****** MAP
Job Description Sales & Marketing Program Manager AP
Issued on: Modified: Department:
16-5-2013 AP BM NI
Incumbent: Company:
****** Management AP
Grading:
As HR definition
Department:
BM NI AP
Work location:
Shanghai
Reporting to position:
Director BM NI AP
Reporting to person:
Objectives of the function:
The Sales and Marketing Program Manager New Installation will assist in the development and management of NI related Sales and Marketing activities to enhance sales productivity and achieve sales objectives. Sales and Marketing activities: · NI Market and Competitor Analysis · NI Shape Sales · NI Pricing Policy · NI / EI Customer Excellence The role is accountable for the smooth deployments of Programmes by ensuring plans are developed, set in motion for the successful completion of programs. It is the responsibility of this professional to determine how programs shall work and promote the program to potential KGs for support. Once the new programs have matured, the programs will be handed over to the KGs to manage and develop further to allow the Zone Asia Pacific Business Management NI (ZAP BM NI) team to focus on new projects.
Main tasks:
Sales and Marketing: 1. Perform market and competitor analysis identifying segmentation, target markets, target market positioning and develop value propositions to the target markets. 2. Continually benchmark competitors to understand how ****** products and services relate to the marketplace, relative to competitors in the marketplace. 3. Consolidates and prioritizes product requirements from KGs. 4. Establish clear sales objectives that are ambitious and realistic, animate monthly forecasting and results. 5. Gain insights into value drivers ensuring effective pricing & profitability management. 6. Establish policy and guideline recommendations to management concerning pricing and profitability management. 7. Set pricing objectives with each KG - for example, profit maximization, revenue maximization, or price stabilization (status quo). 8. Execute Group Sales and Marketing initiatives in ZAP. Processes and Tools: 9. Increase the productivity and results of ZAP sales force by deploying superior sales and marketing processes and tools. 10. Monitor and analyse market acceptance through BID/HIT Rate, C1% sold and CSS performance translating this into statements defining purposeful gap closing actions. 11. Compile and analyse market intelligence data of ZAP KGs and provide overview of market segments (size, potential, trends, forecasting), ensuring processes are in place to anticipate or adjust for market changes. 12. Compile Zone input for product strategy, group strategy and KGs. 13. Contribute to strategy and business planning for the ZAP BMNI. Human Capital: 14. Secure sales force capabilities by defining ZAP training and development needs and supporting CLD in roll-out of Sales Skill Academy.
Management grade:
As HR definition
Signatory right:
As per local definition
Number of direct subordinates:
1
Number of indirect subordinates:
0
None
Direct budget responsibility:
Indirect budget responsibility:
As per local definition
As per local definition
Education:
Master degree or above (e.g. engineering or business administration)
Professional experience:
10-15 years working experience in B2B environment with strong exposure to sales, marketing and customer relationship management or management consulting. E&E industry experience is a plus.
Languages:
English must, Chinese very good to have
IT:
Common business tools i.e. MS Office, Lotus Notes,
Professional skills:
Self-motivated, result oriented Team player Project management skills is a must
Preferences:
Willing to travel in zone AP
Core Competences
1
2
3
4
Description
1 = not so important – 4 = very important
Customer Orientation
Customer Orientation is the understanding and a will to search for, work on and meet or exceed customers‘ needs. Customer may be internal or external.
People Orientation
People Orientation implies a genuine intent to foster the development of others and to care about their motivation and learning.
Achievement Orientation
Achievement Orientation is a concern for working well or for competing against a standard of excellence, one’s own past performance, the performance of others, or objective measures.
Impact
Impact is the ability to positively persuade, convince and motivate others to work towards organizational objectives.
Self-Confidence
Self-Confidence is the belief in one’s capability to accomplish a task and to select an effective approach to a problem.
Leadership
Leadership means the intention and the ability to take the role of a leader of a team or other groups, to work effectively together.
Additional Competences
1
2
3
3
Description
1 = not so important – 4 = very important
Information Seeking
Information Seeking is the drive to seek out relevant information and to scan the environment.
Change Leadership
Change Leadership refers to the ability to energize and alert groups to the need for specific changes in the ways things are done.
Initiative
Initiative refers to a bias for action and a drive to think ahead of time to take needed actions.
Innovation
Innovation means the drive and the ability to improve performance by doing the new things.
Analytical Thinking
Analysis Capability is the ability to understand a situation or a problem by breaking it up or seeing in a step-by-step way.
Conceptual Thinking
Conceptual Thinking is the ability to identify patterns or connections between situations or data using creative, inductive or conceptual reasoning.
