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