Business Offer Manager- Industrial Control & Automation

Description

Define the RTM strategy for assigned channels

• Work with Strategy & Com. Operation to develop/challenge the RTM strategy.
• Contribute to define and adjust the country commercial policy.
• Contribute to define and adjust the country Channel program.

• Create the local Channel growth action Plan (Business Plan) and deploy it.
• Understand main markets targeted by the channel
• Take in account local channel request, bring information to relevant internal relations (Offer Marketing, Global Supply Chain, Finance, BU)
• Based on targeted market understanding and the strategic guidelines define and deploy the actions plan to boost the business thru the channel

• Understand their needs, to propose complementary or new offers
• Leverage the channel and internal organization for scope maximization.
• Approach channel by opinion leader, to convince other channel to follow them.
• Use Pull and push product approach.
• Leverage internal (external) resources to deliver compelling integrated marketing programs that include online and thru salespeople, demand generation, leads management, operational actions plan (either for conquest or retention), launches and campaigns (on segments)

• Use Customer Platforming to classify his /her customer portfolio in Qualify, Grow or Saturate category.
• Develop up sell and retention strategies for channel partners and consumers to improve loyalty, drive retention and profit growth.
• Customer Acquisitions: Qualify new prospects.
• Manage Customer acquisitions and retentions through MarCom Activities (Events, Direct Marketing, Web).
• Define channel relationship: direct or through partner.
• Manage the Customer portfolio in order to size and allocate sales resources.

• Monitor top line revenue, growth and margin for the Channel segment.

• Propose Sales objectives and build the Customer Action Plan for the channels, in order to support the field sales force at country level.
• Leverage internal resources to delivers preferred sales organization and skills, sales tool kits and training.
• Drive at country level the sales force in the dedicated field of customer in order to secure the implementation of agreed commercial policy, logistic offer, sales competency development.

• Engineering Degree preferably major in Electrical Engineering or Automation Engineering. Marketing Degree is a plus.
• At least 5 year experience in sales, operational marketing, channel development, business development in similar industries
• MV/LV/IA equipment/products, Operational Marketing, Price Management
• CIB segment and actual experiences in market players / influencers is a big advantage
• Excellent sales orientation mindset
• Attention to details, self-starters, proactive, ability to learn, result-oriented, good organization & planning skills, good business sense, performs well under a high pressure and dynamic environment. Excellent spoken & written English, good verbal & written communication, presentation/reporting, analytical skills. Good computer skills