- Define and lead implementation of Product Line strategy and competitiveness action plans.
- Drive with Competitive & Marketing Intelligence and Segment Marketing the analysis of worldwide market trends, market/customer needs, segmentation and competitions relevant to the product line
- Define Product Line robust value proposition & competitive positioning , and differentiation with Marketing and Business Intelligence
- Prepare and present Product Plans as input to Product Life Cycle Decision Reviews, including Business Plan, roadmap, differentiation, value proposition, reuse strategy, market & customer requirements description (user experience)
- Lead implementation of Product Policy decisions and resulting action plan
- Propose SFRD/CFRD allocations that are approved during SBP, MYB and Development Launch DR
- Lead Product Line Core Team and Product Change Control Board with PLA
- Work closely with PLA and PM in charge of Product development
- Participate in development progress meetings and certify the Product acceptance
- Control and monitor Product Line and Product competitiveness, Business Plan and roadmap in coherence with Ambition Boost performance plan
- Ensure product re-use and Core/Non Core & MBT with PLA
- Ensure consistency between product naming & Brand architecture
Product & Offer Marketing
- Define winning product action plan and pilot Marketing & Sales Kit delivery with Marketing & Communication as part of BL Marketing plan : value proposition design, pricing rules, T&C, competitive positioning, marketing collaterals, Bid factory, Business model (including digital business model)
- Participate in Bid gate preparation: validate with PLA tender compliance to Product Policy and identify the gaps
- Provide support to Account Teams, Sales, Capture Leader and Bid Managers during pre-sales and Bid activities. Participate in customer, prospect & partner meetings
- Ensure accuracy and consistency on Marketing & Sales kits (including digital)
Customer Management
- Ensure consistency of Product Policy with the customer expectation & satisfaction as part of PL strategy & Product Plan
- Develop and maintain Market & Customer Requirements Description in line with Segment Marketing
- Define services offer related to the product and active & engage with Services
DECISIONS OWNED / KEY DELIVERABLES
- Product Line Strategy & Positioning
- Inputs to Product Competitiveness Reviews
- Products Plans with Business Plan, MCRD & roadmaps as input to Product Lifecycle DR and action plan
- Market & Customer Requirements Descriptions
- Product Baseline, re-use, MTB, Services
- Product Line & product reviews MoM
- Inputs to BL Marketing Plan
- Product PL Marketing & Sales kits
- Inputs to Bid gates
- Product Line maturity & performance dashboard
KEY INTERACTIONS
- BL VP
- Product Line Core Team (in particular PLA, Pdt Procurement, Pdt Project Manager)
- Segment Marketing
- Account Marketing
- Technical Directorate
- Competitive & Market Intelligence
- Value & Bid Marketing
- Bid and Capture Leaders
- Digital Marketing & Communications
SKILLS & EXPERIENCE REQUIRED
- Marketing B to B experience/skills, especially in terms of offer development
- Intimate knowledge on Mix Marketing
- Strong understanding on Financial, technical and/or systems engineering
- Understand the current marketing trends
- Product Portfolio Management
- Offer & Sales Enablement
- Leadership and Business Acumen
- Excellent communication skills, partner relationship skills, and team leadership skills
KPIs
- Product Line and product Order Intake, Market Share and Gross Margin evolution
- Recurring & Non Recurring evolution of costs in Bid
- Bid Win Rate
- Customer satisfaction (including services)
