Offer Manager PCA BU Jumpers & Accessories Systems

The Offer Manager is responsible for the Nexans offers portfolio (products, systems and services) and is accountable for the complete P&L statement of his/her offer. His/her day-to-day role is to develop the offer portfolio (with evolutions or new offer) and offer policy and pricing associated. He/she ensures both development of sales as well as improvement of the Partner experience and Customer experience with his/her offers.

Mission

For the Jumpers offer :

• He/She studies the market and its competitor and identifies opportunities to develop the offer in selected market verticals, in alignment with the marketing strategy.
• He/She contributes with the Sales team, to the support of existing End-Customers accounts, to the acquisition of new ones, and to technical prescription on End-Customer projects.
• He/She gathers customer needs in order to translate them into feasible technical concepts which are developed into new products and potentially services.
• His/her day-to-day role is to manage the complete offer and project lifecycle from the offer to the delivery and aftersales. He/she ensures this proper project execution in coordination with all functions (Technical Department, Sales, Production, Purchasing, Supply Chain, Customer service).

Purpose

Main business expectations

• Develop new offers, products, systems & services and establish the offer pricing based on market study, collection of End-customers' needs, competitive intelligence
• Manage offer, products, systems & services portfolio's whole lifecycle from ideation to development to launch and scale to retirement
• Monitor and ensure compliance with the pricing strategy for the BU
• Develop sales by enlarging existing accounts or developing new accounts, in line with the commercial policy
• Provide technical advice/recommendation to answer End-Customers project needs
• Day to day follow up of Jumpers projects execution in coordination with stakeholders from all functions
• Train Nexans and its Partner's Sales and Sales support teams on the offers, products, systems & services USP

Other business expectations

• Instill innovation in collaboration with the Design Labs in developing the offering of new products, systems and services
• Work in collaboration with the whole marketing team to improve the visibility and attractivity of the offers, products, systems & services
• Follow offers, products, systems & services portfolio sales and evolutions

Key dependencies for maximizing collaboration and subsidiarity

• Coordinate with local production and sales teams as well as teams located in the BG to manage the assortment, including products and services roll-out
• Elaborate and organize an internal network to source pricing policy and follow competitor pricing evolutions to make appropriate decisions
• Communicate the pricing strategy to other functions

Areas of responsability

Develop new offers, products, systems & services and establish the offer pricing based on market study, collection of End-customers' needs, competitive intelligence

• Study the market and its competitor and identify opportunities to develop new offer in alignment with the marketing strategy (Market share and share of wallet)
• Develop new offers (products systems & services) in line with clients' needs
• Build offer specifications (technologies, quantities, services, etc.) and coordinate R&D, Design Lab, Plant, Sales. in order to propose the right offer at the right cost of production (Technologies, Quantities, Services etc.) and with the right time-to-market
• Develop for each offer an offer policy in order to maximize offer penetration and profitability
• Define the appropriate pricing on products / offers, in line with the group's policy, depending on multiple factors (go-to-market, client value, clients' specific requirements, competition)
• Prepare go-to-market

Manage offer, products, systems & services portfolio's whole lifecycle from ideation to development to launch and scale to retirement

• Is responsible for the P&L statement on his offer
• Is accountable for the full iterative life cycle of an offer portfolio, with focus on Time-to-Volume = Launch and Scale of the offers
• Lead the Offer Launches
• Develop an expertise on product portfolio : from costs to design and applications
• Collect and analyze customer feedback on the offer
• Follow competition offer portfolio under all aspects
• Identify changes and evolutions in the offer portfolio in line with clients' needs and expected service level
• Update offer portfolio with the evolutions and define evolution of the pricing conditions in accordance with expected service level
• Implement offer evolutions in the market

• Monitor and ensure compliance with the pricing strategy for the BU

• Define the appropriate strategy with regards to specific products and clients at BU level

• Monitor the compliance of the pricing strategy of the BU with those defined by Corporate strategy
• Anticipate price evolutions in order to adjust to market and clients' needs
• Define mix optimization guidelines for price-up

• Develop sales by enlarging existing accounts or developing new accounts, in line with the commercial policy

• Identify leads in the existing accounts by exchanging information with the End-Customer Squad Team Leader
• Mobilize a strong expertise on Nexans offer knowledge to present Nexans products and services to prospects in physical or remotely
• Personalize the sales speech to the interlocutor and emphasize how the offer will address their needs
• Respond to calls for tender on specific projects

• Provide technical advice/recommendation to answer End-Customers project needs

• Understand specific pain points and identify the End-Customer needs on specific projects
• Build quotation package for a specific project in collaboration with the End-Customer Squad Team Leader
• Provide technical expertise to End-Customer projects based on experience
• Interact with End-Customer in person or during webinars to promote Nexans offer
• Select and propose additional products or bundled offers to perfectly answer all client needs (even unexplicit ones)

• Day to day follow up of Jumpers projects execution in coordination with stakeholders from all functions

• Support Customer Services to answer RFQs (technical analysis of the requests / BOM construction / industrial assumption / costing / leadtime...)
• Follow up project execution in line with customers commitments until on-time delivery
• Coordinate customers' audits, FAT, visits
• Follow up aftersales activities
• Contribute to S&OP with sales forecast, markets trends...

• Train Nexans and its Partners Sales and Sales support teams on the Offer USP (unique selling proposition)

• Define sales training program on the offers
• Provide trainings to Nexans and Nexans partners on the offers

Location: France, FR

Posted Date: 9/19/2024