Offering Manager UK & CE

Title: Offering Manager UK, CE – Configured Building Equipment and Optimization

Reports to: Global Offering Directors with a dotted line to the European Sales Director

Location: Manchester, UK (with regular travel within the UK and CE territories)

Position Summary: The Offering Manager, UK, CE - Configured Building Equipment and Optimization, is responsible for lifecycle direction and management accountability for the financial results within the suite of Armstrong offerings. This role includes creating and executing business plans, providing leadership to a local team, and coordinating with global leaders engaged with the offering.

Key Accountabilities:

Strategic Direction and Leadership

• Develop and Maintain Offering Strategy:
• Analyse macro trends, addressable markets, growth rates, and competition.
• Identify where Armstrong should target and how it will differentiate.
• Establish financial aspirations for each market segment.
• Instigate VOC (Voice of Customer) and VOS (Voice of Sales):
• Integrate feedback into all elements of Offering Management.
• Competitive Intelligence:
• Collect and utilize market reports, outlooks, shares, and win-loss data to inform strategy.
• Business Proposition Development:
• Create proposals for capital investment, market growth, and improved market position.
• Industry Engagement:
• Participate in strategic industry associations and standards-setting committees.

Market and Product Development

• Identify Opportunities:
• Present market and product development opportunities for investment.
• Target Market Segments:
• Translate market segments into key accounts for Sales Plan execution.
• Own Offering Roadmap:
• Develop high-quality value propositions and compelling business cases.
• Ensure effective delivery of value propositions throughout the offering lifecycle.

Offering Management

• Execute Annual Business Plan:
• Initiate real-time adjustments to meet profit expectations.
• Financial Accountability:
• Collaborate with Commercial Sales Directors and Operations to achieve revenue, margin, and contribution goals.
• Pricing Strategy:
• Develop and manage pricing strategies, including price lists, incentives, and cost structure.
• Product Support Materials:
• Create and maintain selection and analysis engines, training materials, and technical submittals.
• Lead Category Team:
• Oversee development, product maintenance, communications strategy, and lifecycle activities.
• Prioritize Key Resources:
• Align engineering project resources with timelines and financial objectives.
• Lifecycle Management:
• Manage the introduction, maturity, pricing, retirement, and end-of-life of offerings.
• Annual Plan Input:
• Direct functional teams on requirements to deliver Offering Categories’ needs.

Product Lifecycle Management

• Define Business Systems Requirements:
• Collaborate with Business Systems and Operations Leaders to meet target market needs.
• Monitor and Improve Metrics:
• Work with Operations on improvement plans to meet Plan objectives.
• Optimize Customer Experience:
• Ensure quality and delivery of offerings and enhance pre-sales experience.
• Marketing and Communication Program:
• Develop and drive awareness, consideration, hit rate, and conversion needs in collaboration with Corporate Marketing and Communications.
• Sales Collaboration:
• Ensure an effective multi-channel model to maximize reach and profitability.
• Continuously improve channel model structure and incentives.

Role Requirements

• Education:
• Degree in Engineering; Master’s in Business Administration (MBA) or equivalent business training preferred.
• Experience:
• 10+ years in offering development, management, sales, design engineering, manufacturing, and distribution in a B2B environment.
• Experience with product engineering, management principles, regulations, policies, and procedures.
• Knowledge of mechatronics, automation systems, digitalization, and industrial computer modeling.
• Skills and Abilities:
• Creative problem-solving and conflict management.
• Ability to simplify complex problems and provide clear recommendations.
• Strong, team-oriented leadership with a bias for action.
• Self-directed, autonomous, and collaborative with a results focus.
• Open and authentic communication skills in all situations.