Job Description
- Assist VSS and AVI Business Line Managers (BLMs), along with the Customer Center General Manager, in setting VSS revenue and margin targets, creating forecasts, and coordinating the measurement and reporting of achievements.
- Establish and agree upon annual VSS share and penetration targets with VSS, AVI BLMs, and the Customer Center GM. Drive these targets through the Customer Center's Sales and VSS Operations teams, as well as supporting organizations such as STCs and the Service Supply Chain, while reporting on progress.
- Be an integral part of the Customer Center VSS Business Line management team, focusing on developing the necessary infrastructure and resources to implement both Customer Center and Divisional strategies.
- Manage all aspects of VSS regional pricing policies and discount entitlements (services and spare parts) in line with global guidelines. Collaborate with Equipment Business Line management to balance market share and business profitability.
- Lead, coordinate, and report on the execution of new VSS products and VSS marketing campaigns within the region.
- Contribute to the creation and delivery of marketing materials and training resources for Edwards Service, Sales, Customer Care staff, and partners (e.g., ASPs, Distributors) to help them understand and effectively communicate the value of VSS Service offerings.
- Work with Sales and VSS Operations teams to outline VSS components in integrated equipment and service account plans for key customers (EVSP). Ensure these plans are regularly reviewed and adjusted to maximize long-term VSS/AVI business opportunities.
- Develop financial models to quantify and demonstrate the value of performance-based service contracts, assess the associated risks and rewards for the VSS business, and track and report the actual performance of these contracts.
- Provide support to Sales and Account Managers as needed in presenting service proposals and negotiating commercial terms with customers.
- Gather and compile data on the installed base of equipment supported by VSS within the region. Utilize this intelligence to propose strategies for increasing market share, accelerating revenue growth, and improving sales efficiency.
- Collect and analyze competitor information within the region to develop strategies that build customer preference for VSS offerings over competitors' alternatives.
- Obtain Voice of Customer feedback through structured methods to inform VSS product deployment, development, and refinement, ensuring alignment with real customer needs and driving new business opportunities.
Requirements:
- A degree in a relevant field or equivalent management experience.
- At least 7 years of experience in an advanced technology environment.
- A minimum of 5 years of experience in marketing, product management, or a commercially focused role in a service-based or B2B equipment sales environment.
- Excellent relationship-building skills.
- Strong interpersonal, influencing, and negotiation abilities, with a proven track record of clear, structured communication across various media.
- Ability to apply both conceptual and analytical thinking, using qualitative and quantitative tools to effectively develop and implement marketing plans.
- In-depth understanding of Edwards' global business processes and systems, or proven experience managing commercial processes with advanced business software, preferably SAP, alongside proficiency in Microsoft Office applications.
- Proven project management skills with a consistent record of delivering projects on time and within scope.
HOW TO APPLY:
Interested applicants, please click on “Apply Now” and provide the below details in your resume.
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