- To assist VSS and AVI BLMs, and the Customer Center GM, in developing VSS revenue and margin targets and forecasts, and to coordinate measurement and reporting of achievement.
- To define and agree annual VSS share and penetration targets with the VSS and AVI BLMs and the Customer Center GM, to drive the achievement of those targets through the Sales and VSS Operations management teams in the Customer Center, and through supporting organisations such as STCs and Service Supply Chain, and to report on achievement.
- To act as part of Customer Center VSS Business Line management team to develop the supporting infrastructure and resources required to deliver Customer Center and Divisional strategies.
- To manage all aspects of VSS regional pricing policy and discount entitlement management (services and spares), within global guidelines and in collaboration with Equipment Business Line management, to achieve an optimal balance between market share and business profitability in the region.
- To drive, coordinate, and report on the implementation of new VSS Products and VSS Marketing campaigns in the region.
- To contribute to the development and delivery of marketing collateral and training materials for Edwards Service, Sales and Customer Care staff, and channel partners such as ASPs and Distributors if appropriate, to enable them to understand and sell the value proposition across the range of VSS Service offerings
- To collaborate with Sales and VSS Operations management to define VSS elements of integrated equipment and service account plans for key customers (EVSP), to ensure that achievement is regularly reviewed , and to adapt plans as circumstances require to maximise long term total VSS/AVI business opportunity at those customers
- To develop financial models that can be used to quantify and demonstrate the value of performance based service contracts to our customers, to quantify the anticipated risks and rewards for the VSS business, and to monitor and report the actual performance of executed contracts
- To support Sales and Account Managers as required in the presentation of service proposals and the negotiation of commercial terms with customers
- To acquire and compile information on the installed base of equipment supported by VSS in the region, using a variety of structured tools and techniques, and to use that intelligence to propose strategies and tactics to drive increased market share, accelerated revenue growth and increasing sales efficiency
- To acquire and compile information on competitors in the region, using a variety of structured tools and techniques, and to use that intelligence to develop strategies and tactics to build customer preference for VSS offerings over the alternatives available.
- To acquire Voice of Customer input in the region, using a variety of structured tools and techniques, that provides guidance on requirements for VSS product deployment, development and refinement to fulfil real customer needs and drive new business opportunities.
- To work closely with the Global Service Market Sector and Product Managers to represent the needs of CustomerCenter, and to contribute to the success of those teams through the provision of regional inputs and by acting as their representatives in the region. From time to time, the job holder may undertake specific projects on their behalf.
Job Requirements
- Graduate in relevant discipline or equivalent management experience in lieu
- Minimum 7 years experience in an advanced technology environment
- Minimum 5 years experience in a marketing, product management or other commercially oriented role in a Servicebusiness or Equipment sales B2B environment
- Strong relationship development skills
- Strong inter-personal, influencing and negotiation skills, with a proven ability to communicate in a clear and structuredmanner through a variety of media
- Able to apply conceptual and analytical thinking, using qualitative and quantitative tools and techniques, to thesuccessful development and deployment of marketing plans
- In-depth knowledge of Edwards global business processes and systems or a previously demonstrated ability to managecommercial processes using advanced business systems software, preferably SAP, and Microsoft Office applications
- Able to demonstrate evidence of effective project management with consistent achievement of on time, on targetdelivery
- Ability to create problem resolution plans and drive to conclusion
- Excellent communication and administrative skills
- Customer facing experience an advantage, ideally at a managerial level
- The role will require regular and extensive travel within SEA region and occasionally further to other VTBA locations
