customer’s needs to develop profitable and long-term business relationships
• Lead the Sales Forecasts and CRM processes within the Forming Team
• Consistently develop and utilize strong competitive analysis and market data to drive segment growth – including deep analysis of segment sales development, coating equipment utilization, and customer purchasing trends
• Provide project leadership as necessary to facilitate the acquisition of business and successful delivery of Balzers’ products based on customer requirements
• Drive market segment development and product penetration using proven and widely accepted data analysis techniques and his/her experience
• Work within the Company’s existing sales/ marketing structure to facilitate segment growth, communication and customer issue resolution as necessary
• Create the primary link and communication channel with the Global Forming Tool Segment leaders at our Global Headquarters.  Coordinate the key initiatives and lead the regional execution of the global strategy
• Manage existing customer accounts as necessary as well as perform prospecting to drive the achievement of sales targets
• Define specific solutions for the Forming Tools segment as well as market applications in collaboration with the production operations, production technology and R&D teams

• Build an effective team of expertly qualified Forming Tools professionals and develop, in a structured manner, Forming Tools and Sales Talent for the future
• Provide direction and leadership in a manner which mirrors the Core Values of Oerlikon to achieve goals and objectives
• Develop a network within Balzers to facilitate formal and informal information sharing and cooperative relationships which encourage the success of the segment
• Promote regular Sales Planning, CRM management, and KPI management within the Forming Tools segment
• Measure and control key KPIs related to Sales and the Balzers’ "Generation of Profitable Orders" (GPO) process

 

Additional Duties and Responsibilities:

• Ensure high standards regarding customer service & satisfaction and product quality within the Forming Tools segment
• Manage new projects as needed
• Monitor and optimize available sales resources to identify opportunities (or alternatives) which reduce costs without jeopardizing long-term business objectives or market share
• Organize and control programs (and their implementation) and analyze the results according to policy and trade rules which ensure a high level of sales and service.
• Collaborate globally, regionally, and in-country as needed to foster good working relationships and team-spirit towards the long-term success of the Forming Tools segment in the Americas Region
• Travel throughout the Americas Region and globally as needed to promote sales excellence

 

Minimum Qualifications Required:

 

• Bachelor’s degree in Engineering or Business.  MBA is a plus.   
• 10+ years of experience managing a geographically dispersed sales team (or multi-site plant operation) for an OEM or Tier 1 supplier in the stamping forming, aluminum pressure die casting, plastic moulding, or automotive/ truck industry.
• 5+ years of experience developing segment/product/ market analysis, competitive intelligence, budgets, and sales forecasts
• Bi-lingual in any combination of the following languages in addition to English fluency:  Spanish, Portuguese

• Must be able to work collaboratively within a senior management team construct to develop and manage strategic initiatives to achieve successful outcomes
• Excellent project planning, KPI (goal) management, and problem solving skills are required.
• A strong process orientation and customer service/ satisfaction mindset is also required.
• Superior oral, written, and electronic communication skills AND presentation skills are required
• Must have above average skills with business applications (e.g., CRM, data warehouses, etc.) including MS PowerPoint and Excel
• 50 - 75% travel domestically (overnight) and internationally is required.