www.eriks.ca OPPORTUNITY PROFILE Area Vice President (Canada)
ABOUT ERIKS Founded in 1940, ERIKS is a leading international industrial service provider offering a wide range of innovative, high-quality mechanical engineering components and associated technical and logistics services from 140 locations across the United States, Canada and Mexico under four companies including Lewis-Goetz, Rawson, Industrial Controls, and ERIKS Seals and Plastics. ERIKS is a wholly owned subsidiary of SHV Holdings N.V., a privately held family company headquartered in the Netherlands. From agriculture to power generation and from oil and gas to petrochemicals, ERIKS North America provides a local presence and infinite possibilities, backed by ERIKS worldwide network of resources and know-how from more than 60 companies with locations in 21 countries. ERIKS North America was recently ranked 20th on Modern Distribution Management (MDM) magazine s 2017 list of Top 40 Industrial Distributors. ERIKS employs over 7,500 individuals, serves approximately 200,000 industrial customers (business-to business), markets a range of more than 680,000 articles and sends out more than five million shipments every year. The ERIKS group currently consists of more than 65 group companies with branches in 27 countries. The geographical focus of the group s activities is in Europe and North America, where about 95 percent of its sales are achieved (total sales of EUR 1,800 million in 2013). ERIKS recognizes the role it plays in the distribution chain and in society as a whole, and sustainability and corporate social responsibility are anchored in its strategy and operational management. LEWIS GOETZ Lewis Goetz/ERIKS Industrial Services (www.lewis-goetz.com) was acquired by ERIKS in 2011 and has grown to become the North American leader in critical hose, sealing and belting products that keep business running, and by providing an unparalleled level of service not just parts. The company s Canadian Division has 16 branches across the country and a manufacturing plant in Collingwood, Ontario. The company s mission is to consistently deliver the highest quality products and value-added service to customers through experienced, innovative, and dedicated employees. THE OPPORTUNITY Reporting to the President & Chief Executive Officer of ERIKS North America, the Area Vice President (AVP) provides leadership and guidance to the Canada operations for the purpose of achieving and exceeding company growth, profitability, and asset management goals. As the organization continues to integrate the complementary businesses into a One ERIKS model, the Area Vice President, Canada will drive organic growth and enhanced profitability, across Canada through vertical market diversification, solutions-oriented technical sales, running the service center operations P&L, and the strategic positioning of its unique value proposition in the market with current and new customers. Becoming the preferred industrial products and services provider for our OEM and MRO customers will require the organization to unite under a new structure. The structure, One ERIKS, will create a platform for the integration of its multiple North American acquisitions. To achieve the company s vision for current and future Canadian customers while delivering increased returns, the Area VP will focus on driving organizational and organic growth and integration through: Portfolio Management involving a balance of its traditional markets with growth in non-traditional segments selling the entire ERIKS NA product portfolio into diversified markets. Margin expansion through the use of operational excellence metrics and P&L management. On-time and the highest quality delivery to all customers in every segment. Managing a team of highly effective sales, District Managers and service center personnel. The AVP will understand local market areas of responsibility in terms of existing industry and opportunity for growth, will identify potential opportunities for the Canada region, and will be responsible for leading and managing that growth. The AVP will develop and implement strategic strategies that are in-line with corporate and global strategies, and will work with other Area Vice President s to ensure congruency among practices in North America. They will act as a liaison between Corporate and Distribution pertaining to all significant operational, financial, and strategic decisions.
