Manager, Offer Category Management

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.

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* 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...