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Vertical Markets Manager

4 months ago

Sunnyvale, United States IDEC Corporation Full time
Job DescriptionJob DescriptionDescription:

Vertical Markets are strategic market segments for IDEC which offer many new business opportunities. IDEC focuses on these Vertical Markets, develops in-depth knowledge and relationship with opinion leaders to create new products and business models (including solutions and services), increase C-level engagement, to take a strong market position that would lead to high sales growth and market share win.


This position requires a combination of technical expertise, market analysis, and strategic vision to ensure the successful execution of product initiatives and the achievement of company objectives

The Vertical Markets Manager (VMM) in charge of AGV markets globally and directly responsible for AGV and Greentech markets for US. AGV will be part of 2 marketing organizations:

  • the global “Market Strategy & Innovation” team with people localized in various countries.
  • the local US marketing team

As part of the IDEC family, ez-Wheel allows IDEC to offer AGV solutions with strong differentiators to OEM, Systems Integrators and End Users. The VMM will work closely with ezWheel management based in France.


The VMM in charge of US assigned markets and AGV (Autonomous Guided Vehicles) is a key role in IDEC organization with 3 main responsibilities:

  • Manage the AGV Vertical Market (global responsibility, around 30% of her/his time).
  • Support the Prepare and support the launch of ezW products in US in 2024 (local responsibility, top priority for 2024)
  • Develop the Business in US assigned focused markets which are AGV and Greentech markets. (50-60% of her/his time)
  • Formulate, articulate, and execute IDEC USA’s vertical market strategy for the global focus markets (local responsibility)


ESSENTIAL DUTIES AND RESPONSIBILITIES

1) Manage the AGV Vertical Market globally

  • The VMM will acquire a deep understanding of the AGV market and of its current and future trends including but not limited to industry standardization activities to identify business opportunities. This requires making market analysis, visiting customers and building a trustful relationship with AGV manufacturers, System Integrators and End Users. The VMM will also work closely with other departments (ezWheel, standardization team based in HQ, Product Management, Sales…) to gather market insights.
  • Based on this knowledge the VMM is in charge of proposing a global and regional (Japan, China, APAC, USA, Europe) strategy to grow sales in the AGV market. It includes:
  • Identifying business and market opportunities
  • building sales action plans per region with the support of other VMM in charge of other regions (Japan, China, APAC, Europe)
  • proposing new products, solutions, or services to IDEC Product marketing team. The VMM will focus on unexpressed or unsatisfied customer needs that IDEC could fulfil with a strong competitive advantage.

2) Prepare and support the launch of ezW products in US

  • The priority in first 6 months is to prepare and support the sales launch of ezW products in US in cooperation with ezW company, US sales, sales support and marketing.

3) Develop the Business in US assigned focused markets which are AGV and Greentech markets.

  • Work in conjunction with the Industry Sales team to formulate, articulate and execute IDEC USA’s market strategy for the two markets.

4) In conjunction with the other Market Strategy & Innovation team members, and with the US sales and marketing team, formulate, articulate, and execute IDEC USA’s vertical market strategy for the global focus markets.

  • In cooperation with the VMMs in charge of the vertical markets based outside US (Japan, China, EU) and with US sales management, identify business opportunities and define sales action plans to support Leads generation in US. Coordinate and follow-up these Sales Action Plans. This includes making market trainings and sales tools, defining key targets for IDEC US sales, distributors and Reps, organizing QVBR (Quarterly Vertical Business Review) with sales….
  • Support IDEC Global Strategic Accounts initiative by participating to global meetings aiming at defining and executing IDEC strategy to accelerate growth at these accounts.
  • Produce monthly sales report as well as quarterly sales report with market insights and work with the US Sales and marketing team to steer tactical actions throughout the year in order to increase revenue.
  • Support all global vertical initiative in US including SEMI, Robotics and Automotive but not limited to strategic and experimental approach other markets and or applications.
  • If necessary, develop new channels or adapt current channel to penetrate the targeted markets

This position is very visible in the company and is a cross-functional role as you will have to work with people from different departments (mainly ezW company, sales, product marketing and R&D) and influence the sales and marketing strategy without direct report in these departments.


In order for this position to be successful, the candidate is expected to have regular meetings with key potential and existing customers. Frequent travel at national level should be expected.

Requirements:

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE

Typically requires an advanced technical degree (Engineering preferred), and at least 7-10 years related experience. Good written, verbal and presentation skills are required for this position. An experience of at least 1 year with AGV is required: at an OEM, a System Integrator or an End User for the deployment or development of AGVs, or at a sensor or equipment manufacturer targeting the AGV market…

LANGUAGE SKILLS

Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to conduct customer interviews. Ability to effectively present information to top management, public groups, and/or boards of directors.

INTERCULTURAL SKILLS and EXPERIENCE

This position is global and therefore requires working daily with people from various countries and cultures. Candidates with intercultural experiences and skills will be preferred.

MARKETING SKILLS

Having a “marketing mindset” and the ability to think out of the box to identify customer pain points and imagine solutions to solve these pain points is a must.

TECHNICAL SKILLS

A minimum experience in Robotics is required to have the ability to understand technical trends and interview technical experts.

REASONING and ANALYZING ABILITIES

Ability to define problems, collect data, analyze them, establish facts, and draw valid conclusions. Ability to get the global picture and at the same time to deep dive into specific topics when necessary.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate.