Product Marketing Manager
Abb - Other Locations
مجموع سنوات الخبرة :16 years, 6 أشهر
• Creates, plans and ensures implementation of the local go-to-market product marketing strategy including definition and communication of product value propositions and product positioning in accordance with the global product marketing strategy.
• Establishes product marketing targets and budgets. Ensures their achievement through regular oversight, and definition and implementation of improvement plans as needed.
• Develops and implements annual marketing plan in conjunction with relevant Business Units/Product Groups. Prepares business plans focused on business development for a defined market.
• Coordinates market analyses with Product Marketing team and Sales team members and defines appropriate forecasts and plans. Evaluates and shares customer research, market conditions and competitor data.
• Oversees sales execution for assigned products by coordinating the preparation of relevant materials and guidance to Sales team(s).
• Drives sales efficiency by ensuring appropriate product knowledge (technical and sales) for each Sales person. Ensures know-how sharing and cross-collaboration.
• Ensures (with HR Manager support) that the area of responsibility is properly organized, staffed, skilled and directed. Coaches, motivates and develops direct and indirect subordinates within HR policies.
• Seeks out and targets new customers and new sales opportunities, initiates plan to
• Participates in sales strategy discussions for assigned area, agrees short and long term goals and negotiates the Product Group sales budget. Creates the area Product Group sales plans together with local sales organization.
• Analyzes customer needs and competitor offers through general market information and information provided by local Sales organization.
• Ensures efficient marketing actions (e.g. product launches) and communication to local Sales organization and customers and communicates the value proposition of the products, systems, service and packages.
• Supports the local Sales organization/customers in determining the most technically appropriate and cost-effective solutions and in the preparation of demanding offers.
• Provides technical support during the technical meeting, product presentations and negotiations and offers product/solution/service related training.
• Responsible for defining the transfer price and selling products, systems and service to local Sales organization focusing on volume, mix and profitability targets for Global Product Group.
• Takes ownership of specific customer cases to ensure efficient customer issue resolution. Responsible for analyzing lost proposals to increase future competitiveness.
• Performs regular status reviews and proposes recovery plan(s) in cases of potential order shortfalls.
• Requests the sales forecast of assigned countries for production planning.
• Provides regular reports of the area sales activities and training
• Seek out and targets new customers and new sales opportunities, initiate plan to approach and secure new business for the company
• Implement and apply sales strategy for Africa, assist the Business Development Manager in various daily tasks.
• Management of client accounts to improve future competitiveness and hit rate
• Travelling countries (Francophone and Anglophone)to build relationships, collect information and preparing market surveys for a new opportunities.
• Supervise and manage Junior and Senior BD officers.
• Develop and maintain strong working relationships with key contacts
• Provide input upwards into the organization to set the company strategies in coordination with Regional and Business Development Department Managers and with the cooperation of the Regional Tendering Manager formulates and implements strategies for the development of the company’s business geographically and quantitatively within the region.
• Adjust or change the organization to respond to the changing environment, technology, market conditions, financial challenges, competition etc.
• Plan, organize and control implementation of work towards the achievement of goals and objectives.
• Identify prospective projects and cultivates business contacts with authorities and other prospective clients, consultants, etc.
• Involved in the projects lifecycle from bid, negotiations, close and delivery.
• Prevent work related conflict and resolve them if they emerge.
• Liaise with the Business Development Manager and the Regional Manager for better coordination of business development activities and guidance or approval as needed.
• Prepare pre-qualifications submissions as well as classification and registration procedures for the region.
• Oversee the organization of regional photographic archives and the preparation of specialized project lists for prequalification purposes. Provide input regarding updates for brochures, printed material and internet. Provide recommendations/ evaluation reports regarding company participation in Trade Fairs, Exhibitions, conferences and other events. Obtain adequate details & photos per Project.
• Build and maintain good relationships with existing and prospective customers.
• Adapt within pre-qualifications, those project execution methods that comply with Company’s and Customers’ HSE requirements.
• Market survey, competition analysis, local regulations, local partners.
• Ensure compliance with respective corporate policies and procedures.
• Comply with Corporate Governance rules, Company’s systems, Policies and Procedures.
• Assist in continuously improves the performance of the Department.
• Responsible for Selling LV and MV product in export market.
• Prepare tenders and review contracts
• Manage and reply all enquiries in francophone countries
• Participate in the important meetings and negotiations with customers
• Prepare technical/commercial offers, compliance and deviation lists to customers.
• Make sure that our offer matches the client specifications, requirements and needs.
• Negotiate tender and contract terms and conditions to meet both client and Elsewedy needs.
• Account management of existing customer.
• Pre-qualification and registration of company with Clients and end users.
• Combining the technical knowledge and the sales skills.
• Develop customer relationship, understanding and satisfaction.
• Searching, monitoring & reporting of business opportunities.
• Familiar with all products standards & IEC.
• Familiar with bids requirements such as (technical offer, technical data schedule, and bill of Quantities, financial offer).
• Having strong knowledge of all power distribution system,
• Having strong knowledge of all types of Low, Medium Voltage Switchgear …etc.
• Creating solutions for different technical problems coordinating with clients/ consultants.
• Professional in usage of Power Point.
• Selling of switchboards, panel boards, motor controllers, cabinets, custom enclosures and Siemens power distribution equipment.
• Strong knowledge of Siemens products (characteristics, part numbers, advantages...)
• Professional in dealing with Electrical Software owned by (SIEMENS - Germany) called (Sivacon, 8PT).
• Searching for new clients who could benefit from company products or services and maximizing customer potential in designated regions.
• Establishing new, and maintaining existing, long-term relationships with customers.
• Closing deals by negotiating tender and contract terms, to meet both client and company needs in order to achieve a win-win deal.
• Achieve sales targets.
• Supporting marketing activities by attending trade shows, conferences and other marketing events.
• Making technical presentations and demonstrating how a product will meet client needs and solving client problems.
• Responsible for the planning, management, coordination and financial control of a project.
• Coordinates with the owner, consultant, site managers to solve problems and to get alternative solutions
• Improve the relationships between Egytech and Customer
• Advice on the management of projects and clarify the whole project vision
• Organizing the various professional people working on a project
• Carrying out risk assessment
• Making sure that all the aims of the project are met
• Making sure the quality standards are met
• Recruiting specialists and sub-contractors
• Monitoring sub-contractors to ensure guidelines are maintained
• Meets financial objectives by forecasting requirements; preparing budget, cash flow and billing; scheduling expenditures; analyzing variances; initiating corrective actions,
• Enhances department and organization reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.
• Responsible for Selling OPGW (Optical fiber Power Ground Wire) cable and over head conductor for local and export market.
• Maintain working relations with the company's suppliers.
• Prepare tenders and review contracts
• Manage and reply all enquiries in francophone countries
• Participate in the important meetings and negotiations with customers
• Prepare technical/commercial offers, compliance and deviation lists to customers.
• Make sure that our offer matches the client specifications, requirements and needs.
• Negotiate tender and contract terms to meet both client and Elsewedy needs.
• Respond to enquiries from customers including the submission of quotations
• Account management of existing customer.
• Close out on sales and limited contract negotiations.
• Pre-qualification and registration of company with Clients and end users.
• Customer presentations, develop customer relationship, understanding and satisfaction.
• Searching, monitoring & reporting of business opportunities.
• Preparing complete commercial & technical offers for HV & MV overhead transmission lines & substations projects
• Travelling several countries and making site visit (Mainly Francophone countries)
• Review BOQ and revise technical and commercial points of the offers
• Validate tender requirements, highlight main risks and contracts critical points of the tender
• Revise the comparison between best offer and budget
• Preparing the cost estimation for the projects, market competition analysis
• After tender evaluation.
• Contacting/handling suppliers for quotations for the projects, follow up on enquiries
• Review of vendor’s documents and revise carefully the technical compliance of suppliers’ offers with the client requirements.
• Researched multiple sources for supplies.
• Participating in the regular progress meetings
• Technical review and preparing cost sheet
• Handle technical clarifications by customers
• Managed multiple projects and successfully achieved milestones, ensuring projects complied with the scope.