Director - Operational Excellence
Company: Life Cycle Engineering
Posted on: May 23, 2023
Director - Operational Excellence -
The Director of Operational Excellence drives sustainable growth of sales revenue and profit from operations with a primary focus on manufacturing optimization and excellence in execution. The Director will partner with the Vice President (VP) Vertical Leader to execute the sales and marketing strategy. They will work with Marketing to enhance the overall level of marketing and sales collateral, including executive presentation materials. They will collaborate with the VP Vertical Leader, the RCG Business/Project Controls Manager, and the VP of the Reliability Consulting Group in the development of business plans and budgets and oversee project/account execution. They will build and leverage advocate client relationships, generate new leads/clients, and convert to business for the RCG Business Unit.
Essential Functions and Responsibilities:
- - - - - - - - - Sales & Marketing:
o - - - Generate Sales Revenue and Profit from Operations to meet plan and target financial goals of the vertical.
o - - - Increase client portfolio.
o - - - Work with Vertical Leader to determine ownership of accounts. Once a lead has been qualified, define the scope of work for LCE's (or a partner's) solutions to address.
o - - - Collaborate with the Vertical Leader and Business/Project Controls Manager to develop pricing strategy, terms and conditions, and a formal proposal.
o - - - Stay in close contact with client to track the progress to receipt of a purchase order.
o - - - Stay involved in leading all consulting and services delivery as part of the project team and achieve billability requirements.
o - - - Stay apprised of assigned industry vertical trends and competitive landscape via market research and analysis, working in conjunction with Marketing.
o - - - Assist in "go to market" strategy development and detailed execution through collaboration with the vertical team, including: vertical leader, external marketing, LCE internal marketing coordinator, inbound and outbound representatives, LCI representatives, and others as appropriate.
o - - - Collaborate with Marketing to participate and be a speaker in appropriate conferences, author articles for industry publications, and build reputation as a thought leader in verticals.
o - - - Lead webinars and/or other appropriate social media/marketing channel participation per marketing plan.
o - - - Ensure accurate documentation and status recording of client interaction during the sales cycle and beyond via CRM.
Note: - The scope of work/proposal may include solutions ranging from all LCI offerings, Strategic Alignment Workshops, full Rx or OpEx transformational wave 1, 2 & 3 engagements, ISO 55000 implementations, RBAM - deployment, Industry 4.0 consulting and services, tactical reliability services, Smartr, or offerings from strategic partners.
- - - - - - - - - Project/Account Planning and Execution:
o - - - Proactively collaborate with team members to develop a project/account implementation plan. -
- - Includes clearly defining the project/account's scope of work, approach for planning and executing, developing the schedules (milestone, detailed, and QARs), defining resource requirements, KPIs, progress and benefits tracking, and communications/reporting.
o - - - Ensure timely revenue book/burn/backlog, accurate invoicing, accounts receivable, and successfully achieve project/account profitability compared to business plan.
o - - - Proactively collaborate with VP of Professional Services and Vertical Leader to identify and commit resources with proven skillsets/experience to engage on the projects/accounts, deliver above and beyond the client's expected value delivery, and maintain high levels of resource utilization.
o - - - Hold a primary role in project/account management and client relationship creating advocate clients.
o - - - Execute projects per needed responsibility.
o - - - Manage project/account risks in the early identification, evaluation, and mitigation of risks related to engagement success.
o - - - Work with the Vertical Leader and RCG project/account team members to uncover opportunities (for direct LCE solutions or as PMO for strategic partner solutions) within current accounts. -
o - - - Develop and execute "upsell" strategies, generate proposals, and close new business with these clients.
o - - - Document, capture, and leverage all project/program successes in success stories and other sales and marketing materials.
o - - - Leverage the relationships developed with customers for referrals to friends/colleagues in order to identify new account opportunities for LCE business growth.
o - - - Responsible for deliverables and overall customer satisfaction.
o - - - 30 - 40% direct utilization on client engagements: leading, coaching, managing projects.
o - - - 35 - 50% sales and marketing to new and/or existing clients, estimating projects, and writing proposals.
o - - - 10% administrative such as updating best practices, CRM, maintaining project files, and overall project performance and financial management.
o - - - Utilization targets will be adjusted per the business need.
