Director of OEM Services - Toshiba America Energy Systems
West Allis, WI 53214
About the Job
We are Toshiba. We have an unwavering drive to make and do things that lead to a better world.
At Toshiba, we commit to raising quality of life for people around the world, ensuring progress that is in harmony with our planet. Our core values include: Do the Right Thing, Look for a better way, Always consider the impact and Create Together.
Toshiba America Energy Systems Corporation (TAES) provides energy industry solutions – new equipment, retrofits, maintenance, outage planning and more – for current and future power generation needs in the Americas, including thermal, hydro and nuclear power plants.
Position Summary
We are seeking an OEM Service Director to work out of our West Allis, WI office. The Director of OEM Services is responsible for continuing the growth and increasing the margins of the OEM Service business. This responsibility includes creating the strategic vision for the service business, overseeing the application of that strategy in opportunities, and maximizing the value offered to customers. The Director of OEM Services will also be responsible for increasing OEM Customer satisfaction of Toshiba Services, securing OEM opportunities and business, and working with our customers to satisfactorily resolve issues.
The Director of OEM Services will provide comprehensive leadership, strategic vision, operational management, P&L accountability, as well as strategic leadership for OEM Services. Accountable for leading the OEM business toward maximum value creation and, through the OEM team, responsible for leading highly efficient operations and tactical execution that can quickly respond to the needs of the OEM market.
The Director of OEM Services will supervise and manage the OEM Account and Service Managers. Effectively communicate OEM Service opportunities and develop detailed strategies to win projects with Toshiba; Develop alliances with key sub-contractors and suppliers; and recruit, train and integrate new members into the OEM Service Business in accordance with the business plan.
Essential Duties
- Always demonstrate the qualities of leadership and guide the business through strategic change.
- Become the face of the OEM Service Business, internally and externally
- Develop a detailed business plan for the OEM Service Business and gain approval from management.
- Work hand-in-hand with our colleagues at ESS to ensure we maximize the strength of Toshiba, and smoothly deal with any transition issues as we grow our OEM market share.
- Achieve OEM Service Department bookings, sales, and gross margin targets.
- Utilize the CRM System in an effective manner to manage and track all sales activities.
- Utilize the CRM System to generate accurate and timely monthly Parts and Services forecasts.
- Regularly communicate forecast opportunities throughout the organization in support of Sales, Inventory and Operations Planning process
- Utilize the CRM System to develop and maintain an accurate five-year Mid-Range Plan forecasting outages and opportunities.
- Develop and maintain a Target Opportunities List detailing opportunities within the CRM.
- Make general presentations to new customers focusing on Toshiba’s strengths and driving value
- Oversee the development of key marketing material needed to support sales and growth.
- Develop strategies for all Service projects including detailed strategies to win and manage project risks.
- Develop business systems required to expand the Service Business (including cost calculation and tendering work instructions, contract management work instructions, and communication work instructions).
- Implement strategies to improve OEM Customer’s satisfaction of Toshiba Service.
- Establish and maintain customer relationships at multiple levels.
- Develop strong links and regular communication with ESS at multiple levels.
- Ensure that contracts are run to the satisfaction of the customer as well as to meet internal targets.
- Develop long-term relationships with key sub-contractors and suppliers so that future projects can be structured in the most cost-effective way.
- Manage and administrate the annual Sales Incentive Plan and ensure the plan remains aligned to business objectives
- Monitor and manage OTD and other related metrics for all products and services delivered including the delivery or customer proposals
Education and Required Experience
- A Bachelor’s degree required, preferable in Engineering or Technical Discipline
- MBA Desired
- Minimum of 10 years of experience in the power generation industry
- Experience with profit and loss responsibility
- Direct Sales Experience
- Direct project management experience
- Direct experience utilizing a Customer Relationship Management tool to track opportunities and generate forecasts.
- Previous experience working within a customer’s organization or closely with Customers is a significant benefit
- Expert analysis, judgment, and decision-making skills
- Direct experience in negotiating technical and commercial matters with ESS.
- Proven ability to listen and reliably communicate well with a remote team. Strong written and oral presentation skills appropriate for interaction with all levels of leadership internally and externally
- Strong technical product knowledge
- Demonstrated ability to manage by influence to achieve our customer’s needs.
Travel
- 50-60%
Certifications and Licenses
- Six Sigma or related process improvement training desired or must be willing to be trained
Physical Requirements (The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.)
The employee must be able to lift up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include Close vision, Distance vision and Ability to adjust focus. While performing the duties of this Job, the employee is regularly required to sit and talk and hear. The employee is frequently required to walk. The employee is occasionally required to stand; use hands to finger, handle, or feel and reach with hands and arms.
Work Environment
The majority of this work takes place in an office and the work environment is that of a typical office environment in a manufacturing setting where noise levels are usually moderate. Frequently the employee will interact with personnel in the plant where he/she may be exposed to higher noise levels.
Additional Info
Toshiba employee enjoy a comprehensive compensation and benefit package including an annual bonus, a generous 401k match, health and wellness programs as well as generous time off.
Toshiba is an Equal Opportunity Employer.
Engineering Services