Regional Managing Director - ENSCO - Sydney

Job description
ENSCO Inc. is seeking a Regional Managing Director (RMD) to drive ENSCO’s business growth in advanced rail technologies and services in Australia and lead the initial operations of ENSCO Rail Australia. For more than 40 years, ENSCO has led the rail industry in developing new technologies and services that help customers improve the quality of their operations while making travel and commerce safer. ENSCO’s offering includes track measurement systems, autonomous inspection systems, machine vision track imaging systems, decision support and track asset management and associated services. The successful candidate must have business development, operations and technical experience in the rail technology market and have a proven track record of success in growing business in Australia. The selected candidate will be an “A" player who possesses the determination, strategic thinking and entrepreneurship necessary to rapidly build a portfolio of business in Australia, overseas from the ENSCO Corporate Headquarters. The candidate will report jointly to the ENSCO Vice President, Strategic Programs and the Vice President, ENSCO Rail.

The successful candidate will be responsible for the following areas:
-Leading the development and execution of the strategic plan for ENSCO’s rail offering in Australia.
-Developing, maintaining, and leveraging business relationships with current/potential customers, teammates/subcontractors, consultants, and agents. Leveraging relationships with key personnel responsible for facilitating trade between the U.S. and Australia/Southeast Asia.
-Developing and implementing customer contact plans and win strategies to generate at least $5M in new bookings in Australia the first year with increasing bookings goals in subsequent years.
-Identifying and qualifying at least $10M in new opportunities in Australia in the first year with increasing goals in subsequent years.
-Maintaining a thorough understanding of customer organizations, budgets, programs, requirements and priorities.
-Leading the new business capture process including creating pursuit/capture plans, holding Pursuit Reviews, facilitating Bid/No Bid decisions, and leading proposal development for rail bids in Australia.
-Leveraging international trade agreements to benefit business growth.
-Working with the technical staff in Australia and the U.S. to develop innovative solutions to meet customer needs.
-Establishing and operating a headquarters for ENSCO Rail Australia.
-Developing and presenting papers in Australia and Southeast Asia.
-After the first year, leading development and implementation of a strategy to grow ENSCO’s rail business in Southeast Asia. Leading development and implementation of a strategy to capture avionics, weather and/or national security business in Australia.

Desired Skills and Experience
General Education/Years of Experience
BS or equiv; 10+ yrs exp w min 5 yrs mgr exp
Qualifications Required (Skills)
-Bachelor's Degree in Engineering or the Sciences or related discipline; or equivalent.
-Minimum of 10 years of business development experience and 3 years of profit and loss experience.
-Rail technology-related knowledge, skills, experience.
-Existing relationships with key personnel in Australian rail organizations (i.e., mining, freight, passenger).
-Ability to conduct analysis of new markets and competitive analysis and to lead market penetration efforts.
-Demonstrated, verifiable track record of capturing a minimum of $5M bookings per year with increasing bookings growth over time. -Proficiency in the capture process from opportunity identification, qualification, pursuit, proposal development and post proposal through award, demonstrated via attained win rate in current position.
-Demonstrated ability to drive multiple initiatives to success in a timely manner.
-Skilled in developing internal and external partnerships and technical solutions that will greatly enhance our competitive edge in winning new business.
-Effective in leveraging corporate and line organization functions and resources that are separated by significant time and distance to develop and close on business.
-Knowledge of existing U.S./Australia trade agreements, the organizations and personnel responsible for facilitating trade and the proven ability to leverage these resources to win business.
-At least a decade of experience with competitive commercial pricing for products and services reflected in a track record of strong win rates and profitability.
-Experience in branding and strategically positioning an offering in the Australian market.
-Success with profit and loss responsibility and other dimensions of line management.
-Works well with all levels in the organization and is able to adapt quickly to different internal and external customer needs.
-Strong negotiation skills.
-Passionate about results with a strong sense of accountability, metrics and ownership.
-A bright, quick, articulate self-starter with excellent interpersonal and presentation skills.
-International travel will be required.

Qualifications Desired
-Advanced degree in a technical field.
-Technology or systems development experience in the transportation domain.
-Demonstrated global sales results.
-Demonstrated past experience entering into and growing new markets.
-Sales experience in Southeast Asia.
-Experience in start-up operations.
-Familiarity with the Australian avionics, weather and national security markets.
-Knowledge of the U.S. Foreign Corrupt Practices Act (FCPA).
-Active participation in industry associations and professional organizations.

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