Regional Segment Manager I&C/GTC NA

Job Purpose

Regional responsibility & ownership for the segment ensuring setting & delivery of regional mandate in alignment with the global segment mandate. Contributes to the revenue and profitability targets for the segment by defining and executing in the region the (sub) segment strategy (including elements such as Go To Market models, Innovation, winning value proposition, product offer, specification and approvals, and related communication tactics) and activating local sales teams providing guidance on “where to play” and “how to win” with proper training and sales pipeline management review, including active customer facing involvement in key account opportunities.

Key Accountabilities1

Strategy definition and implementation

• Formulates the Regional Segment Marketing Plan in close coordination with the regional marketing manager and BU Global Segment manager assuring alignment with global segment strategy and marketing plan
• Translate agreed strategy into winning value proposition for the (sub-)segment
• Operationalize strategy into sales execution plan with identified target key accounts in selected (sub-)segments; ensure strong connection to the sales pipeline and teams
• Collaborate closely in the sales process to win identified strategic opportunities
• Monitors regional revenue, profitability performance and pipeline for the segment against agreed mandate and target, conducts financial analysis to identify opportunities for improvement and intervene based on identified gaps
• Validates and screens the market on new high potential markets and validates (future) customer needs and translates this into updated or new Regional segment strategy and sales execution plan
• Works closely together with key stakeholders and their related functions such as the Regional Commercial Director, Regional Marketing Manager, Regional Sales Manager, Global Product Manager (respective segment), Regional Product Manager, Marketing Communications, Regional R&D, Specification Sales team and Key Account Managers to ensure translation of segment strategy into operational action planning
• Drives and monitors implementation of the regional plans and drives course correction where needed

Key Accountabilities2

Product portfolio alignment

• Takes ownership to translate (future) customer needs, such as sustainability improvements, into new product and service innovations. Lauch new products in coordination with Global Product Manager  
• Provides input to strategic direction (such as future portfolio definition, stock policy a.o.) and optimization opportunities of the regional product portfolio to the Regional and Global Product Manager
• Participation in IBP monthly regional PMR to update on project progress

Customer proximity

• Gets in depth and independent understanding of customer needs and the Customer Decision Journey within the region as well as for key customers through market research, regional sales teams, customer visits and attending trade shows. Based on this define and own independently the Voice of Customer and related market insights
• Translates needs into clear value propositions and a clear marketing offering and develops these propositions in close cooperation with BU Global Segment Manager
• Gives insights and customer needs back to BU to secure applicable innovation roadmap
• Supports implementation of sales process improvements like CRM and Customer Needs Based Segmentation

Key Accountabilities3

Commercial guidance

• Is a champion of the Interpon brand and presents portfolio internally and externally
• Drive the usage of Social Media and other online marketing tools by the sales teams
• Provides warranty or approval guidance based on consultation with sales and R&D
• Provides pricing guidelines on new product launches and overall pricing where applicable
• Be familiar with all applicable corporate and site policies/procedures with regard to personal conduct, HSE standards and always in compliance with all applicable regulations

Experience

• Curious Mind: always wanting to learn more, understand the question behind the question, willingness to search and dig deeper to find out the customer insights and translate into new innovations
• Conceptual Thinker: ability to turn complex information/data and ideas into structured and easy to understand insights, action driven segment plans and value propositions
• Communication Skills: Excellent written, verbal and interpersonal communications skills and the ability to interface effectively with stakeholders across all levels in- and outside of the organization
• Bring the right experience: Minimum of Bachelor’s degree in Marketing/Business; 3-5 years of experience in marketing planning and execution; experience with strategy definition and implementation. Specific experience in the industry or commercial environment is a plus.  
• Project and change manager: Ability to lead projects (innovation, process improvement/implementation, product launch a.o.) from start to finish; good sense of stakeholder and change management
• Championing sustainability is a plus: strong affinity with the topic of sustainability and the topic of carbon footprint reduction and life cycle analysis
• Ability to work effective and efficient: Proficient skills in MS office (word, excel, powerpoint), eager to work with various and new IT solutions, enthusiasm on working with Social Media is a plus.
• Potential to add ½ lines on segment  or region specific requirements