Digital Solutions Portfolio Manager

2 weeks ago

Mumbai, Maharashtra, India Avery Dennison Smartrac Full time

About the Role:

The Market Development Manager - Apparel, Digital Solutions will be responsible for driving top-line growth and achieving sales and business development goals by creating market opportunities for end-to-end solutions for Avery Dennison's digital solutions portfolio. This includes RFID tags, hardware products, software applications, and services enabling supply chain traceability, consumer engagement, and sustainability solutions for the Apparel Retail segment in India.

The primary focus will be on RFID solutions for end-to-end use cases across factories (source tagging, warehouses, and stores) in Apparel. You will work closely with the global RFID market development, product development, and business teams to identify and evaluate opportunities that convert to new or incremental sales.

Your Responsibilities Will Include:

  • Lead and own responsibility for execution and sales results for Avery Dennison's Digital Solutions portfolio (RFID labels + hardware + software + services) in the Apparel segment in India.
  • Own responsibility for lead generation and maintaining a robust sales pipeline to meet sales targets.
  • Identify and develop long-term strategic business opportunities in the digital solutions space, leading to successful commercialization, while also leveraging Avery Dennison's intelligent label product portfolio and wide range of digital ecosystem partners.
  • Develop and maintain working relationships with solutions stakeholders at the customers' organization.
  • Act as a business innovation lead for customers' and prospects' strategic digital identity initiatives, such as supply chain traceability solutions and digital consumer engagement solutions in the Apparel Industry in India.
  • Develop trusting and deep business relationships with key decision-makers for solutions business at the customers' organizations as a proponent of using digital identity for supply chain transformation.
  • Work with prospective customers to identify unmet needs and present compelling solutions.
  • Communicate and link key value propositions and differentiators to customers with Avery Dennison's Digital Solutions portfolio.
  • Initiate, determine, and present ROI business case analysis for new opportunities and pilot programs.
  • Craft customized go-to-market strategies for the assigned market and individual customers.
  • Craft custom pricing and commercial models as per opportunity (opex, recurring, etc).
  • Stay abreast of industry trends by attending trade shows, events, and staying on top of market insights as well as global branding trends.
  • Build a positive relationship with key influencers and foster healthy ecosystem partner communities.
  • Collaborate with other Avery Dennison business units and external partners to identify and evaluate opportunities for generating leads for digital solutions portfolio.
  • Drive customer meetings, including the creation of presentation materials, setting up, and driving solution demos (including digital triggers, hardware, reader, and software).
  • Identify, assess, develop, and manage new programs and new business opportunities leading to successful commercialization efforts.
  • Surface new use cases, product applications, and solutions to development teams.
  • Collect and prioritize product and technical feedback with product and engineering teams.
  • Explore technologies that could complement our offerings as part of a thought-leadership effort.
  • Chair and drive Cross-functional BU virtual teams to drive entrepreneurial speed and flexibility with global consistency on the following functions for new digital solutions: pipeline development and management, creation and presentation of specific solution proposals, solution understanding and education, voice of the customer feedback to innovation, new use case creation and vetting, enable accurate and speedy development and deployment, define long-term roadmap to win - G2M, portfolio, cross-BU integration/collaboration.

Qualifications:

  • Bachelor's degree with a major in Marketing, Business, or a related field preferred.
  • At least 10-15 years of experience across the India region in business development or sales with a successful proven track record of consistently delivering sales results.
  • Strong experience and knowledge of RFID technology, digital twin, and solution selling.
  • Past experience of dealing with decision-makers relevant for RFID/digital solutions.
  • Extensive connect and existing customer relationships with supply chain solution stakeholders in top Retail - Apparel, & Lifestyle brands in India.
  • Direct work experience and solid understanding of the supply chain processes including warehouse operations/process, logistics, and transportation is mandatory, preferable in Apparel.
  • Past experience of business development for supply chain solutions in large enterprises in the Apparel Retail industry is desirable.
  • Past experience of business development for digital trigger/AIDC-based solutions - RFID, IoT.
  • Have strong capability to perform ROI analysis, build business cases for proposed solutions.
  • Strong entrepreneurial, hands-on attitude, open to work and thrive in an ambiguous, fast-paced, and agile environment.
  • Ability to develop pricing and offer opex and recurring revenue commercial model options.
  • Strong influencing skills and storytelling skills and ability to champion projects both cross-functionally and vertically within the organization.
  • Demonstrable ability to work both independently and as part of a team.
  • Attention to detail, project management, and communication skills are a must.
  • Willingness to travel frequently for in-person meetings and lead impactful virtual selling and marketing events.

Additional Information:

All your information will be kept confidential according to EEO guidelines.

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