The Offering Specialist supports lifecycle direction and management for the profit and loss of a suite of Armstrong offerings.
In addition to annual initiatives, the key accountabilities of this position are:
STRATEGIC DEVELOPMENT
- Analyzes macro trends, addressable markets, growth rates, trends, new and existing competition, where Armstrong is targeted, where Armstrong could target, how Armstrong will differentiate, financial aspirations in each segment of market
- Executes VOC (Voice of Customer) and VOS (Voice of Sales) activities
- Develops the competitive landscape by gathering information such as factual market reports, outlooks, shares, and win-loss data, in ongoing way to inform and refine the offering strategy
- Generates and creates the business proposition for capital investment, market growth, and improved market position of the offering category
MARKET AND PRODUCT DEVELOPMENT
- Identifies market and product development opportunities and presents them to Leadership for investment in accordance to the firm’s investment criteria, vision, and financial hurdle rates.
- Identifies target market segments and vertical market sectors to be pursued in their addressable markets and can translate these into target key accounts for Sales Plan execution
- Develops target segments and verticals and target accounts in their addressable markets
- Supports the Offering Roadmap in context of Strategy, with high quality value propositions envisioned alongside compelling business cases, and awesome delivery of value propositions, including compelling launch and in market support.
OFFERING CATEGORY MANAGEMENT
- Contributes to the Annual Business Plan and the delivery and execution of the Plan
- Manages revenue, standard margin and sales contribution goals globally and across the selling territories.
- Manages the execution of the pricing strategy – price list, ARMs, other incentives and rewards, variable cost structure, with annual targets to reduce product cost by line
- Owns the Lifecycle of offerings – from introduction, maturity, pricing first time, ongoing price mgmt., ARM structure, retirement, and end of life sku’s; all coordinated to achieve business plan targets and improving inventory turns goals
BUSINESS OPERATIONS
- Works with Operations to ensure delivery against requirements of target market. Monitors metrics and works with Operations on improvement plans where required.
- Works to improve Quality and Delivery
- Manages the marketing and communication program for the offering including awareness, consideration, hit rate and conversion needs for business, working with Corporate Marketing and Communications team, for all offerings in that area.
- Works collaboratively with Sales to be sure right multi-channel model maximizes reach and profitability, and works to tweak channel model structure and incentives to continuously approve and exceed strategy and annual business plan goals
Role Requirements
- Educational requirement: Degree in Engineering is a must; Master’s in business administration (MBA) or equivalent business training will be an asset.
- The ideal candidate will possess a minimum of 2 years experience in working with a related product line (heat exchangers and expansion systems) in a similar industry with International and North American market experience. 5-7 years of experience working with product development, product management, sales, design engineering, manufacturing and distribution operations in an industrial or commercial B2B environment
- Demonstrated knowledge of product engineering and management principles, general practices and regulations, policies and procedures
- Creative problem-solving skills, conflict management within different organizations (centralized and matrix organizational structures)
- Ability to break down complex problems in a simplified way, conduct root cause analysis and provide clear, well thought-out recommendations.
- Strong, team-oriented leadership skills with presence and a bias for action.
- Self-directed with ability to work autonomously and collaboratively and a focus on results.
- Ability to communicate in an open and authentic manner in all situations