RESPONSIBILITIES

Maximize the sales & profitability with existing offers

• Optimize local offer portfolio, selecting relevant products & versions.
• Identify need for existing offer adaptations & complement to better match local customer needs and regulations/norms; build the business cases to get decision to go from the Business Line (BL) marketing team.
• Identify new end user segments, applications &/or channel (including Brand Labelling) to be develop to boost sales with existing offers
• Contribute to Yearly Performance plan construction & local structuring; (Cust. Action plan, Communication plan, sales people training). Support execution & follow up.
• Perform regular Pricing assessment and propose major evolution of price positioning (or evolution of discount policy). Measure impact of those evolutions.

Contribute to introducing new offers on the Region/Country market

Support country/region marketing team in:

• Identifying growth ambitions related to new offers: analysis of the PAM, setting of target market share, associated price positioning, identification of KSF (Training, Spec, Business model evolution)
• Be the voice of the Region in the PROJ process
• Defining country/Region launch strategy with the new offer project marketing leader
• Positioning the offer (targeted customer segments, channel to markets)
• Positioning the price: price list setting versus existing country/region price policy
• Framing the communication plan to be defined and deployed by local MarCom team

Contribute to identifying & building new profitable growth plans

In strong cooperation with Region/Country managing director & marketing managers:

• support market intelligence activities
• Identify PAM enlargement potential, with our without new channel development.
• Identify key success factors & evaluate strengths & weaknesses of the company to implement it efficiently; Focus on offer evolution or creation needed for these growth plans.
• Build & defend the business cases. Support the implementation.
• Evaluate potential 3rd party partners or targets for alliances or acquisition.
• Evaluate potential of new business models (@region/country level) and conditions of success.
• Support country/region marketing teams activities in lobbying activities among regulation/standardization local bodies

Support the country marketing & sales teams on main projects and customers to achieve our common target on territory; Bring business line expertise (product, service and application) in front of customers

• Support the country sales teams in major customer conversion process, focus on major business stake customers; advice on price level, MOQ, logistic offer, payment conditions…); prepare escalation following our Delegation Of Authority (DOA)
• Support the sales in performance deployment (in the field)
• Support country for major Communication & Prescription events (exhibitions, customer seminars)
• Participate in Monthly S&OP to highlight major changes

REQUIREMENTS

• More than 10 years in sales, marketing and BD working experience in Un-interrupted Power Supplies System (UPS) industry or adjacent sectors
• Strong leadership competency
• Experienced in working with international/multicultural teams
• Engineering degree or equivalent, electrical or energy field. MBA would be a plus.
• Fluent in Chinese and English ( French as plus)