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Business Line Manager
4 months ago
JOB SUMMARY:
As Digital Business Line Manager your mission, is to "Be the CEO of the digital solutions business within your customer centre and catalyst within Epiroc to accelerate the Digital and Automation transformation in our industry.
As the empowered profit and loss owner of the Digital business within your CC, it is critical that you take bold decisions and actions to attain these objectives in a lean and efficient way, managing your cost efficiency.
Ensuring internal collaboration and satisfaction from the divisional and local management teams as well as customers within your region is a defining measurement of success for this role.
RESPONSIBILITIES:
Business Performance & Management
- Create a digital solutions strategy which meets the evolving needs of the business, our customers and capitalizes on opportunities for needed transformation.
- Maximize market coverage through efficient territory management and organization setup, and effective distribution channels.
- Digital Solutions business performance P&L ownership and business reporting for:
- Ensure targets are set and achieved for Orders Received and Revenue, Consolidated Gross Profit, Market Contribution, and other business health metrics for your CC (by major portfolio).
- Business/market intelligence (market share, competitive comparison, pricing intelligence, offering development) supported by input from local CC teams.
- Quotation and tender development looking for potential crossdigital deals.
- Pricing and discounting approvals within defined governance and authority
- Licensing and subscription models for different product and service offerings
- Owner of division functional costs and functional cost efficiency
- Conduct Monthly Operating Reviews and bi yearly Business Performance Meetings.
- Think consolidated for digital solutions and ensure we recover the costs for delivery and support.
- Lead the Digital product business model strategy with focus on expected value added to customer, flexibility, and recurring revenue. Work with other CC divisional BLMs to define combined gotomarket offerings and leverage each other's contacts and opportunities.
- Active participation in development and negotiation of tenders.
- Assess and map the needs of the digital, capital and aftermarket sales teams, ensuring competence development plans are in place, including establishing training schedules.
- Contribute to the development of value based and solutions selling for technology in your region including digital sales training material.
- Driving price quality, input to market area price developments, incentivizing vs price realization.
- With division Commercial team manage business risk on entry to new deals, contracts, POs, etc.
- Work closely with the divisional Regional Business Managers and their teams on "mustwin" deals.
- With divisional MarCom team ensure a strong marketing and communications strategy in place driving sustainable profitable growth through awareness of the value to our customers, provoking thought leadership and implementing global campaigns when applicable.
- Compiling budgets and target setting yearly including preparation for the target setting meetings.
Customer Success -Delivery & Support
- Drive project accountability through clear project plans, deliverables, timelines, KPIs, roles & responsibilities mapping, and solid communication/measurement plans.
- Develop, implement, and support data analytics initiatives to enhance Epiroc business.
- Drive the unified divisional support model where the customer sees one Epiroc regardless of the complexity with multiple product companies.
- Ensure an effective local support structure for both level 1 and level 2 support installations in a sustainable and profitable way.
- Create a customer success manager structure for existing install base that creates healthy relationship, onboarding, implementation, and adoption, ensuring that customers achieve value.
- Proactively search for opportunities to expand existing accounts during monthly customer checkins. Deliver insights to customers proactively and provide feedback internally.
- Identify opportunities to upsell and expand accounts preventing churn and driving renewals.
- Ensure that customers develop competence through customer trainings.
- Develop the Aftermarket organization and use of Product in line with Epiroc strategy.
- You shall be involved in daily sales activities when required, but even more function as a coach to develop the sales and aftermarket organization.
- Often end users need additional guidance for maximizing our solutions. Find optimum support models that may not be executed previously yet are most efficient for this customer.
EXPERIENCE:
- Minimum of five (5) years of experience in people management
- Experience managing cost and / or budgets, including a service varia
