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
