Manager, Offer Category Management

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 and 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 cycleLead 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 managementProduct 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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