Director, Product Management and Customer Solutions, Applied - APAC

Job Title: Director, Product Management and Customer Solutions, Applied - APAC
Contract Type: Permanent
Location: Singapore
Reference: WD30132055316
Contact Name: Theresa Del Castillo
Job Published: November 30, 2021 20:37

Job Description

Reporting directly to the APAC Vice President, Sales & Commercial Excellence.
• The Director, Product Management & Customer Solutions, Applied domain will be responsible for leading and managing Applied Line of Businesses in APAC, strategically overseeing all of the products with the domain and driving the organizations to meet or exceed its growth and profitability objectives.
• Responsible for developing and implementing strategies in product solution sales management, business development, national account management, product technical support, closely work with country sales team lead to deliver growth in sales, market share, product and brand vitality.
• Driving the share of our product market share in the region in our new and existing install base
• Proactively lead in expanding our product portfolio by driving investment through localization, OEM and new product development for APAC markets
• Ensures good alignment of the product portfolio with APAC growth strategy. Responsible for proposing investment or de-investment in products and concept projects based on the defined strategy, market data, cost and schedule
• The LoB leader will represent the region and work closely with Global Products and Technology Teams to influence and shape the global strategies for the LOB and leading the deployment with the country sales teams in the region.
• The LOB leader will also share internal and external case studies, references and best practices with a focus on continuous improvement and drive sales excellence.
• The leader will also lead and drive the Basis of Design (BOD) activity throughout the region to drive sustainable and profitable growth for the Applied business
How you will do it

• Establish as key contact, and maintain close working relationship with Global Products & Technology Teams, in accordance with corporate and regional sales goals, pricing, products development and new products feedback associated with the designated territories/market served. Represent the assigned region / market as the LOB leader with global teams to develop market knowledge and expertise to enable sustainable growth.

• Establish and maintain relationship with key customers of high locally impact or with regional presence, closely working with APAC account management and local sales team to develop account management plans driving growth and customer satisfaction
• Drive BOD initiative in countries with the country sales leader, focus specific verticals, segment of market, strategic projects to sell product values and life cycle saving proposition, create and maintain strong longer term opportunities pipeline.
• Lead the strategy development to promote and increase awareness of our product and solution offerings in the region, especially for new product introduction (NPI) in the market.
• Work with APAC marketing and local sales team for the requirements on such promotion and events, including industrial association participation, exhibitions, tradeshows, etc.
• Work together with Global Products and Technology Teams and local Sales team to analyze and evaluate assigned area regarding sales trends, sales potentials, evolving customer needs, technologies, market competition, economic/business conditions, and distributor performance, recommend changes in geographical, sales programs and go to market distributorships to make area operation more effective in meeting sales volume quotas. Develop a deep understanding of evolving customer needs, technologies, market trends and legislative changes, drive innovative ways to grow the business, increase market penetration and maximize margin.
• Build and expand APAC product line and application portfolio for geographic markets to increase our share and market penetration. Drive APAC product strategy with PBUs (global product business units), and manage resolution of product gaps/feature gaps working closely with PBUs.
• Manage PBU product catalog (Product Mapping for markets, Price Setting). Build product positioning guidelines, relevant battle cards and marketing collateral.
• Overseeing quarterly product performance reviews across all global products and evaluate overall progress across product portfolios and product line success
• Operationally drive excellence by sharing best practices in opportunities secured, customers relationship, application and technical issues and learning across regions
• Conduct regular cadence with countries’ sales team to address on products, sales, operational, training and capability building needs.

What we look for

• Degree in Engineering/Business or equivalent relevant experience

• Strong knowledge of digital Product/Portfolio Management and commercial sales with more than 15 years of relevant experience in the HVAC domain, market & customer segmentation analysis
• Ability to prioritize, take a high-level view, and adjust when needed. Strong strategic leadership and influencing skills
• Digital acumen and fluency to be able to integrate a host of digitally-enabled applications (e.g., digital connectivity, IoT)
• Global acumen with demonstrated success collaborating and influencing across regions
• Strong ability to synthesize the needs of the customer to develop new offerings and deliverables
• Demonstrated expertise as a cross-functional thinker and collaborator
• Comfortable in driving cross functional teams and working in a matrix organization
• Strong business acumen with experience managing a P&L
• Strong project management and analytical skills
• Motivated, self-starter who works well independently
• Excellent communication and interpersonal skills, both internally and dealing with external stakeholders.
• Success working in cross functional teams
• Experience in effective relationship/conflict management
• Demonstrated Customer Service mindset
• Knowledge of Microsoft Excel, Word and Power point software
• May need to travel overseas as and when required.

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