EMEA Segment Director – Electrical Sector

Eaton’s mission is to improve the quality of life and the environment through the use of power management technologies and services. We provide sustainable solutions that help our customers effectively manage electrical, hydraulic, and mechanical power – more safely, more efficiently, and more reliably.

As a power management company with 2020 sales of $17.9 billion, Eaton provides energy-efficient solutions that help our customers effectively manage electrical, hydraulic and mechanical power. We have approximately 97,000 employees across the world and sell products to customers in more than 175 countries.

For more information, visit www.eaton.com.

Primary function:

The primary function will be to lead the EMEA segment team and drive the continuous evolution of our segments strategy. The segment team ensures that the organization aligns to serve our end-market requirements and share a common vision of the value we create for those markets’ participants.

The segment leader will work together with internal stakeholders to define, and if needed drive, the transformations required to achieve Eaton’s vision around the Energy Transition and Digitalization in our targeted segments, reviewing our end-markets sub-segmentation, description of the new problems customers will face, and driving the definition of how we can create value. S/he will take the lead in defining business models and aligning offers from various divisions, and help solving offer gaps via identification of potential partnerships or acquisitions.

The leader will drive a standard approach to strategy setting within the region for each segment and subsegment that the region operates in, and work with the commercial leadership on the growth plans required to achieve our long-term growth goals.

Specific functions:

Develop and coach the segment team to:

• In a very dynamic market (COVID, Energy Transition, Digitalization….), continuously identify the most important sub-segments within each vertical, mapping the related go-to-market evolution, the main stakeholders and clarifying their key issues and expectations; Be proactive in suggesting strategy adjustments, help the organization to become more agile in optimizing the local strategy for the segment.
• Identifying the trends (technical, society, economical) and changes ongoing in each sub-segments / customers;
• Understand current, future needs of customers / end users and support the Business Units/Product Management to define the customer pain points we need to address and differentiate in specific sub-segment/applications/use cases.
• Support the Business Units to develop a differentiating offering, with a strong value proposition impacting the segment growth on short term and long term. Build a 5 year roadmap for each segment / application including integrated offering from all the BUs.
• Co-develop with the Business Units and Sales new revenue, contract models (outcome based, recurring revenue, service contracts) adapted to each segment/sub-segment/application.
• Map existing offering/capabilities gaps to win in particular sub-segment/application and drive alignment with BUs and Sales to set up partnerships and maximize our share (new sales and pull through)
• Work closely with the channel leaders, key account team, the zone leaders and the business units to refresh, adjust the Go to Market, securing / upgrading current traditional business and developing new Go To Market required to win in Energy Transition and Digitalization (recurring revenue, services).
• Drive the standardization and approach to strategy setting within the regions for each segment and subsegment that the region operates in.
• Together with the Marcom teams, develop all the required assets enabling value selling, and helping our partners/channels and consultants to expand their footprint/impact/share.
• Maintain the competition landscape/share of demand up to date and market data (PAM, TAM, SAM), identify and be proactive in seeking for SAM extension for the segment as per market dynamic.
• Support the data team and market intelligence team to improve the definition of the segments, sub-segments, applications and customer types that will enable more accurate and automatic reporting.

Update and deploy M&A governance for EMEA with stakeholders (Heads of division, Head of Sales & Marketing, President of EMEA, corporate EMEA team in America)

• • Accountable for defining segment specific needs for partnership and M&A
  • As per need, be part of a target company assessment, can be till due diligence
  • Ensure continuous improvement of the process, including the market intelligence team

Support the leadership team as per strategic planning (Profit Plan, 5 year strategic plan, Operational reviews, Play To Wins, Senior Leadership Council).

Develop, implement, maintain segment / product roadmap with the Product Manager heads to ensure visibility to the ES EMEA senior leadership, business units GMs and the sales organization on the offering that will enable to reach the Profit Plan and the 5 year strategic plan for each segment.

Support/Drive special missions related to strategic initiative (e.g.: new sub-segment, application assessment)

Continue to deploy and improve the Play to Win methodology enabling to define, describe the winning strategy per country and per segment. Ensure tight local execution within CSO through growth framework methodology.

Qualifications

• University Degree in Engineering: Electrical Engineering, Automation Engineering or equivalent knowledge
• Complementary Business degree a plus
• 8 years of experience in Engineering companies with relations to the relevant market
• Great learning and listening ability
• Leading changes
• Ability to work in a highly international environment / in virtual teams / in a matrix organization
• Ability to think and act strategically
• Must be strongly customer-oriented
• Good written & oral communications skills
• Good presentation skills
• Good interpersonal skills
• Fluent in English

We make what matters work. Everywhere you look—from the technology and machinery that surrounds us, to the critical services and infrastructure that we depend on every day—you’ll find one thing in common. It all relies on power. That’s why Eaton is dedicated to improving people’s lives and the environment with power management technologies that are more reliable, efficient, safe and sustainable. Because this is what matters. We are confident we can deliver on this promise because of the attributes that our employees embody. We’re ethical, passionate, accountable, efficient, transparent and we’re committed to learning. These values enable us to tackle some of the toughest challenges on the planet, never losing sight of what matters.

Job: Marketing

Region: Europe, Middle East, Africa
Organization: ES EMEA Region

Job Level: Executive
Schedule: Full-time
Is remote work (i.e. working from home or another Eaton facility) allowed for this position?: Yes
Does this position offer relocation?: Relocation from within hiring region only
Travel: Yes, 50 % of the Time