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Global Commercial Excellency Leader

Company: DuPont
Location: Wilmington
Posted on: October 15, 2020

Job Description:

Global Commercial Excellency Leader NA-United States-Delaware-Wilmington DuPont Water Solutions (DWS) is a $1.4 Bn water technology leader, focused on solving global challenges in water purification, conservation and reuse. DWS serves its thousands of customers in diverse industries through four major market segments i.e. Residential/Commercial. Industrial, Municipal and Specilalty using multiple technologies from its portfolio across major geographies of the world. As industrial growth is correlated to water scarcity and thus filtration needs, Asia, EMEA and Americas account for 55%, 25% and 20% of the global revenues respectively. DWS has an aggressive growth plan to reach $2 Bn in profitable revenue by 2023. As part of the strategic growth plan, in addition to focusing on the four market segments and new spaces, key geographies and technologies; four critical building blocks of playing to win are transformation in operational, Customer, Innovation and Inorganic Growth ExcellenceCustomer Excellence Transformation, a vital component for our growth aspiration further builds on a # of areas of excellency such as: Marketing Excellence Commercial Excellence Systems, Processes and Tools as enablers Analytics: Defining KPIs, Measuring and monitoring progress. Marketing Excellence is owned by DWS marketing organization. Systems, Processes and Tools are owned by DWS Product Management Organization. Analytics will be owned by Finance Organization with support from Strategy leader to ensure our KPIs are aligned to the business strategy and outcome we should strive for. DWS commercial organization i.e. Sales and Technical service is organized regionally into four regions i.e. Greater China, Pacific, EMEA and Americas. This newly created Global Commercial Excellence Leader will be a key position, reporting functionally to the 4 RCDs + Technology Director and administratively to the Strategy, Growth and M&A leader. Focusing on: 1. Demand Gen & Fulfilment model cum coverage: This includes reach and penetration. Aligned to our business strategy, where to focus, opportunity size, # of resources we need to create demand, fulfil demand, delivery model (direct or channel), manage channel and provide proper level of service (technical as well order, logistics, finance etc.) including using new ways of doing business such as DIGITAL. 2. Profile and Competency of Sales and Technical Service: Do we have right profile of resources i.e. hunters vs. farmers for right segments/geographies, do we have optimized lab infrastructure, subject matter expert pipeline, and digital platforms, do they have right hard skills and soft skills, proficiency level, training and continuous skill upgradation. 3. Motivation: This includes incentive, compensation, rewards, recognition, and culture. How we get right type of resources who want to thrive and deliver results aligned to business needs and strategy. Given our regional commercial structure, the Global Commercial Excellence Leader will be the center of expertise to develop plans, customize them to the needs of each region and segment working closely with RCDs, Regional TS&D leaders, GMMs and Other cross functional stake holders and develop granular execution plan to implement, co-owned by this role and other relevant stake holders. Depending upon the progress and need, we may have a few resources report to this position as needs are identified. Key Responsibilities: 1. Demand Gen and Fulfilment model cum coverage Analyze addressable market, our current share and headroom to grow at region/country/segment level Benchmark best practices for SARD tools and capabilities Collaborate and co-lead right demand gen and fulfilment model, working closely with marketing and local team, to maximize success Develop alternate optimization and/or efficiency concepts including use of digital from external/industry best practices Define roadmap for resource addition, redeployment and optimization to increase SARD efficiency Present roadmap to relevant stakeholders and ensures alignment Monitor execution and progress through proper governance and cadence 2. Profile and Competency Develop hard and soft skills competency need for segments for sales and technical service Develop differentiated Sales and TS roles and responsibilities which enable deployment of differential management and effective servicing via customer segmentation/distinction Develop a career progression roadmap for sales and technical service with skill progression mapping. Find simple and effective mechanism to assess current baseline and define roadmap for skill building Define training / skill building execution roadmap and implement, working collaboratively with others. Identify metrics to track success of roadmap implementation 3. Motivation Be an integral part of creation of incentive and compensation plan aligned to business growth aspiration Own the incentive plan approval, execution, and cost-benefit analysis on behalf of global business Re-fresh annual plan for improvement based on key learnings and insights Monitor and implement additional rewards and recognition programs as needed Assess the right culture, behaviors and actions and recommend additional actions periodically. Change agent in business to drive growth Required: B.S. degree required business or technical undergraduate, MBA preferred 15+ years of hands on sales and technical service experience in a B2B environment. Excellent analytical skills with ability to work well and influence others Highly motivated and results-driven with excellent interpersonal skills Ability to challenge status quo and creative problem solving. Excellent written and verbal communication skills Solid organization skills including attention to detail and multi-tasking skills Ability to travel up to 30% of time Preferred qualifications: Cross functional and cross industry experience preferred Working in multi-cultural, multi-region experience preferred Demonstrated business and financial acumen with ability to collect and analyze data and communicate insights effectively Aug 25, 2020, 5:10:36 PM Full-time Experienced

Keywords: DuPont, Wilmington , Global Commercial Excellency Leader, Other , Wilmington, Delaware

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