Sales and Marketing Manager for Fire Detection and Alarm System (FDAS)
Bosch Group
Taguig City, Metro Manila, Philippines
23h ago
Job Description

Country Marketing

  • Develop and implement the country (cluster) market strategy for a defined product group and responsible for BU turnover and IM margin of respective country (cluster)
  • Analyze BU market situation and take actions (marketing mix) to gain market share and improve market positioning
  • Conduct competitive analyses (portfolio and pricing) with major competitors and provide feedback to BTBU/MKR-FIR and BT-BU/MKP as well as BT/CSO
  • Inform, support and challenge sales organization of the country (cluster) for the specific product group
  • Manage product launch in the country (cluster) (create launch plan, run launch and evaluate)
  • Support knowledge transfer to all relevant parties in the country (cluster)
  • Support application design team/technical support team (2nd level)
  • Plan promotion basket for the country (cluster) and initiate sales campaigns
  • Support sales and business development team in customer/influencer/end-user management & visits
  • Manage price positioning/maintenance and repositioning needs; ensure up to date price lists
  • Contribute to product and service development by anticipating market trends end-user- and customer needs
  • Provide input for business planning, sales action planning and regular review of planning/forecasting
  • Support and ensure local certification of relevant products according to official standards by defining the needs and participating in local bodies/associations in alignment with ST/SAG
  • CSO demo stock and life cycle management
  • Coordinate and support local inventory sell-off programs (EOL, excess inventory)
  • Define country (cluster) product portfolio incl. local for local product requirements
  • Handle CSO spot pricing requests for BU
  • Support local cross-BU activities (i.e. events, trade shows)
  • Responsible for proof reading management in their respective countries and languages
  • Provide input for country (cluster) specific annual action plans and support achievement

Sales Channel Management Distributors (DI)

  • Responsible for sales turnover and margin for FIR business with respective customer portfolio
  • Ensure sales targets by increasing share of wallet with existing customers and developing potential new ones
  • Actively manage customer portfolio focusing on large accounts and defining efficient ways of serving small accounts
  • Develop, implement and follow-up on customer strategy for defined customer portfolio
  • Identify additional business opportunities (esp. Cross-selling) with existing customers and take action
  • Conduct regular customer visits and establish close relationships
  • Make use of coop marketing and point of sales activities to support distributors' sales and evaluate success
  • Make active use of specific sales IT tools (CRM, SAP, Cheetah, etc.)
  • Timely inform supply chain on extraordinary demand (e.g. special sales actions, big projects) which is not covered by regular forecast
  • Provide feedback on market trends, customer needs and support collection of competitor information (portfolio as well as industries)
  • Support cross-border opportunities
  • Support regional/global key account and key influencer activities of BT/SKA-xx and BT/SBV-xx
  • Act in line with regulations on permanent establishments which might create limitations to the above

Sales Channel Management System Integrators (SI)

  • Actively manage customer portfolio focusing on large SI accounts and defining efficient ways of serving small SI accounts via telesales or distributors
  • Regularly follow-up on status of projects with customer and initiate common activities to ensure projects
  • Work closely with BT/CSO-SBV to ensure that projects are covered properly in all stages and handed over timely from ST/SBV to sales

Sales Channel Management Specialized Accounts (SA)

  • Regularly follow-up on status of common projects with customer and initiate common activities to ensure projects
  • Identify additional business opportunities with existing customers and take action

Business Development vertical/country

  • Develop, implement and follow-up on business development approach for key verticals
  • Generate, follow-up and win project leads in country (cluster) and focus vertical
  • Actively get involved in tender specification of large projects, drive specification of ST and convert these tenders into leads
  • Present, discuss, adjust and follow-up on technical and commercial solutions with the end-user and all relevant parties
  • Ensure and achieve with large end-users that ST is preferred supplier and that ST products are specified as preferred solution
  • Focus on specific local vertical(s), might include several sub-verticals
  • Actively work with key influencers and end-users and act as Key Influencer Manager for defined local influencers
  • Develop, implement and follow-up on influencer development plan for defined local key influencers
  • Identify, visit regularly and win the main decision makers within a vertical or within key influencer organization
  • Plan and organize key influencer events; participate if required in trade shows, congresses and support PR activities
  • Support Account Management upon request of customers in vertical specific or complex project solutions
  • Participate in local IPP events to generate leads

Qualifications

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Additional Information

***Kindly attach your resume in your application. Only shortlisted candidates will be contacted.

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