Senior Offering Manager - Sustainability Solutions - Honeywell

The Honeywell Senior Offering Manager Manager is responsible for developing and optimizing an offering portfolio strategy, with a focus on electrification solutions and sustainability. This strategy is crafted based on customer insights, competitive and market intelligence, and executed to enhance the electrification offerings, market position, organic growth, and financial return of the product portfolio throughout its lifecycle. The Senior Offering Manager collaborates closely with cross-functional departments, such as engineering/R&D, manufacturing/sourcing, software development, internal sales, field sales, marketing, and Honeywell senior executives, to maximize the growth, development, and return on investment of the organization’s product portfolio, aiding customers in meeting their sustainability goals and achieving net zero targets. In pursuit of portfolio expansion and growth, the Senior Offering Manager will also lead the evaluation of M&A opportunities and partnership engagements, assessing strategic fit and potential value creation opportunities.











Key Responsibilities:







Market Research & Competitive Landscape. 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.










Voice of Customer & Segmentation. 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.










Value Proposition & Competitive Positioning. 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.










New Offering Management. Translate customer and business needs into actionable product requirements. Provide customer marketing with appropriate information on offering, target segments and value propositions for effective sales collateral and campaigns. Ensure requirements of each participating function are accurately represented in the product plan and launch timeline.










Business Models & Pricing. 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.










Portfolio Lifecycle Management. Understand, articulate, and own the financial impact for portfolio decisions (both P&L & balance sheet) and ensure alignment with business strategy. Build and maintain a multi-year roadmap which includes a detailed 1-year plan and take action relative to changing market conditions, competitor actions, and new entrants. Effectively manage products across their lifecycle from demand planning of new offerings through SIOP on ongoing basis through including managing End of Life (EoL). Apply 80/20 analysis to portfolio to define offerings that should be sunset and appropriate pricing during sun setting and address sourcing factory utilization impacts.





“Due to compliance with U.S. export control laws and regulations, candidate must be a U.S. citizen, U.S. permanent resident, or have asylum or refugee status in the U.S.”



YOU MUST HAVE:









+ Leader with 6+ years of experience in Product Management, Marketing, R&D/Engineering and/or in an offering-specific domain, with a track record of demonstrated, recognizable results













WE VALUE









+ An undergraduate degree, preferably in an analytical (e.g. economics, math, engineering, marketing, management, etc.) or technical discipline.










+ Experience in Product Management, Marketing, Sales, R&D/Engineering, and Domain-specific, complemented by formal training. An MBA is not required but is preferred. Prior experience working in a matrixed organization a plus. Demonstrated Honeywell 9 Behaviors.







Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.