Role Category Manager - RSA Rack System and Accessories Rack, PDU & Accessories)
Location: India
Background - Over all 8-10 years of experience in IT Racks & PDU channel sales / IT Racks & PDU Business development / Sales with Alliance Partners (IT Racks & PDU) / C&SP White Space or Offer Management (Min 7-10 years RAA)
T&E Category Management Charter is Accountable for: Launch effectiveness (at region level): Ambition set up, Region's commitment, Competition analysis, Marketing Mix (4 Ps), Sales enablement, Zonal introduction plan (Ella)
NPIs Sales Performance of New Product Introductions (3-year Post RTS)
Zonal business support: the Trusted advisor of the Region (Growth/Strategic initiatives, Product Localization Plan, Emerging businesses, simplification/ sustainability/ Efficiency programs
Large project Deal support, Pricing strategy, SIOP)
Alignment & Prioritization of offer roadmap an d project Backlog with Zonal needs : the
Voice of Market/Customers in front of all LOB functions.
Lead handshake with Regions and LOB. Highlight & prioritize offer gaps, share market insights through continuous VOC's.
3 Main Goals: - Define and communicate the customer's imperatives that feed the offer creation process through business case validation and ensure their execution through to launch and delivery.
- Deliver on the commitments of T&E P&L by ensuring commercial teams execute on the offer related commitments made to the LOB, while actively monitoring post launch activities
- Lead the deployment of T&E Strategic growth initiatives in the Regions.
Reporting: The Regional Rack Systems Category Manager reports into the Regional Transactional & Edge Category Lead for International & EAJ
Key responsibilities in detail: - Drive the overall business performance RAA (Rack System and Accessories) business for International.
- Drive growth through T&E AI Offers, Drive T&E AI pipeline.
- Monitor key competitors in the industry benchmark new products against these local competitors.
- Voice of customers: Conduct VoC for the new products. RAA VoC from end users. Identify 15-20 trusted end users per zone. -
- Ensure RSA launches in International & EA.
- Follow up with zonal team to gather forecasts and feedback on new product introductions.
- Investigate new applications for existing offer or new offer.
- Conduct regular cadences with local commercial teams.
- Accountable for regions' business commitments during the offer development cycle
- Lead new offer introduction reviews in the region and drive corrective actions.
- Determine in collaboration with the country commercial teams the appropriate GTM strategy for Rack Systems offers in the region.
- Assist the commercial organization to execute on the GTM strategies for new offer introductions.
- Trainings & enablement of Internal Sales team, External includes Channel/Alliance Partners/ End users.
- Support sales in successfully wining opportunities -including special projects and large deals.
- Provide support with Quality Monitoring and Resolution activity when required.
- Work with extended teams within marketing, supply chain, and global functions to deliver support on core offer related requests.
- Support Large deals, custom rack projects for C&SP specific deals. Track the custom projects and work with offer management on timelines.
Desired experience: The ideal candidate will have a proven track record working across functional teams, including end-user sales teams, transactional channels and enabling growth plans through organizations. Specifics experience needed:
- Bachelor's degree Electrical Engineering or master's degree in business management
- Product Expect (Rack Systems & Accessories)
- Strategic, Fluent in English, Excellent Presenter
- 12-20 years of working in experience in IT Racks & PDU channel sales / IT Racks & PDU Business development / Sales with Alliance Partners (IT Racks & PDU) / C&SP White Space or Offer Management (Min 7-10 years RAA)
- Understand the offer creation process and experienced in creating business cases.
- Ideally from the same industry (Rack Systems & Accessories)
- Team player able to communicate, partner and motivate cross-functional groups towards mutual success.
- Passionate about innovation with good analytical skills to identify and address market gap and opportunities.
- Organized and good at managing multiple projects in parallel.
- Preferably based in Delhi / Bangalore.
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Responsibilities
Role Category Manager - RSA Rack System and Accessories Rack, PDU & Accessories)
Location: India
Background - Over all 8-10 years of experience in IT Racks & PDU channel sales / IT Racks & PDU Business development / Sales with Alliance Partners (IT Racks & PDU) / C&SP White Space or Offer Management (Min 7-10 years RAA)
T&E Category Management Charter is Accountable for: Launch effectiveness (at region level): Ambition set up, Region's commitment, Competition analysis, Marketing Mix (4 Ps), Sales enablement, Zonal introduction plan (Ella)
NPIs Sales Performance of New Product Introductions (3-year Post RTS)
Zonal business support: the Trusted advisor of the Region (Growth/Strategic initiatives, Product Localization Plan, Emerging businesses, simplification/ sustainability/ Efficiency programs
Large project Deal support, Pricing strategy, SIOP)
Alignment & Prioritization of offer roadmap an d project Backlog with Zonal needs : the
Voice of Market/Customers in front of all LOB functions.
Lead handshake with Regions and LOB. Highlight & prioritize offer gaps, share market insights through continuous VOC's.
3 Main Goals: - Define and communicate the customer's imperatives that feed the offer creation process through business case validation and ensure their execution through to launch and delivery.
- Deliver on the commitments of T&E P&L by ensuring commercial teams execute on the offer related commitments made to the LOB, while actively monitoring post launch activities
- Lead the deployment of T&E Strategic growth initiatives in the Regions.
Reporting: The Regional Rack Systems Category Manager reports into the Regional Transactional & Edge Category Lead for International & EAJ
Key responsibilities in detail: - Drive the overall business performance RAA (Rack System and Accessories) business for International.
- Drive growth through T&E AI Offers, Drive T&E AI pipeline.
- Monitor key competitors in the industry benchmark new products against these local competitors.
- Voice of customers: Conduct VoC for the new products. RAA VoC from end users. Identify 15-20 trusted end users per zone. -
- Ensure RSA launches in International & EA.
- Follow up with zonal team to gather forecasts and feedback on new product introductions.
- Investigate new applications for existing offer or new offer.
- Conduct regular cadences with local commercial teams.
- Accountable for regions' business commitments during the offer development cycle
- Lead new offer introduction reviews in the region and drive corrective actions.
- Determine in collaboration with the country commercial teams the appropriate GTM strategy for Rack Systems offers in the region.
- Assist the commercial organization to execute on the GTM strategies for new offer introductions.
- Trainings & enablement of Internal Sales team, External includes Channel/Alliance Partners/ End users.
- Support sales in successfully wining opportunities -including special projects and large deals.
- Provide support with Quality Monitoring and Resolution activity when required.
- Work with extended teams within marketing, supply chain, and global functions to deliver support on core offer related requests.
- Support Large deals, custom rack projects for C&SP specific deals. Track the custom projects and work with offer management on timelines.
