Segment Manager

1 week ago

Pune, Maharashtra, India Atlas Copco Full time
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Your Role

Job description

The Energy & Petrochemicals segment continues to offer the Oil-Free Air Division potential for growth. We believe that having a dedicated global resource to help customer centers focus and develop this business improves our chances of success. Therefore, if you are up for the challenge of working within this very dynamic and challenging environment to help OFA reach new record levels in this industry, then the Segment Manager Energy & Petrochemicals could be right for you.

As Segment Manager for the Energy and Petrochemicals segment (abbreviated to "EAP", formerly the "Oil&gas" segment), you would be responsible for developing & supporting the Customer Center's focused sales channels and marketing Atlas Copco's solutions. You will report directly to the Vice President EngineeredSolutions.

The main responsibilities for the EAP Segment Manager are:

Collect and interpret information on the industry and customers present and future needs in our main markets for EAP in North America, Middle East, Africa, Asia, and Europe, and translate/convey this information to the Division.Collaborate with the Product Managers to define the marketing strategy for your Segment and present the same at the product strategy meetings (PSM).Provide input to the Product Managers to support the development of detailed Master Specifications for application specific new product ranges and present the same at the Product Committee Meetings (PCM).Be an active member of the project teams and guide the product development process from the marketing point of view.Collaborate with the Product Managers to organize the launch of new products including events, pricing, product information, sales argumentation, training, campaigns.Define Pricing/positioning of Segment-focused solutions in line with Standard OFA portfolioProvide input to the factory to achieve competitive delivery times.Build and continuously update competitor information through data research, customer center input, direct end user and EPC interaction, exhibitions, etc.Create & maintain a formal lost sale feedback process.Compile lost sale info to estimate "market price/project price" levels [EUR/kw and EUR/flow unit]Follow-up, support and cooperate with customer centers focused on the segment.Business development with the local Customer Centers.Define success factors and KPIs.Participate in Business review & development meetings (BRM/BDMs).Follow-up of Business Plans for the focused countries.Support & train specifically identified people.Develop training material to increase people competence, to increase their confidence to approach this industry's customers. Identify specific customers (Strategic End Users and EPCs) to make sure we increase our hit rate/project share(greenfield) and customer share(replacement/brownfield)Gain access to corporate network that may not be readily available to customer center colleagues, to gain investment activity insights and help identify key decision makers / influencers.Strategic Account Management – Working closely with customer centers, follow-up on customer relationship development, including growing contacts at facilities and mapping installed equipment where applicable.Maintain and update monthly an EndUser+EPC Development Matrix.Maintain and update End Customer Project Overview utilizing third party online database.Become the specialist for EAP Segment applications (utilities and process).Identify and develops opportunities for the Division's product portfolio within the industries.Interact with customers, OEM's, Customer Centers, VP's, Product Managers, Product CompaniesMap & analyze the industries (potential, players, structure, trends, applications, requirements, etc.).

Mission

To achieve the Division's targets for growth, market share and profit for the EAP SegmentTo be one of the Division's experts on the EAP SegmentDevelop close ties with Account Managers/Segment Managers/ Specialists within other Atlas Copco business units/divisions (GAP, AC Rental, PTBA, etc.)


To succeed, you will need

Experience requirements

Proven record in sales (management) and/or key account management·Experience working with or within the EAP SegmentExperience in sales or technical support of Oil free air products. Having previous knowledge of EngineeredSolutions portfolio would be an advantage.Aftermarket Know how is a clear advantage Ability to cooperate with customers at different level of seniority up to Board level.Proven ability to work independently and take responsibilityProven business and results oriented backgroundProven Leadership skills

Knowledge

Good command (verbal and written) of English, command of other languages are an advantageSolid understanding and mature user of MS OfficeGood presentation and training skillsGood knowledge of compressed air products and systemsOther languages are an advantage.Solid understanding of Lotus Notes and MS Office.The ideal candidate has experience from non-standard Oil-free Air Division business from sales and/or engineering

Educational requirements

University degree - technically or commercially oriented or similar through experience

Personality requirements

Pro-active with good interpersonal skills, strong in communication and people orientedExcellent manager: inspire people by acting as a role model and radiating the company's vision and valuesCustomer oriented: to be able to establish relations and networks with people inside and outside the organization, throughout the various organizational levels and of different culturesResult driven: have a drive for result which means that you put in the ambition and the effort to achieve results and accept accountabilityThe right personality to join the customer-oriented culture of the Oil-free Air Division.Willing to travel on regular basis mainly China/Korea/Japan, Middle East, India, and the US.Open, dynamic and strongly business focusedWilling to make an international career.Team player

Country and city

India - Pune.

In return, we offer you

Learning and growth

​

City
Pune

Recruiter

Hiring Manager Kamlesh Bhikhalal Panchal

Last Day to Apply

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