The future is what you make it.
When you join Honeywell, you become a member of our global team of thinkers,
innovators, dreamers and doers who make the things that make the future.
Advanced Materials is a global supplier of fluorine products, fine chemicals,
additives, metals, films and fibers for products including pharmaceuticals,
refrigeration, semiconductors and military protection. Advanced Materials is
making the world safer, cleaner and enabling the modernization of a growing
middle class by enhancing our customer offerings through a differentiated
portfolio of chemistries, materials, value-added solutions and superior
customer service. Our mission is to attract, retain and develop diverse and
highly motivated, entrepreneurial employees striving to flawlessly deliver
superior value to our customers every day.
The Honeywell Offering Manager is responsible for developing and optimizing an
offering portfolio strategy based on customer insights, competitive and market
intelligence, and executing that strategy to optimize the offerings, market
position, organic growth, and financial return of the product portfolio across
the product lifecycle. Offering Managers work closely with manufacturing
and sourcing, engineering and R&D, Honeywell senior executives, sales and
field sales to maximize the growth, development and return on investment of the
organization's product portfolio today and in the future.
The Offering Management Lead is a role that supports the Sr Offering Manager
and Director of Offering Management in successfully managing the Business
Line's offerings. They will actively manage a Complex Offering or Set of
Offerings that includes New Business Models within the High Purity Chemicals
Business Line. They should have a track record of accomplishments and
demonstrated skill across all the below competencies. They will be
expected to perform primary responsibilities working across functions to
deliver results.
KEY
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
function 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 sales. 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
multi-year 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
- 7+ years of professional experience with 3+ years' experience being in
Product Management, Marketing,
- R&D/Engineering and/or in an
offering-specific domain
WE VALUE
- Bachelor's Degree
- Master of Business Administration & Technical Background in Science,
Chemistry or Engineering
- Product
Management experience in Oral Care, Battery, Semiconductor, and/or Industrial
Chemicals marketspreferred
- Strong business acumen
- Demonstrate Honeywell 9 Behaviors - Have a Passion for Winning; Be Committed;
Be a Zealot for Growth; Be Courageous; Go Beyond; Inspire Greatness; Become
your Best; Act with Urgency; Thing Big...Then Make it Happen
Additional Information
- JOB ID: HRD238503
- Category: Business Management
- Location: 115 Tabor Road,Morris Plains,New Jersey,07950,United States
- Exempt
Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.
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