As the leader for the Canadian division, the AVP will also build and lead a team of professionals, and provide strategic and tactical leadership in identifying and developing new potential business directions and initiatives, health and safety, human resources, and quality assurance. The AVP leads a management team comprised of three District Managers and an Area Operations Director. The AVP also works closely with the management team at the Collingwood manufacturing facility. Significant travel (75%) is expected with this position. A valid driver s license and passport are required. Key Roles & Responsibilities Engages, empowers, and leads a team of sales and operations professionals through progressive leadership practices focused on accountability and delegation of authority. Is responsible for sales and marketing functions in the region, including sales force management and market research. Facilitates and manages sales growth for Canada area in conjunction with the Product Business Unit Leaders and 3 Canadian District Managers. This leader will work closely with other functional leaders and the product division teams to: Work with Service Center Managers to ensure growth and EBIT goals are met. Implement strategies to grow relationships with existing customers (Share of Wallet). Develop technical solutions for customers in collaboration with the Product Business Units. Penetrate and expand into new customers by focusing on the company s core target markets. Maintains an unwavering and 100% commitment to safety policies and procedures. Is responsible for the P&L of the service center network for the Canada Region of ERIKS North America (140+ employees and more than 15 operating locations). Provides regular updates to the President and Chief Executive Officer on the state of the sales, significant opportunities, and hurdles regarding the successful completion of the area strategic plan. The Area Vice President Canada is also responsible for: Key account management in conjunction with the VP Business Development New business development in conjunction with the Product Business Unit leaders Specialty accounts such as EPC (Engineering, Procurement, and Construction). Supports and enhances the culture of high-value customer service excellence. Displays sound financial acumen while growing the region s value in a responsible, profitable, and sustainable manner. Oversees the annual forecasting process to ensure business and financial results. Monitors the performance of the region and reports successes, future expectations and ongoing needs to management. Reports on overall progress and results against operating and financial objectives including courses of action for improvement. Offers guidance and provides direction on business matters, including operational policies and processes/procedures, new business initiatives and management of existing relationships. Fosters a success oriented and accountable environment. Makes local decisions that adhere to company policies, standards, and goals. Is responsible for the creation and negotiation of high level national contacts and proposals. Provides expertise and help drive success on several projects and committees. Collaborates with Human Resources and Legal to mitigate risk and ensure legal compliance. Pursues and participates in continuous professional development for self and team. Complies with the employee handbook and company policies governing associate conduct. Ensures the compliance of all Federal and Provincial law including; employment law, environment, quality, and health and safety.
In the role, the successful candidate will be expected to introduce new tactics and metrics throughout the business to further transition the culture to one that is proactive, solution sales-oriented and results-driven. THE PERSON Qualifications Bachelor s degree in a related field (e.g. engineering and/or business administration), a Master s degree will be an asset. Experience with driving change, business integration and leading diverse teams is considered attractive. An experienced P&L and commercially minded sales leader with a strong external market focus and an understanding of the markets and customer groups (e.g. industrial services, solution-selling to OEM /MRO customer types) important to ERIKS. Has a record of accomplishment providing an outstanding customer experience in past roles and managing and delivering financial results across a technical, solutions-oriented business Understands and embraces the value of coengineering and customer service with regard to developing long-term, meaningful relationships as an industrial solutions provider of choice to ERIKS customers. Understands and has experience in a technical sales process to include the concept of cross-product package sales tailored to unique customer needs with keen attention to customer priorities such as total cost of ownership. Has experience leading teams by creating strategies and plans that lead to a successful implementation within a matrixed organization: Creating a series of initiatives and priorities with corresponding related metrics to drive growth and set goals on both a company and individual level Knowledge, Skills & Attributes Is capable of motivating and influencing people to take action. Able to drive business plans, goals, incentives and accountability clearly and concisely. Develops and produces innovative ways to deliver the entire ERIKS NA portfolio of products and service to generate business across a complex organization that is striving for integration. Has a proven ability to coach, mentor and develop a sales organization by integrating disparate businesses and practices into one go to market approach. Extensive relevant executive management experience, and in providing oversight to operational, financial, and strategic objectives. Proven experience in managing branch operations growth strategies. Experience in providing leadership to, and managing growth and employees in a diverse organizational cultural environment (as a result of acquisitions). Has provided leadership in a changing environment, and creating high levels of employee engagement. Superior financial acumen and strategic orientation. An innovative, forward-thinking leader, with an outstanding record of accomplishment in a rapid growth environment. A clear understanding of overall corporate strategy, and experience in developing related local and regional strategies. Leadership: Communicates and models the company s mission, vision and values; leads by example and stands behind personal actions; takes informed risks in pursuit of continual improvement. Able to lead and manage the operations of the Canadian division and be effective and responsive in implementing strategies that address business requirements and align to the company s strategic and growth plan. Excellent leadership skills - inspires enthusiasm, creates positive employee engagement, models standards of professionalism, and ensures that direct reports deliver timely and exceptional results. Sales Management: Proven sales experience and a demonstrated track record of delivering against sales targets. Has a passionate desire to win in the marketplace and grow the business. Demonstrated history of setting ambitious goals and delivering results effectively and efficiently, and ensuring customer interests are served.
