Market Strategy and Planning Manager-Filtration Africa & Middle East at Cummins Inc.

Job description

• Manages market strategic development. Designs and implements market penetration plans and programs to accomplish business plans or organizational goals targeting business performance.
• Manages market strategy research and planning in support of the strategic planning process.
• Conducts external and internal operation analysis identifying strategic opportunities, challenges, risk, threats, etc.
• Develops and updates market summary dash boards employing relevant market data.
• Leverages competitive research and market analysis for assigned market or region to make recommendations.
• Communicates and presents critical data, report summaries, market analyses, and strategic recommendations to all levels of management.
• Works with product managers to manage product life cycle, product line business plans, and cost reduction programs.
• Provides input to support product line pricing and promotional strategy.
• Coaches and motivates business development staff; provides guidance and direction on problems and issues; delegates works assignments considering employee skills and development needs as required.
• Identifies department issues, problems, and opportunities to support continuous improvement initiatives.
• Track the execution of initiatives and projects.

Skills

• Market Analysis - Knowledge of many markets as well as the ability to deploy local and/or global processes to attain relative market information. Able to anticipate competitive action/reactions (game theory). The ability to coach others in this area.
• Financial Understanding - Ability to collect, analyze, and interpret data from financial systems, as well as the ability to execute a business case. Knowledge of the leverage pricing has on financial results. Familiar with tax and duty structures.
• Core Competency & Capability Analysis - In depth understanding of Cummins capabilities, experience with Cummins change curve and knowledge in strategy and capital planning.
• Market Opportunity Prioritization - Has strong relationships with key stakeholders and a broad understanding of strategies to make good judgment calls.
• Market Positioning - Understands market positioning tools and can apply them.
• Facilitating Internal Relationships & Consensus - Has experience with large group dynamics and proven relationship skills.

Education, Licenses, Certifications

• College, university, or equivalent degree in sales, marketing, economics or a related subject required.
• MBA or equivalent degree preferred.

Experience

• Significant level of relevant work experience required.
• Manages the Filtration market strategic development for Africa & Middle East. Designs and implements market penetration plans and programs to accomplish business plans or organizational goals targeting business performance.
• Responsible for Filtration Africa pricing principles & guidelines for the business unit through continuous improvement of tools & procedures.
• Leads key pricing initiatives and improves profitability through a value based pricing model. Designs and drives the Africa & Middles East marketing communication strategy and plan.
• Develops & owns the pricing structure/matrix for the business unit which assists in desired price positioning aligned with business strategy.
• Coaches and develops the Pricing Analysts in critical skills.
• Manages price changes & communication to the customers through development of message triangle and training to sales managers.
• Leads competitive research projects to determine optimum price positioning and directs appropriate product & channel initiatives through collaboration with Product Line Management &
• Channel Management functions.
• Leads segment based pricing strategy to attain market share growth and penetration in new and existing markets.
• Responsible for managing the AOP process together with finance and sales, and communicating growth strategies to top management in the business unit or segment.