Global Offering Manager

2 weeks ago

Scarborough Village, Ontario, Canada LHH Knightsbridge Full time

THE COMPANY

Armstrong Fluid Technology is a global leader and innovator in the design, engineering, and manufacturing of sustainable, energy efficient systems in support of demand-based control, digitalization, fluid flow, and heat transfer for customers in a wide variety of industries. Their reputation and brand are synonymous with innovation, collaboration, and exceptional customer experiences. The organization has created a sustainable business model which produces innovative energy saving solutions to offer optimum lifetime building performance and enable customers' scope 3 targets. Their connected fluid flow solutions provide optimal efficiency and complete system transparency through real-time HVAC performance data and unrivaled intelligence. Building on their proud history they are on an exciting trajectory of transformation, expansion and growth and seeking to realize their full potential in the marketplace and make a significant impact on the world by reducing carbon emissions and energy costs.

THE OPPORTUNITY

Armstrong is more than just a leader in the industry. They are a community of the brightest and most creative minds driven by a shared mission to engineer the future, safeguard the planet and lead a global transformation in energy use. The vision is to make a significant impact on the world by reducing carbon emissions and energy costs.

Our client is in search of an Offering Manager to build and manage a global series of performance envelope based modular solutions for the HVAC and Fire Protection markets to meet growing customer needs. This role plays a pivotal part in building out the product portfolio from Engineered to Order (ETO) to Modular Performance Systems (MPS), instrumental in developing this primary value stream. The role will significantly impact Armstrong's leadership in energy conservation for their clients. Ideal candidates will have exceptional people leadership capabilities with a keen eye for gaps in the offering line-up and an innovative mindset for filling customer needs. Leading cross-functional teams, in Agile environments, to create innovative products, quickly, that improve and build upon the customer experience to grow market share are key qualifications.

KEY DELIVERABLES

Strategic Direction and Leadership:

  1. Incorporates macro trends and competitive intelligence to analyze new and existing competition to develop, refine and maintain the offering strategy.
  2. Conduct Voice of Customer (VOC), Voice of Sales (VOS) and Voice of Partner (VOP) initiatives to inform all elements of offering management.
  3. Create business propositions for capital investment, market growth, and improved market position.
  4. Engage with strategic industry associations and standards-setting committees relevant to market objectives.

Value Stream Development

  1. Develop a series of performance building envelope-based modular solutions that address fluid flow, heat transfer, and energy efficiency in buildings.
  2. Build out the offering portfolio, prioritizing the focus market segments (district energy, data centers, energy upgrades) by collaborating across other Armstrong value streams and leveraging the offering portfolio.
  3. Operate within the Agile structure by leading the value stream and securing the resources and support required from the communities to build a business that rapidly transitions to predominantly modular performance solutions set of offerings.
  4. Work with sales to gather the Voice of Customer to inform the offering roadmap.
  5. Identify and manage the total market volume (TAM), potential market volume (PAM) and available market volume (SAM) for Modular Performance System globally.

Lifecycle Management

  1. Define Business Systems operating requirements and functional configuration for successful implementation of the Offering Plan.
  2. Collaborate with Business Systems Leaders and Operations Leaders to ensure delivery against target market requirements, monitoring metrics, and implementing improvement plans that drive sustainable outcomes.
  3. Collaborate with Commercial Sales Directors and Operations Leaders to optimize Customer Experience with Quality and Delivery of the Offering.
  4. Drive the marketing and communication program for the offering, including awareness, consideration, hit rate, and conversion, working with Corporate Marketing and Communications team.
  5. Work with Sales to ensure the right multi-channel model maximizes reach and profitability, continuously improving channel model structure and incentives.

Offering Management:

  1. Execute the Annual Business Plan and initiate real-time adjustments to ensure delivery of financial results.
  2. Collaborate with Commercial Sales Directors and Operations to achieve plan revenue, standard margin, and contribution goals globally.
  3. Maintain all offering support materials, including selection and analysis engines, training principles, technical submittals, and installation/operation instructions.
  4. Manage the lifecycle of offerings, including owning launch quality and timelines, adoption, renewal of recurring services, ongoing price management and obsolescence.
  5. Provide annual plan input and direction to functional teams across the organization to meet Offering Category requirements.
  6. Develop offering management talent through coaching, training, and career development initiatives.

REQUIRED EXPERIENCE AND CAPABILITIES

The ideal candidate will possess the following experience, knowledge, skills and attributes:

  1. Mechanical, or Electrical Engineer, P. Eng license and/or Computer Science designation or related experience required.
  2. A Master's in Business Administration is an asset.
  3. 10+ years of leadership experience working with complex product development, product management, sales, design engineering, manufacturing, and distribution operations and a proven track record of innovation.
  4. Specific proven expertise in working with engineering on design for manufacturability to enable speed to market.
  5. Strong team-oriented leadership, experience managing global teams, and exceptional influencing skills with a bias for action in a matrixed environment.
  6. Demonstrated track record of delivering impact through rapid transformation that yield high levels of growth and sustained performance, with the ability to manage multiple projects and meet tight deadlines.
  7. Experience leading and working in Agile manufacturing environments.
  8. Exceptional at change management, relationship building and collaboration with many business lines.

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