Offering Manager

Role Description

Title:                      Offering Manager, Modular Performance Systems

Reports to:             Global Director, Product Management

The Offering Manager, Modular Performance Solutions, is accountable for building and managing a series of performance envelope based modular solutions for the HVAC and Fire markets.

This position is located in Toronto, with regular travel to our global locations in the UK, India, USA, Europe and Asia Pacific.

In addition to annual initiatives, the key accountabilities of this position are:

Strategic Direction and Leadership:

• Develop, refine, and maintain the offering strategy based on macro trends, addressable markets, growth rates, competition analysis, and financial aspirations.
• Conduct Voice of Customer (VOC), Voice of Sales (VOS) and Voice of Partner (VOP) initiatives to inform all elements of offering management.
• Gather and integrate competitive intelligence, market reports, outlooks, and win-loss data to refine the offering strategy for recurring services
• Create business propositions for capital investment, market growth, and improved market position.
• Engage with strategic industry associations and standards-setting committees relevant to market objectives.

Value Stream Development

• Develop a series of performance envelope based modular solutions that respond to the needs of fluid flow and heat transfer in buildings
• Build out the product portfolio prioritized around our focus market segments (district energy, data centers, energy upgrades)
• Operate within the AGILE structure by leading the value stream and securing the resources and support required from the communities to build a business that rapidly transitions to predominantly modular performance solutions set of offerings
• Work with sales to gather the Voice of Customer to determine the product roadmap
• Identify and manage the totally market volume (TAM), potential market volume (PAM) and available market volume (SAM) for Modular Performance System globally

Lifecycle Management

• Define Business Systems operating requirements and functional configuration for successful implementation of the Offering Plan.
• Work with Business Systems Leaders and Operations Leaders to ensure delivery against target market requirements, monitoring metrics and implementing improvement plans.
• Collaborate with Commercial Sales Directors and Operations Leaders to optimize Customer Experience with Quality and Delivery of the Offering.
• Drive the marketing and communication program for the offering, including awareness, consideration, hit rate, and conversion, working with Corporate Marketing and Communications team.
• Work with Sales to ensure the right multi-channel model maximizes reach and profitability, continuously improving channel model structure and incentives.

Offering Management:

• Execute the Annual Business Plan and initiate real-time adjustments to ensure delivery of financial results.
• Collaborate with Commercial Sales Directors and Operations to achieve plan revenue, standard margin, and contribution goals globally.
• Maintain all product support materials, including selection and analysis engines, training principles, technical submittals, and installation/operation instructions.
• Manage the lifecycle of offerings, including owning launch quality and timelines, adoption, renewal of recurring services, ongoing price management and obsolescence.
• Provide annual plan input and direction to functional teams across the organization to meet Offering Category requirements.

Role Requirements

• University Degree in Engineering; an MBA would be an asset
• 15-20 years of experience working with engineering, manufacturing and -distribution operations in an industrial environment
• Deep and broad understanding of fluid flow and heat transfer in the built environment
• Well-honed customer-facing communication and negotiation skills
• Experience managing global teams
• 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