Job Summary:
Accountable for the long-term profitable growth of offering. Manage the marketing of the ABB offering to targeted market segments, and managing offering through all of its life cycle phases, according to market needs and Division/Product Group/Business line strategy and targets. Support business results by overseeing all steps of the offering life cycle including development, launch, go-to-market, maintenance, pricing, and profitability. This would cover both the LV and MV Product portfolio of System Drives Division.
Main Accountabilities:
Market situation analysis
- Leads market intelligence analysis.
- Understands and defines current market segmentation and related offering positioning including relevant regulations and standards e.g. on HSE or cyber security (both external and ABB internal).
- Identifies potential gaps in portfolio, both against competition and new market opportunity
Existing products
- Owns the technical and market specification for the offering and determines a offering business plan that supports sustainable growth.
- Leads life cycle management process, analyses current offering, defines and tracks performance metrics, plans appropriate measures (e.g. enhancements, cost reductions, phase-outs) and makes decisions on offering obsolescence and end-of life to ensure current and future market requirements are met and maximize profitability.
Internal/external interface
- Acts as interface between external market and internal functions (e.g. Sales, Operations, and Research & Development), forecasting volume trends on a regular basis to ensure Operation's capability to fulfil customer orders.
- Sets targets and monitors offering costs, giving inputs to Operations functions (e.g. Supply Chain Management, Engineering, Production) to maximize competitiveness and profitability.
New product development
- Contributes to development of new portfolios by leading customer need and value analysis, planning the roadmap to create maximum value, follow-up of offering portfolio performance.
Product market communications
- Initiates and drives product market communication strategy, including product launch planning and implementation.
- Manages different channel to market scenarios in coordination with channel partners and Marketing & Sales to ensure best market coverage.
Product values
- Defines product customer value proposition per segment and channel and ensures clear communication to channels and users, to deliver clear offering positioning within the portfolio with defined values per offering line.
- Offering to market & pricing management
- Responsible for offering profitability and margin.
- Drives the annual business planning process and facilitates agreement between sales demand and supply.
- Monitors global sales target fulfilment and tender volumes and takes action as appropriate.
- In preparation for new product launch, and otherwise as required, defines pricing strategies and manages global frame agreements and/or large scale cross border projects to ensure one ABB approach.
- Process development and training
- Continuously develops product management processes and tools, including interfaces to other key functions and develops sales and tendering tools to support the Sales organization.
- Initiates creation of external and internal product training modules and programs.
Sustainability
- Creates a Sustainability strategy for the global Offering portfolio, supporting ABB's commitment to circular economy.
- Local scope - Product lifecycle, Profitability, Product monitoring, Analysis, Sales support, R&D, Marketing plan, People leadership and development
- Manages new offering launch and life cycle from phase-in to phase-out. Coordinates and supervises the product road map.
- Defines and oversees recovery plans as necessary.
- Responsible for the profitability and life cycle of offering by defining pricing guidelines and market position.
- Oversees inventory levels and sales volumes on a regular basis to ensure ability to fulfil customer orders.
- Tracks and analyzes offering performance and trends in terms of volume and profitability.
- Coordinates analysis to evaluate market and contribute to marketing plan development.
- Understands relevant regulations and standards e.g. on HSE or cyber security (both external and ABB internal).
- Ensures technical and commercial support to Sales force for critical or special negotiations.
- Works with Research & Development (R&D) to propose and evaluate product feasibility projects and roadmaps for new offering and variants.
- Collaborates with internal Marketing and Sales teams to define the marketing plan, including marketing communication activities, training activities and sales initiatives.
- Ensures (with HR Manager support) that the area of responsibility is properly organized, staffed, skilled and directed.
- Guides, motivates and develops direct and indirect subordinates within HR policies.
Education:
BE/BTECH - Electrical Engineering & similar discipline.
Drives Experience is mandatory - VFD's (Variable Frequency Drives), LV Drives/MV Drives, AC Drive/DC Drive, PCB Development etc
All Interested candidates can share their resume to [Confidential Information]