Business Acumen: Ability to navigate financial information, build business cases and make sound commercial judgements. Able to execute a compelling commercial vision in keeping with the ERIKS business model. Makes decisions that balance a variety of factors (e.g. cost, risk, short-term vs. long-term impact) to achieve an optimal outcome. Understands industry trends with an ability to deal with complexity, market inflections and disruptive market forces. Executing for Results: Driven to succeed with a high results-orientation and sense of urgency. Possesses a flexibility and willingness to roll up sleeves, and take on any task that needs to be accomplished. Able to drive business plans, goals, incentives and accountability clearly and concisely throughout the entire organization and across disparate business units. Participates as a management team member providing leadership in operations within the organization and furthering the strategic corporate agenda. Leading Teams: Creates and fosters a winning culture of SHV values (www.shv). Has a humble nature and a hands-on approach. Ability to mobilize and motivate cross functional and virtual teams effectively, with a highly collaborative and engaging style. Possesses skills that inspire enthusiasm, provide direction, create positive engagement and ensure delivery of timely and exceptional results. Capacity to build and develop a team can quickly establish credibility and rapport. Understands and flourishes in a highly matrixed environment. Teamwork: Promotes and enables cooperation across the company and business units; positively affects morale; facilitates/builds understanding, acceptance and support for company operations and initiatives. Building Relationships and Using Influence: Excellent negotiation skills, achieves win-win with key partners in tough situations. Highly articulate makes arguments in a compelling manner and comes to the point. Demonstrated ability to persuade individuals and groups. Builds support systematically and at multiple levels, not overlooking stakeholders or functions. Customer and Vendor Relations: Works to understand needs and expectations; focuses on providing optimal service; solicits feedback and responds in accordance with the company s image and mandate; represents the company professionally. Excellent customer relationship and partnering skills. Able to effectively manage internal and external relationships and partnerships. Entrepreneurial, Proactive & Progressive: An innovator with an assertive, friendly nature who is approachable and welcomes feedback. A self-starter who is diplomatic, intuitive, has strong negotiating skills, sensitive to other s input and can adapt easily in a growth environment. Best Practices/Continuous Improvement: Understands, defines and seeks, best practices in the field of operations. Innovative, creative and open to new ideas. Seeks opportunities to improve services within available financial resources. Integrity: Takes responsibility for actions and decisions; aligns actions and words; demonstrates honest and ethical behaviours in all company related business transactions. Communications: Excellent communication skills (verbal, written and presentation). Communicates expectations clearly and effectively; reports and/or requests actions, and provides information effectively; encourages others to contribute and communicate openly. Coaching: Monitors personal and organizational performance and provides timely and constructive feedback; creates a safe and open environment in which all can contribute/participate effectively; fosters self-worth in others and facilitates confidence and acceptance within the organization; enables a culture of worthwhile and meaningful work and contribution; proactively addresses performance issues in a constructive manner. Decision Making and Problem-Solving Skills: A confident decision-maker. Seeks and considers input of others. Able to make difficult decisions and to communicate these decisions effectively. Able to anticipate problems and deal with them proactively. Recognizes priorities and changing approaches. Shows common sense and intuitive judgment abilities. Demonstrates a common-sense approach. Thorough and accurate. Follows through on difficult decisions.
Additional skills and attributes include: Ability to balance competing priorities. Strong passion and commitment to quality hires with demonstrated results. Strong change management skills. Holds self and others accountable for results. Continuously sets the bar higher and higher for self and team. Able to deal with ambiguity and understands pan-north America needs. Excellent planning, prioritization and organizational skills. Stays objective and fair in assessing different points of view, including own point of view. COMPENSATION A competitive compensation package will be provided including an attractive base salary and excellent benefits. Further details will be discussed in a personal interview. FOR INFORMATION: PLEASE CONTACT Anurag Shourie or Sonny Kapoor Davies Park Suite 501 Fox One 10226 104 Street NW Edmonton, AB T5J 1B8 Phone: 780-420-9900 Email: Edmonton@daviespark.com