Sr Marketing & Business Development Manager

Country:

Brazil

Location:

LOC6033: Av. Doutor Cardoso de Melo, 1855, CJ 82, São Paulo, SÃO PAULO, 04548-005 Brazil

TheSr Marketing & Business Development Managerwill be responsible for driving growth and profitability for NewCo Fire and life safety in LATAM, building a deep knowledge of the market and competitor dynamics, an structured view of the customer needs, identifying and creating Business Development opportunities, work with the global and regional product groups to execute a product & services roadmap around these needs, create integrated & compelling product launches, produce coherent & sustainable regional pricing strategies and design a channel structure to serve the needs of the business.

The position involves managing a regional team of strategy, channel, product and training & technical support and close interaction with external customers as well as line of business Commercial Sales Leaders, engineering, sourcing, operations, and other functions. Interact with Marcomm Global Fire organization.

Position Responsibilities:

Strategic Planning :

• Own the annual refresh of the 5-year strategic outlook and plan for LATAM
• Lead the definition and execution of product and go-to-market strategies for the region
• Provide comprehensive feedback to translate regional business goals to Annual Plans
• Create an on-going process to provide accurate insight to the local market dynamics and conditions, including structured VOCs (Voice of Customers) to provide specific market feedback to the global product teams
• Deploy a sustainable business model and proposition to grow Fire presence aligned with global strategy
• Prioritize target vertical segments in each business and implement a tailored proposition for each

Product Management:

• Align closely with the Global Product organisations to build a portfolio of products and services to address the regional target customer segment
• Identify the features and product needs specific to LATAM and agree profile of global vs local development
• Work with the global teams to tailor the global products to the needs of the local markets including language variants, certification & specific feature sets
• Own the launch programme across the region and collaborate with Global Product Management for go-to-market & forecast plans
• Drive regional portfolio management and ensure phase in/phase out plans are coordinated across the business. Work with R&D and Supply Chain to optimize SKU portfolio
• Create compelling product launch communication plans
• Actively participate in sales and service department meetings, workshops, and seminars. Keep current on market business and product trends.

Business Development

• Identifies potential channel partners and end users to develop new ways to answer their needs with specific products and services in order to create a new client base and increase sales
• Lead complex negotiations for new business, countries, alliances or segments, define value propositions and strategies to improve the company’s position and ensure long-term contracts and recurrent revenue streams.
• Maintain and deploy extensive knowledge of customers, opportunities, markets, and competition.
• Responsible for establishing strategic Business Development initiatives that drive corporate growth through product expansion and alliances
• Conducts financial analyses of prospective business ventures
• Manages all activities related to the mergers, acquisitions, and divestitures process. Performs financial analysis of acquisition candidates.
• Creates strategy for and leads negotiations.
• Conducts due diligence activities. Designs integration plans for new alliances and acquisitions.

Channels Management :

• Create a channel structure and management program capable of delivering the business objectives
• Develop intimate understanding of the customers drivers within the channel to be able to develop channel specific offerings, pricing, and marketing programs.

Pricing :

• Develop and lead the regional pricing strategy and execution
• Manage price lists, price systems and price increases to support the level of GM of business
• Provide feedback on competitive price intelligence
• Develop and keep price policy updated

Marcomms:

• Support the regional marketing execution and brand management across all countries in the region, aligned with Marcomm organization.
• Work with global marketing to customize local needs.
• Contribute with the trade shows execution and customer events

Demand Generation :

• Promote new offerings and create awareness with end-users and channels; Partners with Sales to develop vertical markets playbook and end-user demand generation initiatives

Organization :

• Builds a world-class regional marketing structure and talent pool.
• Create an MoS to ensure cross functional engagement and collaboration

Commercial Excellence/Sales Deployment:

• Improve commercial effectiveness and deployment of sales resources across the region, managing commercial excellence KPIs, leading the improvement efforts on internal processes and systems.

Qualifications:

• Bachelor's degree in business, marketing, economics, or other engineering discipline
• 10+ years of Marketing, Strategy, product management, Business Development leadership with marketing leading organizations in LATAM
• Track record of defining, and executing go to market plans in complex multinational B2B environments
• Proven experience to operate across diverse international markets and possess a strong element of Cultural Awareness and acumen. Ability to remotely interact with key stakeholders.
• Outstanding leadership and communication capacities to work in matrix and multidimensional organization and to liaise with the global structure
• Outstanding Finance and business acumen
• Core strategic marketing competencies (scoping brand studies, managing research projects, customer segmentation / value analysis, strategic pricing, etc)
• Fluent in English

Other requirements:

• MBA
• Fire and life safety segment experience and knowledge
• Experience in managing multiple, complex projects and changing priorities, making sound decisions and working effectively in a matrix environment
• Excellent strategic, operational, and project management capabilities
• Executive gravitas and ability to comfortable with senior level executive engagement
• Outstanding communication skills and ability to operate across countries, communicate and coordinate effectively across organizational boundaries
• Process Improvement advanced background
• Fluent in Spanish

Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.

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