VP, Digital Business Development

This is an awesome opportunity to create (like a) startup but inside the safe confines of a global enterprise with real profit. Come help us create new business models and launch new revenue streams in the exciting world of vehicle electrification!

What you will do

Accountability Level:

The role operates at the Executive level of the organization with time scale influence of greater than 5 years. The role is accountable for business development strategy, road mapping and commercial launch of new digital product offerings. In this capacity the individual will act as a strategic advisor to Clarios leadership by providing thought leadership as well as expertise in customer experience research leading to the creation of customer value propositions and go-to-market approaches for new software and service-based offerings leveraging Clarios connected products and infrastructure. This role is expected to be a change leader, critical in visioning and creating a pragmatic set of steps that lead to new revenue streams for our traditional manufacturing business. The individual is skilled in the identification of unmet customer needs and articulating digital product offerings to satisfy.

In strong partnership with core business leadership, IT leadership and Corporate Strategy, the role will leverage physical product and software product capabilities existing and future to assemble commercially viable solutions for new and existing target markets. The role will work through existing commercial leaders across the globe to learn from and leverage existing customer relationships. The role will analyze and engage with new customer segments to identify value creation and solution pilot opportunities.

Using a Crawl-Walk-Run Startup mindset the individual will "think big, start small, fail fast and scale" to rapidly identify which solutions are viable and which are not. This will be followed by appropriate marketing and commercial excellence activities to close a pipeline of deals. In time and based on successful track record the role will advise on best approach to expand the digital business development capacity across the globe. Immediately the role will be supported by product teams, IT and strategy leaders.

The role will be a leader, coach, mentor and evangelist for digital and connected product offerings across the global business.

As a leader in the organization, this role needs to set the appropriate tone at the top. The individual is expected to understand the key priorities of the business and use all the resources within their control to execute upon them. The position requires a leader who leads by example, is competent, confident, perseverant, inspirational, influencing, disciplined and dependable. In addition, this individual needs to be highly inquisitive, collaborative, a strong communicator and entrepreneur minded.

The position requires a demonstrated ability to manage a diverse set of requests, quickly mediate between competing priorities, and work effectively with colleagues, contractors, and business management both within and across reporting relationships, business units and geographic regions.

How you will do it

Typical Responsibilities:

Customer Research

• Market Intelligence & Segmentation - Working via other Clarios market intel teams identify market segments and map out techniques to validate likelihood of penetration with new digital offerings.
• Customer Interview Leadership - Individually and with existing commercial leaders demonstrate modern customer interview and analysis techniques to listen and learn first, capture pains and unmet needs.
• Customer Journey Mapping Leadership - Individually and with existing Customer Experience program teams establish customer journey maps to illustrate and confirm opportunities for new solutions.
• Challenge the Status Quo & Change Advocacy - Be a change leader inside of a 130 year old manufacturing organization. Be and advocate for modern business models, diversifying our offering beyond physical products and Starting with the Customer perspective First.

Customer Identification and Relationship Management

• Individually and via existing commercial leader identify customers for proof of value and initial pilot activities. Propose commercials and close deals for test market customer activities.
• Establish practices for gathering customer feedback during proof of value and pilot phases.
• Convert pilots to recurring customers.

Compose Digital Solution Offerings

• Articulate the Initial and Subsequent Offerings - Based on customer research, work with Product Management and Digital Enablement to define the hardware, software and service offering to be provided initially and how it will evolve over time following a roadmap of new connected product introductions.
• Prepare the Value Proposition - Based on customer research construct value propositions for each offering and target customer type
• Pitch the Solution - Prepare marketing for internal and external consumption to build interest for the new offering.

Sell Digital Solution Offerings

• Sales Planning - Develop a set of quarterly and annual targets which meet long term digital business EBITDA goals.
• Performance Reviews - Establish measures to demonstrate progress towards sales plans, achievement and gap closure actions if required.

Establish Order to Cash Processes

• Working with existing finance, legal and administrative support functions define how the new solutions will be priced, contracted and invoiced.

Departmental

• As a member of the CDIO staff and an executive leader in the company, participate in department level leadership activities such as strategy development, budget planning, resource planning and employee engagement.

What we look for

Requirements/Qualifications:

• BS Degree in Sales, Engineering, Business Management, IT or similar. MS Degree or MBA preferred.
• 15+ years' experience in software and technology sales roles with track record of successful revenue growth and customer satisfaction/retention.
• 5+ years' developing customer value propositions and selling Software as a Service.
• Experience selling into the automotive industry preferred. Experience selling into heavy duty commercial fleets a huge plus.
• Demonstrated ability to influence at all levels of a large organization without direct authority.
• Demonstrated critical thinking and problem-solving skills.
• Strong familiarity with change management methodologies and techniques.
• Experience building multiple strategic plans and numerous business cases.
• Experience negotiating one-time and recurring XaaS sales contracts
• Action oriented, with the ability to understand and willingness to get into details when warranted. "Do what it takes", Start-up company mindset.
• Strong analytical skills with demonstrated ability to convert customer needs into system requirements.
• Excellent oral and written communication skills, natural leader
• Fluent English required, Multi-lingual capabilities preferred
• Willingness to participate in global conference calls and meetings outside of normal business hours to facilitate global business (Approx. 4 hours per week)
• Willingness to travel internationally to support job responsibilities as required. (Approx. 25-50%)

Benefits include:

• Remote or hybrid work
• Health Insurance benefits including a wellness program to reduce costs
• Summer Work Hours
• Competitive 401k program
• Onsite Fitness Center & Cafeteria
• 10 Company Holidays + 3 Elective Holidays

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#LI-REMOTE

Who we are

Clarios is the global leader in advanced, low-voltage battery technologies for mobility. We power progress through ever-smarter solutions for virtually every kind of vehicle. With 16,000 employees in over 140 countries, we bring deep expertise to our Aftermarket and OEM partners, and reliability, safety and comfort to everyday lives. We answer to the planet with a rigorous ESG focus - advancing best-in-class sustainability practices and advocating for them across our industry. We recover, recycle and reuse up to 99% of our battery materials. Clarios is a Brookfield portfolio company.

To all recruitment agencies: Clarios does not accept unsolicited agency resumes/CVs. Please do not forward resumes/CVs to our careers email addresses, Clarios employees or any other company location. Clarios is not responsible for any fees related to unsolicited resumes/CVs.

Clarios, LLC is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law. For more information, please view EEO is the Law, EEO is the Law (supplement), and Pay Transparency Non-discrimination. If you are an individual with a disability and you require an accommodation during the application process, please email [email protected].