• EMEA Go To Market Manager, Print and Supplies

    Location UK-Bourne End
    Job ID
    53444
    Function
    Sales
  • Overview

    Zebra Technologies is a global leader within the High-Technology arena.  With the most recognized brand in the automatic identification industry and the most complete product line, Zebra is dedicated to transforming our clients’ business through innovative products, reliable services and – most importantly – our committed employees.  Our solutions are used to improve business processes, increase productivity, improve quality, lower costs and strengthen security.  For more details, please visit our website www.zebra.com 

     

    We have created a commercially orientated position to grow the Print and Supplies revenue in EMEA through non-product centric / technical activities.  Grow the EMEA print and supplies revenue through sustainable, saleable and programmatic methods. Evaluate, enhance and segment our commercial propositions for run rate sales through a vast and competitive channel.  Develop and deliver new Routes to Market for the print and supplies business to generate untapped revenue streams.

    Responsibilities

    Responsibilities:

    • Across Stationary, Mobile, Card and Supplies portfolios own the strategy behind the Routes to Market (RTM) and Go to Market (GTM) for each of the product portfolios across the different sub-regions within EMEA. Working cross functionally to execute the plan
    • Recognize the sub regional differences in terms of RTM, GTM and commercial needs to build the right flexible programs and propositions to ensure that can be tailored for each sub-region/country as the market requires
    • In conjunction with the Regional Product Managers (RPM) build sustainable and saleable ways to outpace the market growth rates for the print and supplies portfolios
    • Focus on driving frictionless run rate to grow the business
    • Monitor the competitive (especially nontraditional competitors) RTM and GTM to understand how they are trading in the region and their strategies for growth
    • Investigate alternative routes to market and if applicable build and execute plans to utilize them
    • Own the fundamental pricing strategy for the portfolios in conjunction with RPMs, BU and EMEA business
    • Ensure that we have strong commercial propositions to and through the channel to include margin stacks. Distribution attention and focus is a priority
    • With the relevant RPM devise the appropriate RTM and GTM strategies needed for new products, especially products which enter new segments (such as value tier)
    • Develop promotions and programs to grow the portfolios and hit revenue targets. Monitor and tweak initiatives to drive the business
    • Own the co-ordination with legal, finance, sales, senior management, operations and the business unit when building the commercial propositions and programs
    • Ensure that the PartnerConnect program and its specializations are appropriate to drive the AIT business in EMEA. Advise and lobby appropriate groups to ensure optimization of the program
    • Build personal relationships and credibility with the local sales organizations to ensure their needs are being identified and met to grow the business
    • Be an EMEA voice into the corporate Business Unit (BU) on what is needed from them commercially to drive the right product growth through the right routes to market

    Qualifications

    Qualifications:

    • Senior professional with significant experience in a B2B technology channel environment
    • Bachelor’s degree, ideally in a business or marketing discipline
    • Clear understanding of a channel centric business
    • Excellent written and verbal English with strong presentation and communication skills
    • Strong analytical and numerical skills
    • Demonstrable ability to converse, influence and present to senior management
    • Significant experience of building pricing models and structures for products in a multi-regional and channel centric business
    • Demonstrable experience of RTM and GTM approaches, their dynamics and their complex interplay across an EMEA region
    • Ability to negotiate, influence and have persistence to get things done
    • Clarity of thinking and vision with a constant curiosity to challenge the status quo
    • Keen prioritization and self-organizational skills
    • Experience within a matrix organization
    • The role will be Bourne End (UK) office based and the candidate must be able to travel (domestically and international) as and when required (30% of time)
    • Foreign language skills an advantage

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