Director Value Added Solutions

ABOUT NVENIA

nVenia a member of theDuravantfamily of operating companies is a manufacturer and supplier of integrated solutions and packaging equipment machinery. With over 300 years of combined experience our long-standing brands ofArpac Fischbein Hamer and Ohlson serve end customers in the consumer-packaged goodsfoodand beverage industrial and other markets.

POSITION SUMMARY

The Director Value-Added Services (VAS) is the business owner fornVeniasaftermarket services portfolio and a key member of the commercial leadership team. This roleleadsthe technical consultative selling and commercialization of service offerings that improve customer uptime throughput and total cost of ownership across automated packaging lines. The Director will scale the VAS portfolio by productizing services (e.g. preventive maintenance programsservice contracts retrofits audits training spare part kits and parts regain programs) building repeatable go-to-market motions and enabling field execution through data-driven installed-base insights.

The role requires the application of engineering principles (mechanical systems and controls/PLC integration) combined with advanced technical selling product management and general-management capability to definetechnically-scopedservice products price and govern value capture and lead cross-functional execution from technical discovery through contract and delivery. This role routinely applies engineering principles to translate customer line constraints and equipment design characteristics intotechnically-scopedservice deliverables and retrofit solutions.

KEY OUTCOMES (1224 MONTHS)

• Build and execute a multi-year VAS growth plan with clearmixtargets across service contracts retrofits kits audits training and regain programs.

• Create standardizedtechnically-scopedservice products (SKUs scopes deliverables pricing terms) that can be quoted and delivered consistently with strong gross margins.

• Own the VAS commercial operating system: funnel hygiene forecast accuracy conversion cycle-time reduction and win/loss learning across inside/outside service sales motions.

• Define and execute go-to-market strategy (target segments positioning messaging channels and campaigns) in partnership with Marketing to generate demand and improve attachment.

• Embed VASopportunityvisibility and attachment into lifecycle touchpoints (FSE Technical Support CSR Parts and Equipment Sales) through standard work and enablement.

• Deploy enabling technology and processes (CRM rigor installed-baseanalytics quoting tools customer self-service/portal where applicable) to grow revenue without linear headcount growth.

ESSENTIAL RESPONSIBILITIES

• Lead the VAS commercial organization (inside and/or outside service sales solutions specialists) andestablisha disciplined operating cadence for pipeline creation technical qualification forecast management and performance coaching.

• Conduct technical discovery with customers and evaluate production environments (product handling throughput targets line constraints controls architecture) to engineer service scopes that integrate with existing automation safety requirements and uptimeobjectives.

• Architect and commercializetechnically-definedservice offerings fornVeniaequipment and integrated packaging lines including retrofits reliability upgrades preventive maintenance plans audits training and multi-year service contracts.

• Productize services: define standard scopes technical deliverables labor/material assumptions risk boundaries service-level metrics and handoff criteria so offerings can be quoted and delivered consistently.

• Own pricing architecture and value capture for VAS: build cost-to-serve models set listpricingand discount governance and quantify customer ROI to support value-based pricing and margin expansion.

• Own the VAS funnel end-to-end (lead generation through close and renewals): define funnel stages and qualification standardsmonitorconversionand cycle time and implement corrective actions to improve performance.

• Define and execute VAS go-to-market strategy: segment the installed base prioritize accounts and design campaign plays (parts regain kits retrofit programs audit-to-retrofit conversion contract renewal/expansion).

• Partner with Marketing to develop technical messaging collateral and multi-channel campaigns; ensure marketing programs are measurable and translate into qualified opportunities.

• Align cross-functional contributors (Field Service Technical Support Parts Engineering Product Management Operations) to ensure sold outcomes are deliverable; create closed-loop feedback to improve offer design and delivery quality.

• Serve as an executive-level technical advisor to key customers: present lifecycle optimization roadmaps negotiate technical terms and drive adoption of proactive maintenance strategies versus break/fix.

POSITION REQUIREMENTS

Minimum Education:

Minimum of aBachelorsdegree (or foreign equivalent) in Engineering (Mechanical Electrical Industrial Mechatronics) or a closely related technical discipline such as Industrial Technology or Engineering Managementis required tounderstand the design integration and lifecycle support of industrial packaging automation systems.

ABachelorsdegree (or higher) in Business Administration may be acceptable only when paired with a technical concentration in industrial automation/engineering management and substantial coursework in engineering/technology foundations relevant to electromechanical systems and controls integration.

The core duties require applying engineering concepts (mechanisms tolerances pneumatics sensors/actuators safety interfaces and controls/PLC integration) to architect customer-specific service scopes retrofit solutions and service-level agreements for automated packaging lines.

Required Experience & Skills (Must Have):

• Technical sales leadership: 8 years of progressive experience in B2B technical/industrial sales for electromechanical or automation-based equipment and solutions including 3 years leading a sales organization with forecasting and pipeline governance accountability.

• Services commercialization/productization: proven experience designing packaging and launching service offerings (e.g. preventive maintenance programs service contracts retrofits/upgrades audit programs training spare parts kits) with defined scopes deliverables and pricing.

• Product management or product marketing experience: ability to translate customer and installed-base insights into service product requirements positioning and go-to-market plans; experience owning roadmap launches and adoption metrics for commercial offerings.

• Pricing and value capture: experience building pricing architecture discount governance and ROI/value models; ability to analyze cost-to-serve and improve gross margins through standardization and value-based pricing.

• Funnel ownership:demonstratedcapability to build and manage an end-to-end sales funnel (demand generation through close/renewals) including stage definitions qualification rigor conversion management and win/loss learning.

• Cross-functional leadership: proven ability to lead through influence across service delivery engineering operations parts and marketing to ensure sold outcomes are deliverable and scalable.

Additional Requirements:

• Ability to travel 2540% to customer sites andnVenialocations as needed.

• Strong executive communication skills with the ability to present technical ROI cases and lifecycle optimization strategies to customer leadership.

Preferred Qualifications:

• MBA Master of Engineering Management or a similar graduate degree that strengthens general-management and commercialization capabilities for technical products/services.

• Experience in packaging material handling or adjacent automation industries with exposure to integrated line solutions.

• Familiarity with reliability engineering concepts (MTBF/MTTR) FMEA and condition-based/predictive maintenance program design.

• Experience implementing commercial enablement tools (CRM improvements installed-baseanalytics quoting/configuration tools customer portals) for services growth.

PHYSICAL REQUIREMENTS

While performing the duties of this job the colleague isfrequentlyrequired to sit stand walktalkor hear; uses hands to finger handle or touch objects or controls. On occasion the colleague maybe requiredto climb and work in high places stoop bend or reach above the shoulders. The employee is occasionally exposed to mechanical parts machines and vehicles. The incumbent must occasionally lift push or pull up to 50 pounds. The noise level is usually quiet to moderate but can be excessive in manufacturing and processing environments. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential function.

EQUAL OPPORTUNITY EMPLOYER

nVeniais committed to a culture that promotes long-term career satisfaction andprovidesan opportunity for personal and professional an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.