Required Education, Skills, and Experience:
Bachelor's degree related to the role, MBA or advanced degree preferred.
Minimum of 5 years in management consulting/professional services or at least 10 years of industrial manufacturing experience.
Strong leadership and communication skills (verbal, written, and presentation).
Experience in systematic Operational Excellence initiatives (Organizational Transformation and Program Management).
An understanding of Industry 4.0 (Industrial Internet of Things (IIOT), Digital Transformation/Smart Manufacturing technologies).
Able to establish professional and personal relationships with all position stakeholders.
Ability to work as a team player and demonstrate personal initiative to complete the work of the team as a whole within rapidly changing business conditions.
Ability to understand prospective clients' business challenges, define a consultative solution, and persuade prospective clients to choose LCE's solution.
Ability to coach, mentor, share knowledge, and develop others.
Proficiency in Microsoft Office, especially Outlook, Word, and Excel and Microsoft Project.
Preferred Skills and Experience:
More than 5 years of experience in leading sales and execution (internal or external) of operational excellence initiatives or consulting projects.
Knowledge of capital projects from plant start-up into steady state operations.
Management consulting experience.
Certifications such as MBA, PE, Six Sigma, Lean.
Experience in at least one of primary industry verticals:
Food & Beverage
Consumer Packaged Goods
Financial and data analysis skills, including the ability to develop budgets and cost/benefit business cases.
Proposal development experience.
Proficiency in CRM or other Business Development systems.
Proficiency in use of financial systems for budget development, cash flow and profitability tracking, evaluation, and reporting.
Physical Demands and Expectations:
Flexibility to travel approximately 40-60% of the time, including international travel.
Regular physical activity to include walking, climbing stairs, and standing; frequent periods of prolonged sitting may be required in both an industrial and office environment.
Ability to use phone and computer systems, copier, fax, scanner, and other office equipment.
This position description represents a summary of the major components and requirements of the outlined job. Other duties and responsibilities may be assigned or required as business needs dictate. Questions regarding this description should immediately be addressed to the department manager or to Human Resources.
LIFE CYCLE ENGINEERING
Life Cycle Engineering (LCE) is a privately held, employee-owned company with an emphasis on "doing the right thing the right way", which applies to the way we treat our customers and employees. We are proud to have been recognized as a "Best Place to Work" for 17 years running! Learn more below and at .
Our mission is to enable people and organizations to achieve their full potential.
As a professional services organization, our mission is focused on our clients' people and organizations. It is our company's cornerstone belief that we will not lead the industry in assisting our clients unless we excel at helping our own people and teams reach their full potential.
Our corporate culture encourages personal and professional growth because LCE's success depends on the talent, innovation, professionalism, and commitment of its employees. LCE is a strengths-based organization focused on turning individual talents into strengths and then turning individual strengths into organizational performance that supports our clients' success.
*Benefits may vary by business unit and location. http://www.lce.com/Employee_Benefits_358.html
Life Cycle Engineering (LCE) shall abide by the requirements of 41 CFR - - 60-1.4(a), 60-300.5(a) and 60-741.5(a). These regulations prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities, and prohibit discrimination against all individuals based on their race, color, religion, sex, sexual orientation, gender identity, or national origin. Moreover, these regulations require that LCE take affirmative action to employ and advance in employment individuals without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, because of or on the basis of pregnancy, childbirth, or related medical conditions, including, but not limited to, lactation, and any other status protected by applicable state law. In addition, LCE will not discharge or in any other manner discriminate against any employee or applicant for employment because such employee or applicant has inquired about, discussed, or disclosed the compensation of the employee or applicant or another employee or applicant. LCE shall also abide by the requirements of 29 CFR Part 471, Appendix A.
Director - Operational Excellence -
Keywords: Life Cycle Engineering, Charleston , Director - Operational Excellence, Executive , Charleston, South Carolina
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