Mission and Goal - General Description:
Define, lead and execute growth initiatives in the power grid and railway inspection market segments. Define specific market and strategy to penetrate for Advanced Imaging Business Unit. Perform market studies and propose Go-To-Market strategy to optimize sales.
Position Reports to: WW Director of Business Development, Advanced Imaging BU
Stakeholders | |
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| Internal | External |
| Marketing Sales Product line General Management | Prospects Customers Partners |
Responsibilities:
- Market Development: Identify and evaluate new business opportunities within power grid and railway inspection sectors, including utilities, grid operators, railway companies, and government agencies. Understand the eco-system and the key decision processes related to adoption of new technologies.
- Sales Strategy: Develop and drive execution of the strategic sales plans to penetrate new accounts and grow existing customer relationships.
- Solution Selling: Understand customer inspection needs and position imaging solutions (e.g., drones, fixed cameras, mobile platforms) that meet operational and compliance requirements.
- Partnerships: Build relationships with system integrators, drone service providers, OEMs, and technology partners.
- Market Intelligence: Stay informed on industry trends, competitive landscape, and regulatory requirements influencing power and rail inspection.
- Customer Engagement: Collaborate with product, engineering, and support teams to deliver tailored demos, trials, and proof-of-concept projects.
- Product positioning: acquire the key applications requirements and contributes to the products specification’s definition
Main Activities:
Market Survey focused on commercial Market Segment with two primary subjects: Power Grid maintenance and Railway. It consists, among other points, in:
- Define application and find Key Players per area, market estimation.
- Gather and process information from customer interviews, exhibitions and conferences, internal feedback.
- Competition survey and market trends identification.
- Classification of players according to Tiering (Tier1, Tier2, …)
- On demand synthetize info on market segments, players, countries, program.
Roadmap and Product Strategy
Tightly working with Product Management, Innovation, R&D and Group Marketing:
- Provide mid-term (3 to 5 years- and long term (more than 5years) market perspective.
- Provide new products information on :
- Product: marketing specifications (functions, derivatives, key features, …)
- Place: main relevant segments (application, volume)
- Price: Price positioning
- Promote: provide competition analysis and expected USP.
Go-to-Market & Sales Guidance
Together with Product Marketing, guide sales team in market access:
- Qualified list of prospects, Tier 1 identification.
- Products to propose
- Information on existing systems and competition
- Key messages
Skills and Knowledge:
Knowledge (Theoretical) |
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Background (Track Record) |
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Skills |
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