Director - Operational Excellence
Company: Life Cycle Engineering
Location: Charleston
Posted on: May 23, 2023
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Job Description:
Director - Operational Excellence -
Position Summary:
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.
Utilization Targets:
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:
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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 .
Mission
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.
Culture
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
*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.
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Keywords: Life Cycle Engineering, Charleston , Director - Operational Excellence, Executive , Charleston, South Carolina
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