Purpose of the Position

Drive world-class uptime for our customers and support our distribution and service channel through:

Ownership of the North American field support and training organization, to drive best-in-class service through our channel; driving and continually improving a “Field Support playbook.”
Ownership of our North American AMO (aftermarket operations/spares) business, to best support our customers and channel while growing our AMO business

Key Responsibilities

Manage our 3rd party distribution/service channel in North America to ensure best-in-class service for our customers, while also supporting our channel partners to maximize both GVR and GVR channel stickiness with customers and ensure service and the GVR channel remains a key competitive advantage for GVR.

Drive training programs to ensure our channel is well equipped to support the channel
Manage the 3rd party channel:
Drive appropriate spares stocking to ensure our channel partners are equipped to quickly resolve customer issues on the first visit
Add and remove channel partners to the GVR network as necessary to ensure adequate service coverage and to maintain standards
Hold business reviews with channel partners (and jointly with customers where needed) to review KPI’s, drive actions needed to close service gaps, and to jointly plan for opportunities; drive continuous improvement of both the channel’s service levels and GVR’s internal field support and support of the channel and customers
Maintains contracts and agreements with Channel Partners, driving changes where necessary

Lead the GVR AMO business for North America

Bookings, revenue and margin responsibility for AMO, analyzing variances and driving corrective actions; includes interfacing with operations through the S&OP planning process
Direct leadership of the NA AMO team (sales, marketing, product management); broadly, drive coordination, business plan and strategy to grow share within existing TAM while driving strategy to expand the TAM
Monitor the competitive environment and drive share gain strategies
Drive the repair and remanufacturing strategy and implementation to better combat 3rd party repair/refurb shops and to better enable GVR and our channel to compete and retain/gain share
Build and execute the strategy to continue to expand the set of AMO offerings to grow the business
Deep engagement with NA channel to ensure sufficient AMO stocking levels to provide world-class service levels for our mutual customers, while working to ensure GVR’s AMO strategy advantages the GVR channel
Deep engagement with end customers to drive needed customer intimacy and meet goals

Internal relationships

Maintaining a strong relationship with Fueling Solutions and Retail Solutions sales teams (to align on the activities of partners where multiple product lines are to be sold)
Facilitates sensible or complex orders to be processed and delivered by coordinating with Sales Administration and/or Customer Service and/or Operations departments
Conveys relevant market insights and analysis to the Brand Marketing function as an input to marcomm and demand generation actions.
Identifies relevant trade shows and events to where GVR should support or partners to maximize customers reach, cooperating with the Brand Marketing function.
Takes initiative and drives the preparation and execution of relevant “partner events”, in house or offsite, in support of product launches and sales target achievement.
Owns the process of maintenance and internal publishing of a coherent “pricelist” for all covered products and services.
Cooperates with Finance function and Regional Management to elaborate sound financial reporting and forecasting.
Develops his/her team talents in cooperation with the Human Resource function, making use of the corporate talent review tools and processes.
Identifies and proposes opportunities for his/her team organizational changes, to improve the impact of the Sales function.
Ensure corporate compliance through the implementation of the programs provided by the Legal team.
Supports Finance department in credit collection activities whenever it is needed

External relationships

Existing and new Customers
FS Channel Partners
FS Partners
FS OEM’s
FS Trade Associations

QUALIFICATIONS:

Experience leading sales, marketing, product and field service teams
Experience in leading international teams
High level of business acumen to be able to discuss, interpret and value the activities of the customer and the potential impact of solutions
Solution selling experience, with experience selling remote connectivity solutions preferred
Negotiation skills (to negotiate up to large business terms)
Contracting / legal skills (to draft and negotiate contracts)
Fuel retail, convenience retail or commercial fuel business background or experience
Experience in sales management, account management and complex sales
Experience in developing, implementing and leading sales strategies

The base compensation range for this position is $170K to $225K per annum. Your actual base salary will be determined based upon numerous factors which may include relevant experience, skills, location (labor market data), credentials (education, certifications), and internal equity.

This position is eligible for bonus potential.
This position can be performed as remote or hybrid, however, a candidate being local to Greensboro, NC is preferred.

Who Is Gilbarco Veeder-root

Gilbarco Veeder-Root, a Vontier company, is the worldwide technology leader for retail and commercial fueling operations, offering the broadest range of integrated solutions from the forecourt to the convenience store and head office. For over 150 years, Gilbarco has earned the trust of its customers by providing long-term partnership, uncompromising support, and proven reliability. Major product lines include fuel dispensers, tank gauges and fleet management systems.

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Who Is Vontier

Vontier (NYSE: VNT) is a global industrial technology company uniting productivity, automation and multi-energy technologies to meet the needs of a rapidly evolving, more connected mobility ecosystem. Leveraging leading market positions, decades of domain expertise and unparalleled portfolio breadth, Vontier enables the way the world moves – delivering smart, safe and sustainable solutions to our customers and the planet. Vontier has a culture of continuous improvement and innovation built upon the foundation of the Vontier Business System and embraced by colleagues worldwide. Additional information about Vontier is available on the Company’s website at www.vontier.com.

At Vontier, we empower you to steer your career in the direction of success with a dynamic, innovative, and inclusive environment.

Our commitment to personal growth, work-life balance, and collaboration fuels a culture where your contributions drive meaningful change. We provide the roadmap for continuous learning, allowing creativity to flourish and ideas to accelerate into impactful solutions that contribute to a sustainable future.

Join our community of passionate people who work together to navigate challenges and seize opportunities. At Vontier, you are not on this journey alone-we are dedicated to equipping you with the tools and support needed to fuel your innovation, lead with impact, and thrive both personally and professionally.

Together, let’s enable the way the world moves!

"Vontier companies are equal employment employers and evaluate qualified applicants without regard to race, color, national origin, religion, ancestry, sex (including pregnancy, childbirth and related medical conditions), age, marital status, sexual orientation, gender identity or expression, and other characteristics protected by law."

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Sr. Director-Field Support & AMO, North America