Performance As A Service (PAAS) Sales Leader

Overview

***This role is eligible for remote work from home***

The ATS Global Service team is a dynamic, change-leading team that drives the delivery of value-driven Reliability and Operational Excellence Services to our customers worldwide. Services is a growing component of the ATS globally and offers an opportunity for a motivated individual to create a well-defined offer structure of high-value service solutions to drive ongoing value. 

This role will provide leadership of developing and executing our Performance as a Service (PAAS) offering to our major growing portfolio of customers. This will be achieved by leading the co-ordination of our resources in exceeding our customers’ expectations and ensuring they are supported by our life cycle support strategy. This position requires a candidate with a strong technical background, project management experience, customer relationship development skills and that has the character to influence without authority. The right candidate displays “thought leadership” qualities with a clear ability to drive this new business model and translate solutions into customer financial impact.

The PAAS Leader plays a critical role providing insights, feedback, and strategic direction to ensure that the Performance as Service products meet market demand and drive revenue growth. 
 

RESPONSIBILITIES

•    Develops and executes the Performance As a Service (PAAS) sales, processes, competencies, and customer strategies that drive growth aligned to the PAAS business strategy. 

-    Lead proactive Sustainability elements to ensure continuous performance improvements.
-    Develop and maintain productive relationships with ATS stakeholders around the world. Act as an internal change agent.
-    Ensure that all business activities are performed with the highest ethical standards and in compliance with the ATS Code of Business Conduct.

•    Customer Targeting and Qualification:
-    Interact and influence highest level of customer organizations through effective relationship development and management.
-    Identify target companies and opportunities for PAAS.
-    Effectively articulate the enterprise value to customers (solution selling vs. product selling).
-    Scope out higher probability opportunities for ATS Global Services within target companies.
-    Evaluate industry and market trends to help develop relevant after-sales and service solutions.

•    Propose projects with price and terms negotiation.
-    Helps ensure the closure of outstanding after sales and service financial transactions.

•    Penetrate customer accounts through relationship building.
-    Schedule bi-weekly or monthly program reviews with the customer’s sites to review system performance, open issues, and update on agreed upon actions.

•    Provide high level key account management.
-    Develop the overall Life Cycle Support strategy with the customer for all their assets.
-    Listen to and document customer feedback for distribution to the internal stakeholders.
-    Utilize the CRM to manage accounts, opportunities, support resolutions, record past and future interactions and strategy and provide recommendations to CRM enhancements to facilitate business improvements.
-    Develop and maintain a dashboard of our customer’s asset base and their Overall Equipment Effectiveness (OEE) performance. Leverage that intelligence to support the customer’s goals through our ATS standard service products.
-    Support the ATS Operations teams to facilitate a successful kickoff and onsite execution to achieve on-time, on- budget and OEE improvement goals.

•    Product Development
-    Align product roadmaps with business goals, identifying opportunities for growth, and making decisions that maximize ROI.
-    Work closely with product managers and other stakeholders to prioritize features and enhancements based on market demand and sales feedback.
 

QUALIFICATIONS

•    A post-secondary diploma or degree in a technical field.
•    A minimum of 10 years of experience in project management and service relationship management in an automated manufactured environment is highly preferred but will consider experience in asset management and consultancy background in selling services within a manufacturing environment.
•    Ability to work effectively at higher levels of customer organization.
•    Ability to work in highly complex, cross-functional matrix organizations. 
•    Self-driven, pro-active, resourceful, tenacious and able to influence without authority.
•    Have a thorough understanding of GMP process
•    Fluent in English, written and oral.
•    Experienced in the use of SalesForce or a similar CRM and understands its importance.
•    Possesses excellent negotiating, strategic thinking, time management skills, and is able to co-ordinate multiple projects.
•    Proficient with Microsoft software tools such as Outlook, Word, Excel, PowerPoint, etc.

Ability to travel up to 70%.