Job Description
Key Responsibilities
- Market Research, Segmentation & Strategy
- Conduct ongoing market and competitive research; translate insights into actionable strategies.
- Drive OEM segmentation and platforming; maintain data accuracy and updates.
- Enhance OEM coverage to improve reach, productivity, and profitability.
- Lead governance and maintenance of OEM data.
- OEM Marketing & Growth Planning
- Develop and execute annual OEM marketing plans, including digital campaigns.
- Build strategic growth plans (annual, mid-term, and long-term) across OEM channels.
- Support commercial policy suitability and financial modeling (non-pricing role).
- Sales & Channel Performance
- Collaborate with Sales to monitor channel performance and profitability; implement corrective actions.
- Lead sales acquisition automation to improve funnel efficiency.
- Track key commercial KPIs: order value, cost, margin, and portfolio mix.
- Customer Platforming & Key Account Management
- Improve market transparency across customers, markets, and offers.
- Build, retain, and grow OEM key accounts; manage pipeline health and reporting dashboards.
- Product & Solution Lifecycle Management
- Support product launches, positioning, lifecycle transitions, competitor analysis, and promotions.
- Ensure customer insights reach Offer and Category teams.
- Digital Experience & Enablement
- Define OEM digital experience needs and implement via web, CRM/CPQ/MA tools.
- Enable capability building and training for OEM partners.
- Cross-Functional & Global Alignment
- Collaborate with global and regional OEM leaders, Category, Finance, Marketing, and Operations.
- Drive synergies with other business units that have OEM exposure.
- Planning, Forecasting & Governance
- Develop Annual Operating Plan and mid/long-term strategic plans.
- Conduct market estimation, segmentation, growth analysis, and sales feedback.
- Adjust plans based on macro and micro-economic factors.
Required Skills
[OEM Sales]
Additional Information
Key Performance Indicators
- OEM revenue, margin, and portfolio mix improvement.
- Coverage, platforming accuracy, and account penetration.
- Pipeline health, win rate, sales cycle reduction, and automation-led acquisition.
- OEM retention, NPS/CSAT, and channel profitability.
- Campaign ROI and digital engagement metrics.
- On-time execution of OEM plans and reviews.
Qualifications & Experience
- Education: Engineering degree in Electronics/Instrumentation; MBA/PGDM preferred.
- Experience: 15+ years in Sales/Commercial roles; 5+ years leading significant sales teams in industrial automation or OEM business.
- Strong knowledge of OEM machines, applications, buying criteria, and automation relevance.
- Experience in motion and control platforms (servo, drives, controls).
- Product lifecycle management, competitive mapping, and value selling expertise.
