Aerospace & Healthcare Sales Manager

The product Manager is a product expert who works closely with our key customers to understand the market structure and its stakes and adapt differentiated offers the best way.      

They are in charge of driving their product & services portfolio throughout the product life cycle, managing complexity, in order to maximize sales & commercial margins.

They define the guidelines for the Marketing 4 Pillars: Product/Services, Price, Place (channels), Promotion and works in close cooperation and coordination between the different sales, technical and Communications organizations at Business Group/Business Unit level.

Purpose

Relying on a strong understanding of Aerospace market needs and as a key interface between sales & technical teams, the purpose is:

• To accelerate the development of the Aerospace segment, in particular by supporting sales actions related to our strategy of development,
• To boost/define Innovation on products and services,
• To optimize its product range,
• To support and animate Sales team,
• To contribute to Communication content,
• Develop an enhanced offering in terms of products and services,
• Define and implement the corresponding product and sourcing strategy

Areas of responsibility

Market Intelligence:

• Observes and analyses the market demand (customer needs, trends, changes in end user application requirements, global market evolution and marketing mix components)
• Evaluates market size and trends for its product range
• Checks competition product portfolio under all aspects: Technologies, Costs, Quality, Services etc.
• Identify best opportunities for lead generation.

Product Strategy Definition:

• Prepares Strategic plan for its product range (segmentation, target, positioning, revenues, margin, footprint)
• Develops a product policy (products, packaging, accessories, services)
• Measure effectiveness of product marketing programs
• Contributes to define the global pricing policy
• Provides indications for the product’s stock policy (MTS/MTO/MOQ)
• Give marketing inputs and contents to help Communications define the promotion policy & communication roadmap
• Is the owner of the product roadmap for his scope: he builds the product roadmap according to the product policy for each of his product categories

Innovation & new product development:

• Seeking value creation and differentiation he fosters product innovation in his scope:
• Is a key contributor to the Ideation process: visit customers and installation in order to understand the market needs and answers/anticipates customer requests
• Continuously evaluates opportunities for new products or product redesign
• Translates market requirements into functional specifications
• Influences at early stage the technical specifications
• Ensures a timely development and industrialization of new products, by initiating, driving and monitoring the development and industrialization process in coordination with the different plants
• Builds business case and high-level financials for new products

Product & services Portfolio management:

• Is accountable for the representation of their products within the e-catalogue

• Throughout the product life cycle, he permanently studies Nexans product offering for the scope of:
• Technical specifications, design and costs
• Range of applications, and comparison with comparable competition products
• Price and margin range and volume sold
• Marketing Offer strategy of each local market
• Identifies gaps and redundancies in the product portfolio and works towards reducing them
• Manages or validates Stock Keeping Units (SKU’s) 
• Initiates periodic benchmarks (costs/design/performance/services) 
• Builds the sourcing matrix for multi factories and proposes actions to rationalize product sourcing (convergence of identical products made in different plants, reallocation of product sourcing, transportation, cost optimization etc...)
• Proposes actions to avoid product proliferation (reduction of complexity) such as pricing leverage, phasing out products or design simplification
• Drives the cost reduction program & assists plants in process optimization (RTC)

Sales support:

• Organizes all the necessary “high level” technical support to Sales and Marketing for Key account and/or big projects (customer visits, engineering services, reply to RFQ, tender or order negotiations, prescription activities...)
• Trains the relevant internal partners on new products and/or new business model
• Promotes offer and differentiators to key stakeholders
• Support sales monitoring

Required skills and qualifications

• Engineering education with 10 years’ experience in related field, completed with a business education or training.

Or

• Business school education with 10 years’ experience in coordination with technical department.
• Strategic thinker and Business developer, able to build sustainable relationships with internal and external stakeholders.
• Project management skills, global team player, able to work with an international team including the cultural differences to optimize efficiency of the tasks.
• Leadership, communication skills, influencing skills - ability to convince without hierarchical management of some of the critical resources.
• Fluent in English - Frequent international travels.
• Good level in the communication and analysis software’s tools as, Power Point, Excel, Word etc.