Offer Category Management Manager

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 cycle
• Lead 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 management
• Product 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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