The Offer Manager is responsible for the Nexans offers portfolio (products, systems and services) and is accountable for the complete P&L statement of his/her offer. His/her day-to-day role is to develop the offer portfolio (with evolutions or new offer) and offer policy and pricing associated. He/she ensures both development of sales as well as improvement of the Partner experience and Customer experience with his/her offers.

 

Mission 

For the Jumpers offer :

He/She studies the market and its competitor and identifies opportunities to develop the offer in selected market verticals, in alignment with the marketing strategy. He/She contributes with the Sales team, to the support of existing End-Customers accounts, to the acquisition of new ones, and to technical prescription on End-Customer projects. He/She gathers customer needs in order to translate them into feasible technical concepts which are developed into new products and potentially services.  His/her day-to-day role is to manage the complete offer and project lifecycle from the offer to the delivery and aftersales. He/she ensures this proper project execution in coordination with all functions (Technical Department, Sales, Production, Purchasing, Supply Chain, Customer service).

 

Purpose 

Main business expectations

Develop new offers, products, systems & services and establish the offer pricing based on market study, collection of End-customers’ needs, competitive intelligence Manage offer, products, systems & services portfolio’s whole lifecycle from ideation to development to launch and scale to retirement Monitor and ensure compliance with the pricing strategy for the BU Develop sales by enlarging existing accounts or developing new accounts, in line with the commercial policy Provide technical advice/recommendation to answer End-Customers project needs Day to day follow up of Jumpers projects execution in coordination with stakeholders from all functions Train Nexans and its Partner’s Sales and Sales support teams on the offers, products, systems & services USP

 

Other business expectations

Instill innovation in collaboration with the Design Labs in developing the offering of new products, systems and services Work in collaboration with the whole marketing team to improve the visibility and attractivity of the offers, products, systems & services Follow offers, products, systems & services portfolio sales and evolutions

 

Key dependencies for maximizing collaboration and subsidiarity

Coordinate with local production and sales teams as well as teams located in the BG to manage the assortment, including products and services roll-out Elaborate and organize an internal network to source pricing policy and follow competitor pricing evolutions to make appropriate decisions Communicate the pricing strategy to other functions

 

Areas of responsability 

Develop new offers, products, systems & services and establish the offer pricing based on market study, collection of End-customers’ needs, competitive intelligence

Study the market and its competitor and identify opportunities to develop new offer in alignment with the marketing strategy (Market share and share of wallet) Develop new offers (products systems & services) in line with clients’ needs Build offer specifications (technologies, quantities, services, etc.) and coordinate R&D, Design Lab, Plant, Sales. in order to propose the right offer at the right cost of production (Technologies, Quantities, Services etc.) and with the right time-to-market Develop for each offer an offer policy in order to maximize offer penetration and profitability Define the appropriate pricing on products / offers, in line with the group’s policy, depending on multiple factors (go-to-market, client value, clients’ specific requirements, competition) Prepare go-to-market

 

Manage offer, products, systems & services portfolio’s whole lifecycle from ideation to development to launch and scale to retirement

Is responsible for the P&L statement on his offer Is accountable for the full iterative life cycle of an offer portfolio, with focus on Time-to-Volume = Launch and Scale of the offers Lead the Offer Launches Develop an expertise on product portfolio : from costs to design and applications Collect and analyze customer feedback on the offer Follow competition offer portfolio under all aspects Identify changes and evolutions in the offer portfolio in line with clients’ needs and expected service level Update offer portfolio with the evolutions and define evolution of the pricing conditions in accordance with expected service level Implement offer evolutions in the market

 

Monitor and ensure compliance with the pricing strategy for the BU Define the appropriate strategy with regards to specific products and clients at BU level Monitor the compliance of the pricing strategy of the BU with those defined by Corporate strategy Anticipate price evolutions in order to adjust to market and clients’ needs Define mix optimization guidelines for price-up   Develop sales by enlarging existing accounts or developing new accounts, in line with the commercial policy Identify leads in the existing accounts by exchanging information with the End-Customer Squad Team Leader​ Mobilize a strong expertise on Nexans offer knowledge to present Nexans products and services to prospects in physical or remotely​ Personalize the sales speech to the interlocutor and emphasize how the offer will address their needs​ Respond to calls for tender on specific projects​   Provide technical advice/recommendation to answer End-Customers project needs Understand specific pain points and identify the End-Customer needs on specific projects Build quotation package for a specific project in collaboration with the End-Customer Squad Team Leader Provide technical expertise to End-Customer projects based on experience Interact with End-Customer in person or during webinars to promote Nexans offer Select and propose additional products or bundled offers to perfectly answer all client needs (even unexplicit ones)

 

Day to day follow up of Jumpers projects execution in coordination with stakeholders from all functions Support Customer Services to answer RFQs (technical analysis of the requests / BOM construction / industrial assumption / costing / leadtime…) Follow up project execution in line with customers commitments until on-time delivery Coordinate customers’ audits, FAT, visits Follow up aftersales activities Contribute to S&OP with sales forecast, markets trends…

 

Train Nexans and its Partners Sales and Sales support teams on the Offer USP (unique selling proposition) Define sales training program on the offers Provide trainings to Nexans and Nexans partners on the offers