Smiths Group

Company Description

John Crane, a business of Smiths Group, is a global leader in mission-critical flow control solutions for energy and process industries that enable efficient and sustainable operations. Our products include mechanical seals and systems, couplings, bearings, filtration systems, and predictive digital monitoring technologies.

We have a global network of more than 200 sites in over 50 countries and employ more than 6,000 people worldwide. We partner with our customers to help them keep their operations safe, reduce downtime, improve efficiency, and meet the latest environmental standards.

John Crane is part of Smiths Group. For over 170 years, Smiths has been pioneering progress by engineering for a better future. We serve millions of people every year, helping to create a safer, more efficient, productive, and better-connected world across four global markets: energy, security & defence, space & aerospace, and general industrial. Listed on the London Stock Exchange, Smiths employs approximately 16,000 colleagues in over 50 countries.

Job Description

SUMMARY OF ESSENTIAL FUNCTIONS:

Lead the Sales & Service effort to secure customers by leveraging existing relationships, maximizing Sales of our product portfolio and implementing best practices while developing new customers and new relationships. The overarching goal is to achieve a “sole source” position resulting in profitable top line growth and increased share.

SPECIFIC DUTIES, ACTIVITIES AND RESPONSIBILITIES INCLUDE BUT ARE NOT LIMITED TO:

• Is an Officer of the Canadian Company with personal liability for the actions of the company
• Direct the efforts of the Sales & Service teams in executing their assigned activities at the targeted accounts. This will include long-term relationship management for existing accounts and business activity, as well as development of new business opportunities at both existing accounts and newly targeted accounts.
• Develop and execute a strategy for the region, driven by and aligned with the JC strategic plan, cascaded down to the Sales & Service team for further implementation at each of their accounts.
• Create a proactive Account Management methodology and operating model driven from a broader or global perspective that supports local customer needs.
• Continue to support channel development as a compliment to the existing sales force to reach underserved geographies, markets and accounts.
• Communicate business activities to senior John Crane leadership.
• Develop and maintain a scorecard used to monitor and improve relationships at each account.
• Ensure proper resource alignment between the business, Operations, Engineering, and other Sales and Aftermarket functions. Develop and maintain a set of best practices to be used in the development of accounts.
• Meet with the key stakeholders at each account to ensure performance, commitment and alignment.
• Integrate all customer-facing functions to achieve lasting, value-based customer relationships that can be measured in terms of customer satisfaction.
• Assist John Crane to win sales & service opportunities by developing, communicating, and driving effective selling strategies that are based on customer-specific value propositions.
• Assist in expanding the John Crane brand and products while driving profitable top line growth opportunities.
• Keep abreast of current market conditions and competitive trends that affect the business.
• Participate in strategic planning meetings and implement key strategic initiatives.
• Develop and maintain relationships with key customer contacts at the corporate level to help John Crane secure new business opportunities.
• Develop a concise monthly report that communicates progress, trends, relevant KPIs and highlights key initiatives to senior management demonstrating the value of the key customer relationships.
• Develop and maintain relationships within John Crane that achieve the results of the strategic plan.
• Communicate the strategic business plan to those with a vested interest within John Crane.
• Communicate and ensure internal alignment on customer pricing policies, processes, innovation, cost savings initiatives, and major capital projects.
• Support new business opportunities, potential new markets / applications and assist with involving the appropriate John Crane resources in the development of these opportunities.
• When required, assist with the coordination of resources on major capital projects to ensure timely and proper customer support, while communicating and aligning the project strategy to improve the probability of securing each project.
• Monitor market development and competitor activity on a continuous basis to assess the health of customer relationships.
• Ensure John Crane and relevant government health, safety, environmental and quality assurance procedures are met or exceeded and that they align with those of the customer.
• Ensure John Crane and relevant government health, safety, environmental and quality assurance procedures are met or exceeded and that they align with those of the customer.
• Ensure that John Crane Canada maintains alignment with JC Global technical and product standards, that the products we design and supply are safe, ensuring that designs meet any local legal requirements and that the Company and the Engineering staff are qualified and otherwise meet Provincial and National requirements to perform Engineering in Canada.

Qualifications

POSITION REQUIREMENTS & SKILLS:

• Minimum fifteen years of relevant Sales, Service, technical, contract or project management experience
• Sound knowledge of the Sales process including need creation, proposal generation, risk management and order acquisition & fulfillment
• Relevant Sales leadership skills and proven track record managing a Sales team
• Experience in project logistics, key performance metrics and cash management is essential
• In-depth understanding of business management principles and practices
• Exceptional team skills and the ability to achieve goals & objectives through skillful influence
• Excellent communication skills, both verbal and written
• Proactive and practical approach to problem solving and skills in root cause failure analysis
• Accomplished in both strategic planning abilities and in organizational mobility
• Rotating equipment experience, specifically related to the aftermarket
• Good knowledge of Microsoft suite of products including MS Project
• Knowledge of Lean principles and their practical application
• Bachelor’s degree in Mechanical Engineering strongly preferred

Additional Information

With colleagues stretching across the globe, we are proud of our diversity. To foster inclusivity, we run employee resource groups (ERGs) to provide a safe space for employees to connect and support each other. Our cross-business ERGs include Veterans, Pride Network, Black Employee Network, Women@Work Network, and Neurodiversity.

Across our company, we recognize excellence, culminating in the Smiths Excellence Awards, our annual celebration of the most extraordinary activities, people, and projects that best showcase our strengths and help drive our business forward. We announce these on our annual Smiths Day, a global celebration of Smiths around our network.

Join us for a great career with competitive compensation and benefits, while helping engineer a better future.

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

At no time during the hiring process will Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website (Careers - Smiths Group plc)