Senior Offering Manager - Sustainability Solutions
Company: Disability Solutions
Location: Atlanta
Posted on: May 18, 2024
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Job Description:
Driving Infinite Possibilities Within A Diversified, Global
Organization
The Honeywell Senior Offering Manager Manager is responsible for
developing and optimizing an offering portfolio strategy, with a
focus on electrification solutions and sustainability. This
strategy is crafted based on customer insights, competitive and
market intelligence, and executed to enhance the electrification
offerings, market position, organic growth, and financial return of
the product portfolio throughout its lifecycle. The Senior Offering
Manager collaborates closely with cross-functional departments,
such as engineering/R&D, manufacturing/sourcing, software
development, internal sales, field sales, marketing, and Honeywell
senior executives, to maximize the growth, development, and return
on investment of the organization's product portfolio, aiding
customers in meeting their sustainability goals and achieving net
zero targets. In pursuit of portfolio expansion and growth, the
Senior Offering Manager will also lead the evaluation of M&A
opportunities and partnership engagements, assessing strategic fit
and potential value creation opportunities.
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Key Responsibilities:
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Market Research & Competitive Landscape. Understand big-picture
market drivers, challenges, competitors, and overall business
environment. Identify critical gaps and execute primary/secondary
research to address or leverage the Strategic Marketing Team to do
so. Calculate the maximum potential market size (Total Addressable
Market - TAM) with help of the Strategic Marketing Team, evaluate
the solution for commercial viability, and calculate Share of
Demand (SOD). Continually assess market traction and
competitiveness to re-evaluate New Product Introductions (NPI),
pricing, or end-of-life (EOL) actions.--
Voice of Customer & Segmentation. Able to conduct both VOC and
Observational VOC (OVOC) by spending time with customers. Perform
continuous discovery to identify and articulate the high value
problems customers have, and the linkage of those problems to how
customers make money. Connect key customer stakeholders and what
our offerings do for them, and which needs drive purchase
decisions. Evaluate sources of disruption and understand the
customer decision journey and how to utilize key personas to
transition to each step. Perform customer market segmentation
analysis.--
Value Proposition & Competitive Positioning. Identify and state the
target segment and problem to be solved in value propositions.
Understand the value drivers and quantify them relative to the Next
Best Alternative in value propositions. Perform competitive
analysis of Honeywell products and services vs. the Next Best
Alternatives. Work with Customer Marketing (CM) & Commercial
Excellence Teams (CE) (i.e. Sales and Service) to communicate value
propositions and their monetary values to the customer.--
New Offering Management. Translate customer and business needs into
actionable product requirements. Provide customer marketing with
appropriate information on offering, target segments and value
propositions for effective sales collateral and campaigns. Ensure
requirements of each participating function are accurately
represented in the product plan and launch timeline.--
Business Models & Pricing. Define the appropriate value capture
model (one-time sale, subscription, service, outcome-based, etc.)
and pricing strategy based on appropriate value share relative to
Next Best Alterative, and ensure implementation by the commercial
excellence team. Develop financial models for new and current
offering, quantifying and balancing expected revenue against
investment and ongoing fixed and variable costs to estimate
projected margin, operating income, revenue, and return on
investment. Develop a negotiation walk to close a sale for/with
sales. Utilize a management operating system (MOS) to track pricing
- PVA (price-volume analysis), etc. Demonstrate variable margin
understanding and the linkage pricing has to margin
performance.--
Portfolio Lifecycle Management. Understand, articulate, and own the
financial impact for portfolio decisions (both P&L & balance
sheet) and ensure alignment with business strategy. Build and
maintain a multi-year roadmap which includes a detailed 1-year plan
and take action relative to changing market conditions, competitor
actions, and new entrants. Effectively manage products across their
lifecycle from demand planning of new offerings through SIOP on
ongoing basis through including managing End of Life (EoL). Apply
80/20 analysis to portfolio to define offerings that should be
sunset and appropriate pricing during sun setting and address
sourcing factory utilization impacts.--"Due to compliance with U.S.
export
control laws and regulations, candidate must be a U.S. citizen,
U.S. permanent
resident, or have asylum or refugee status in the U.S."
YOU MUST HAVE:
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Leader with 6+ years of experience in Product Management,
Marketing, R&D/Engineering and/or in an offering-specific
domain, with a track record of demonstrated, recognizable
results
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WE--VALUE
An undergraduate degree, preferably in an analytical (e.g.
economics, math, engineering, marketing, management, etc.) or
technical discipline.
Experience in Product Management, Marketing, Sales,
R&D/Engineering, and Domain-specific, complemented by formal
training. An MBA is not required but is preferred. Prior experience
working in a matrixed organization a plus. Demonstrated Honeywell 9
Behaviors.
--Additional Information
Keywords: Disability Solutions, Atlanta , Senior Offering Manager - Sustainability Solutions, Executive , Atlanta, Georgia
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