BA SAS META Offering Manager

• Understand big-picture market drivers, challenges, competitors, and overall business environment.

• Identify critical gaps and execute primary/secondary research to address or leverage the Strategic Marketing Team to do so.

• Calculate the maximum potential market size (Total Addressable Market – TAM) with help of the Strategic Marketing Team, evaluate the solution for commercial viability, and calculate Share of Demand (SOD).

• Continually assess market traction and competitiveness to re-evaluate New Product Introductions (NPI), pricing, or end-of-life (EOL) actions.

• Able to conduct both VOC and Observational VOC (OVOC) by spending time with customers.

• Perform continuous discovery to identify and articulate the high value problems customers have, and the linkage of those problems to how customers make money.

• Connect key customer stakeholders and what our offerings do for them, and which needs drive purchase decisions.

• Evaluate sources of disruption and understand the customer decision journey and how to utilize key personas to transition to each step.

• Perform customer market segmentation analysis.

• Identify and state the target segment and problem to be solved in value propositions.

• Understand the value drivers and quantify them relative to the Next Best Alternative in value propositions.

• Perform competitive analysis of Honeywell products and services vs. the Next Best Alternatives.

• Work with Customer Marketing (CM) & Commercial Excellence Teams (CE) (i.e. Sales and Service) to communicate value propositions and their monetary values to the customer.

• Define the appropriate value capture model (one-time sale, subscription, service, outcome-based, etc.) and pricing strategy based on appropriate value share relative to Next Best Alterative, and ensure implementation by the commercial excellence team.

• Develop financial models for new and current offering, quantifying and balancing expected revenue against investment and ongoing fixed and variable costs to estimate projected margin, operating income, revenue, and return on investment.

• Develop a negotiation walk to close a sale for/with sales.

• Utilize a management operating system (MOS) to track pricing – PVA (price-volume analysis), etc.

• Demonstrate variable margin understanding and the linkage pricing has to margin performance.