Business Line Manager

4 weeks ago

Hitchin UK, Hertfordshire, United Kingdom Crane Building Services & Utilities Full time

The Business Line Manager will be responsible for driving the profitable growth of the Utilities business through market expansion, new product development and a business model that is responsive to customer needs.


PRINCIPLE RESPONSIBILITIES:

  • To define and ensure effective execution/adherence of the Business Model
  • To define the preferred route to market and channel selection
  • Responsible for setting and managing the pricing strategy/policy and accountable for ensuring the brand delivers Plan shipment profit
  • Developing and owning the long-term strategy and strategic direction for the brands including the formulation of an annual Brand Plan and data for inclusion in the Strategic and Operating Plans of the business.
  • To work through Operations, Sales, Marketing, Procurement and Engineering to ensure that the brand receives the necessary resources to meet the strategic objectives, sales, inventory and SP/OP targets for the brand.
  • To ensure that product cost structures are appropriate to meet market price requirements whilst meeting OP targets. To work with the procurement and operations to explore and deliver opportunities to improve OP.
  • Through interactive dialogue with customers, sales personnel, industry links and channel partners and a review of published market data, report on market size and trends. Utilize this information to identify new opportunities and threats for inclusion in brand development plans.
  • Interface with sales channels and customers to determine product, product support and service needs to meet existing and emerging market needs and respond to these, including the VOC.
  • Undertake competitor benchmarking to monitor competitor marketing and pricing activities and develop counter strategies.
  • With the support of sales develop and consolidate a brand demand forecast summary for input into the monthly business SIOP review.
  • Identify and develop promotional plans and product support material requirements and provide content and design brief to Marketing.
  • To maximize product opportunity through leadership of the Product Portfolio Management Process (PPMP), a process designed to manage and steer products through the product life cycle. Includes the identification, definition, evaluation and prioritization of new product ideas and range rationalization to maximize brand profitability.
  • To play a proactive part in the new product development opportunities through the NPD process to ensure that new products are delivered in a timely manner, to plan and within agreed timescales.
  • To research, evaluate and recommend new market/ business opportunities with a view to growing sales or margin or both for the brand.
  • Develop product related training materials, ‘how to win’ tools and training modules for internal and external sales plus channel partners.
  • To ensure that appropriate Trademarks, product approvals are maintained and that the intellectual capital of the brand is protected through patents, trademarks and copyright.
  • To work with the VP of Sales to establish product training gaps with our external/internal sales team and channel partners related to selling the benefits of our couplings. Based on the training gaps identified develop product training modules and a training plan that will give our sales channel the ability to develop value propositions that will give Utilities a competitive advantage.


Commercial RASCI activities include:

  • Accountable for maximizing the SP% and OP% for the brand
  • Definition of the business model and support its execution
  • Define channel selection for the brand
  • Define pricing strategy and structure for the brand
  • Development and ongoing updating of a long-term strategic plan for the brand, identifying key priorities
  • Identification, evaluation and prioritization of new product opportunities
  • Identification, evaluation and prioritization of new market/ business opportunities
  • Development and submittal of a demand forecast for the SIOP process
  • To work with Marketing Communications to develop promotional plans and material to support the objectives of the brand
  • To proactively contribute towards the development and introduction of new products through the NPD process.
  • To develop training materials and support tools to drive forward the development of the brand
  • To ensure that trademarks, patents and approvals are in place to protect the brand
  • Tracking of leading market indicators, competitor benchmarking, consumption market data, market size and share information.
  • SKU rationalization for the brand


Applicants for this senior role will be educated to degree level (or equivalent) in a technical and business related subject e.g. Engineering, Manufacturing or business Systems and Marketing. You will have at least 3-5 years experience in Product Management / Commercial Sales for a technical product and exceptional marketing and analytical skills. Experience with product life cycle and preparation of strategic and operational plans is essential for this role.

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