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Title:  Opportunity Manager Leader China & APAC

Regional Opportunity Manager

The regional Opportunity Manager reports to the global Opportunity Management leader.
(The APAC Opportunity Management leader reports to the global Opportunity Management leader and manages the regional team for China region, India, ANZ and ASEAN.)

The role is designed to coordinate best collaboration between sales and business unit teams improving effective win rates of designated strategic deals.

You will work closely with the Building Connectivity Infrastructure Sales Team and Global Product Line Management to determine and support strategic business opportunities. You are responsible for driving in your region revenue and profitability growth through increasing the penetration in selected strategic deals with core and integrated solutions. You develop and share market intelligence for deal optimization addressing competitive response and adequate market pricing.  

What to Expect:

  • Determines and permanently evaluates deal score to identify strategic business in collaboration with regional Sales leadership team applying agreed criteria.
  • Supports the development of strategic deals in targeted region, including focus product positioning, developing relevant business value propositions, providing customer presentations and determining adequate pricing in anticipation of the quote process, involving where needed Global PLM and Marketing.
  • Delivers guidance to optimize best suited portfolio selection in function of customer applications. Supports sales and technical teams when creating the Bill-of-Material for strategic quotes.
  • Manages the regional pricing process in collaboration with the Deal Processing Specialist to optimize win rates and profitability. Takes appropriate pricing decisions based on Deal Approval Matrix. Coordinates escalations when needed in function of the applicable SOA.
  • Demonstrates solid business acumen when defending deal pricing justifications to senior leadership for large strategic deals.  
  • Leads the regional Quote Portfolio reviews with sales leadership to determine actions, pricing strategy, managing expiring quotes, portfolio mix and process optimization for efficient and quicker response time.
  • Delivers market feedback to the PLM team to generate and maintain effective price escalation levels  
  • Supports the PLM team with early opportunities in case of new product launches.
  • Support continuous competitor analysis (Market position, Product features and weakness, and market pricing) sharing market intelligence with Global PLM, Strategy and Sales Teams.
  • Leverages best practice to continuously improve and develop processes and tools

Required Qualifications for Consideration:

  • Bachelor's degree in a technical, marketing, or business-related field. 
  • Minimum of 8 years of combined experience in product line management, market development, sales, technical sales management or market segmentation management.
  • In-depth understanding of market segmentation and strategy development principles.
  • Demonstrated ability to identify, realize, and capture new opportunities.
  • Demonstrated ability to maximize the mix and product portfolio expansion in target market
  • Must be able to accomplish results in a cross-functional team environment, exhibit formal and informal leadership skills and a solid results orientation.
  • Ability to develop strategic partnerships across targeted segments and customer ecosystems.
  • Proven track record of collaboration with disparate teams; ability to inspire others to reach their full potential.
  • Exceptional diagnostic and influencing skills required.
  • Excellent communication skills, verbal and written, and formal presentation skills are an absolute must

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