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Drive world-class uptime for our customers and support our distribution and service channel through:
Ownership of the North American field support and training organization, to drive best-in-class service through our channel; driving and continually improving a “Field Support playbook.”
Ownership of our global AMO (aftermarket operations/spares) business, to best support our customers and channel while growing our AMO business
Ownership of our Insite 360 (remote management) commercialization/implementation strategy to a) drive maximum uptime and reduced TCO for our customers, b) drive customer stickiness at both the GVR and channel level, c) reduce warranty expense, and d) drive Insite 360 solution recurring revenue
Key Responsibilities:
Manage our 3rd party distribution/service channel in North America to ensure best-in-class service for our customers, while also supporting our channel partners to maximize both GVR and GVR channel stickiness with customers and ensure service and the GVR channel remains a key competitive advantage for GVR.Own field & channel support for a North America business that generates more than $1B in revenue annually through a service network of more than 300 authorized service contractor companies managing more than 3,000 certified technicians.
Drive training programs to ensure our channel is well-equipped to support the channel
Manage the 3 rd party channel:
Drive appropriate spares stocking to ensure our channel partners are equipped to quickly resolve customer issues on the first visit
Add and remove channel partners to the GVR network as necessary to ensure adequate service coverage and to maintain standards
Training and tech certification strategy & execution/maintenance
Hold business reviews with channel partners (and jointly with customers where needed) to review KPI’s, drive actions needed to close service gaps, and jointly plan for opportunities; drive continuous improvement of both the channel’s service levels and GVR’s internal field support and support of the channel and customers
Maintains contracts and agreements with Channel Partners, driving changes where necessary
Warranty claims processing
Participation in the Customer Defect Tracking & Resolution process
Lead the GVR AMO business globally
Bookings, revenue, and margin responsibility for AMO across all regions, analyzing variances and driving corrective actions; includes interfacing with operations through the S&OP planning process
Direct leadership of the NA AMO team (sales, marketing, product management), and working through the other regions to deliver total global AMO bookings; broadly, drive coordination, business plan, and strategy to grow share within existing TAM while driving strategy to expand the TAM
Monitor the competitive environment and drive share-gain strategies
Driving repair and remanufacturing strategy and implementation to better combat 3 rd party repair/refurb shops and to better enable GVR and our channel to compete and retain/gain share
Building and executing strategy to continue to expand the set of AMO offerings to grow the business
Deep engagement with NA channel to ensure sufficient AMO stocking levels to provide world-class service levels for our mutual customers, while working to ensure GVR’s AMO strategy advantages the GVR channel
Deep engagement with end customers to drive needed customer intimacy and meet goals
Drive commercialization strategy for and commercialization of GVR’s Insite 360 solution (dispensers, ATG) for remote monitoring/management capabilities to:
For customers: Reduce downtime, reduce TCO, and improve the end-customer experience
For GVR: Drive I360 solution recurring revenue, customer loyalty, GVR channel stickiness with customers, and reduced warranty costs
For GVR channel: Stickiness with customers, GVR stickiness with customers which helps the channel’s equipment sales, ability to sell a cloud/managed service offering leveraging I360
Responsibilities include:
Pricing strategy for direct customers and channel
Channel strategy and driving adoption through the channel
Leveraging the connectivity to drive down warranty costs and increase service levels
Working across the business and with the field service team to enable the implementation of the business model.
Accurately forecasting and achieving both solution revenue and warranty savings
Internal relationships
Maintaining a strong relationship with Fueling Solutions and Retail Solutions sales teams (to align on the activities of partners where multiple product lines are to be sold)
Facilitates sensible or complex orders to be processed and delivered by coordinating with Sales Administration and/or Customer Service and/or Operations departments
Conveys relevant market insights and analysis to the Brand Marketing function as an input to marcomm and demand generation actions.
Identifies relevant trade shows and events to which GVR should support or partners to maximize customer reach, cooperating with the Brand Marketing function.
Takes initiative and drives the preparation and execution of relevant “partner events”, in-house or offsite, in support of product launches and sales target achievement.
Owns the process of maintenance and internal publishing of a coherent “pricelist” for all covered products and services.
Cooperates with the Finance function and Regional Management to elaborate sound financial reporting and forecasting.
Develops his/her team talents in cooperation with the Human Resource function, making use of the corporate talent review tools and processes.
Identifies and proposes opportunities for his/her team organizational changes, to improve the impact of the Sales function.
Ensure corporate compliance through the implementation of the programs provided by the Legal team.
Supports Finance department in credit collection activities whenever it is needed
External relationships
Existing and new Customers
FS Channel Partners
FS Partners
FS OEM’s
FS Trade Associations
Required skills: Education, Experience / knowledge, Role specific skills.
Experience leading sales, marketing, product and field service teams
Experience in leading international teams
High level of business acumen to be able to discuss, interpret and value the activities of the customer and the potential impact of solutions
Solution selling experience, with experience selling remote connectivity solutions preferred
Negotiation skills (to negotiate up to large business terms)
Contracting / legal skills (to draft and negotiate contracts)
Fuel retail, convenience retail or commercial fuel business background or experience
Experience in sales management, account management and complex sales
Experience in developing, implementing and leading sales strategies
The base compensation range for this position is $250K to $300K per year. Your actual base salary will be determined based upon a number of factors which may include relevant experience, skills, location (labor market data), credentials (education, certifications), and internal equity.Vontier partners with you and your family on your health and wellness journey. Visit VontierBenefits.com to view our benefits. We offer a premium suite of health and wellness programs for you and your family, including medical, dental, vision, disability, and life insurance. With programs for family planning from Maven Clinic to managing diabetes like Livongo, coverage for women's health, support for adult and elder care, paid parental leave, a generous 401(k) plan with matching company contributions, and more. Vontier is here for all stages of life. We also offer paid time off up to 15 days per year, 12 paid holidays per year.The salary, other compensation, and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law.For this specific role, you may be eligible to participate in annual and long-term incentive plans.For this specific role, you may be eligible to participate in an annual bonus plan.WHO WE AREThe world depends on Gilbarco Veeder-Root products to stay moving. We are the worldwide technology leader for retail and commercial fueling operations. We continue to evolve as smart cities, urbanization, electrification of vehicles, and advanced vehicle diagnostics drive the industry forward. Offering the broadest range of innovative, integrated solutions in the industry, Gilbarco Veeder-Root has delivered value, built extraordinary teams, and earned customer trust for more than 150 years. To learn more about us visit: www.gilbarco.com .WHO IS VONTIERVontier (NYSE: VNT) is a global industrial technology company uniting critical mobility and multi-energy technologies and solutions to meet the needs of a rapidly evolving, more connected mobility ecosystem. Leveraging leading market positions, decades of domain expertise and unparalleled portfolio breadth, Vontier enables the way the world moves – delivering smart, safe, and sustainable solutions to our customers and the planet. Vontier has a culture of continuous improvement built upon the foundation of the Vontier Business System and embraced by over 8,500 colleagues worldwide. Additional information about Vontier is available on the Company’s website at www.vontier.com .#LI-CB2"Vontier Corporation and all Vontier Companies are equal opportunity employers that evaluate qualified applicants without regard to race, color, national origin, religion, ancestry, sex (including pregnancy, childbirth and related medical conditions), age, marital status, disability, veteran status, citizenship status, sexual orientation, gender identity or expression, and other characteristics protected by law."
