Honeywell Senior Offering Manager – Spectra Medical Fiber 

United States 

948330171

Primary Responsibilities:

• Market Research & Competitive Landscape. Understand big-picture market drivers, challenges, competitors, and overall business environment. Identify critical gaps and execute primary and/or secondary research to address or leverage Strategic Marketing to do so. Understand key competitors and how HON offering compares. Calculate the maximum potential market size (Total Addressable Market –TAM) with help of Strategic Marketing, evaluate the solution for commercial viability, and calculate Share of Demand (SOD). Continually assess market traction and competitiveness to re-evaluate NPI, pricing, or end-of-life (EOL) actions.
• Voice of Customer & Segmentation. Know the types of Voice of the Customer (VOC) and apply VOC and Observational VOC (OVOC) by spending time with customers. Perform continuous discovery to understand the high value problems customers have, and the linkage of those problems to how customers make money. Connect key customer stakeholders and what our offerings do for them, and which needs drive purchase decisions. Evaluate sources of disruption and understand the customer decision journey and how to utilize key personas to transition to each step. Perform customer market segmentation analysis.
• Value Proposition & Competitive Positioning. Succinctly write and communicate a quantified value proposition. Perform competitive analysis of HON products and services vs. the Next Best alternatives. Identify and state the target segment and problem to be solved in value propositions. Understand the value drivers and quantify them relative to the Next Best Alternative in value propositions. Coach others working with customer marketing (CM) & Commercial Excellence (CE) (i.e. Sales and Service) to communicate value propositions and their monetary values to the customer.
• New Offering Management. Translate customer and business needs into actionable product requirements. Provide customer marketing with appropriate information on offering, target segments and value propositions for effective sales collateral and campaigns. Ensure requirements of each participating functions are accurately represented in the product plan.
• Business Models & Pricing. Define the appropriate value capture model (one-time sale, subscription, service, outcome-based, etc.), establish pricing strategy based on appropriate value share relative to Next Best Alterative (NBA), and ensure implementation by the commercial excellence team. Leverage various business models and establish a pricing strategy and structure for the commercial teams. Develop financial models for new offering business plans, quantifying and balancing expected revenue against initial investment and ongoing fixed and variable costs to estimate internal rate of return (IRR) and projected margin, operating income, and revenue. Develop a negotiation walk to close a sale for/with sale. Utilize an MOS to track pricing – PVA (price-volume analysis), etc. Demonstrate VCM understanding and the linkage pricing has to VCM performance.
• Portfolio Lifecycle Management. Understand, articulate, and own the financial impact for portfolio decisions (both P&L & balance sheet) and ensure alignment with business strategy. Generate and manage pipeline of new offering ideas beyond incremental product enhancements. Build and maintain a multiyear roadmap which includes a detailed 1-year plan and take action relative to changing market conditions, competitor actions and new entrants. Effectively manage products across their lifecycle from demand planning of new offerings through SIOP on ongoing basis through including managing End of Life (EoL). Apply 80/20 to portfolio to define offerings that should be sunset and appropriate pricing during sun setting and address sourcing factory utilization impacts.

YOU MUST HAVE

• 10+ years of experience in Product Management, Marketing, R&D/Engineering and/or in an offering-specific domain, with a track record of demonstrated, recognizable results.

WE VALUE

• An undergraduate degree is required, preferably in an analytical (e.g., economics, math, engineering, marketing, management, etc.) or technical discipline
• Experience in Product Management, Marketing, Sales, R&D/Engineering, and Domain-specific,
• complemented by formal training.
• An MBA is not required but is preferred.
• Demonstrated Honeywell 9 Behaviors

• JOB ID: HRD233980
• Category: Business Management
• Location: 15801 Woods Edge Rd,Interstate 95 (Exit 58),Colonial Heights,Virginia,23834,United States
• Exempt
• Due to US export control laws, must be a US citizen, permanent resident or have protected status.