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Posted: 69 days ago   Expired

Services Development Manager

Salary: £0

Location: Hemel Hempstead

Job type: Permanent

Category: Hemel Hempstead Management

Job Description The Services Development Manager analyses the market, identifies new service offerings and aftermarket solutions with a focus on specified offerings and leads the definition, development, commercialisation, launch and marketing of new services as part of a broader portfolio of offerings and products. He/ She uses market and internal data to drive optimisation of existing service offerings through refinement of market, commercial and delivery approaches. They support the sales and service organisations, by driving targeted projects to generate maximum income, increase market share, increase profits, ensure return on investment, and improve customer satisfaction / experience, whilst responding and aligning to the Division and Group's overall portfolio strategy. This specific role will create, develop, and manage our global portfolio of equipment rental, refurbishment and service contract offerings that include planned and corrective maintenance coverages. Duties & Responsibilities * Define the commercial strategy for applicable service products / offerings to grow the business in alignment with Services Strategy, using market and installed base data. Develop roadmaps for service offerings that support the evolving product installed base. * Maintain a picture of target markets and the competitive landscape including competitor offerings and pricing. Translate voice of the customer to service offering requirements. * Identify opportunities to grow the business including through partnerships, mergers, new markets, new technologies and new services offerings. Provide innovative thinking to challenge self and others. * Define, update, and maintain the service offering scope and key sales features, parameters, and value proposition for applicable service offerings * Manage the business case for new and existing service offerings obtaining stakeholder alignment, approval, and investment. * Lead and co-ordinate new service offering commercial development in line with product lifecycle management process requirements. Interface cross-functionally to drive the realisation of new service offerings and optimisation of existing offerings. * Define commercial aspects of the service offering including business models, contractual terms, and advanced solutions such as risk sharing and gain share models. Build cost and price models and develop a recommended pricing strategy to maximise margin, revenue and market share, benchmark external pricing to ensure optimal business position, take into account cost of ownership. Define, develop, optimise route to market channels (including digital channels and contract partnerships with external organisations to realise the service offerings. * Define, coordinate, deliver the activities required to launch new service offerings to market including sales and promotional requirements, marketing materials and sales toolkits and sales team training, proof of concepts / pilot projects with reference customers, installed base data and target customer lists, working with marketing and communication teams on development of marketing plans for the service offerings. * Monitor the performance of existing offerings using market, customer feedback and internal data, developing plans, business cases and building stakeholder support for changes to optimise service offerings as applicable, driving, and co-ordinating implementation. * Define and provide inputs to short- and long-term forecasts and budgets, working with Sales, Service, Industry Marketing teams and Finance. * Lead and contribute business development activities relating to own portfolio and offerings and build specific solutions as applicable to support. * Provide specialist support to sales and industry marketing teams in selling and promoting service offerings including use of installed base data to help identify sales opportunities, development of novel value propositions and customer presentations, input and preparation of bid and tender documentation and support to negotiations. Attend customer meetings, trade shows and events to evangelise the service offerings and input to / co-ordinate customer events as required / requested. * Provide service thinking and input to industry product managers on product development, evolution and retirement across the lifecycle ensuring optimal service business at each stage. Diversity & Inclusion We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity. The Individual Education/Training: * Graduate level qualification in business or technology subject. Master’s degree preferable. Experience: * Building and implementing a strategy for new products or services * Services development from concept through to launch. * Promotion and sales of complex equipment and aftermarket service offerings in a B2B / B2G setting. * Proven internal and external customer relationship building at a senior level * Track record of developing market forecasts, owning and delivering against a business plan and business reporting. Knowledge/Skills: * Product management, product marketing, programme management and project management disciplines (incl. agile methodologies) * Understanding / prior experience of aviation, defence, maritime, security markets and technologies or allied sectors such as power generation, rail, medical X-ray equipment, industrial machinery / automation, rental, and events industries. * Long term service and maintenance contracts for complex machinery, risk transfer models, equipment leasing and rental. * Comfortable working with data and interrogating IT systems * Change management and business improvement methodologies Key Competences: * Entrepreneurial, demonstrated record of innovation and delivery of “firsts” for their business and / or market, hands-on to drive business growth (result oriented), including new product or service development and launch. * Commercial acumen, international business development, bidding, negotiation, and contracts. * Ability to assess customer and market needs and translate those needs into a winning value propositions and actionable service products / offerings. * Analytical, understands data and system limitations. Ability to make effective, timely decisions in a complex, global market by sourcing and analysing critical information. Comfortable with making trade-offs, decisively. * Leadership and direction to integrated project teams across multiple sites in multiple different countries, working with matrix structures. Ability to take ownership, identify, and remove roadblocks regardless of direct responsibilities. * Excellent communication skills particularly in English (fluently spoken and written), second language advantageous. Articulate, able to communicate value propositions and engage stakeholders. About Smiths At Smiths we apply leading-edge technology to design, manufacture and deliver market-leading innovative solutions that meet our customers' evolving needs, and touch the lives of millions of people every day. We are a FTSE100, global business of around 23,000 colleagues, based in 55 countries. Our solutions have a real impact on lives across the planet, enabling industry, improving healthcare, enhancing security, advancing connectivity and supporting new homes. Our products and services are often critical to our customers’ operations, while our proprietary technology and high service levels help create competitive advantage. We welcome colleagues with a curious mind, who are happy with responsibility, enjoy a challenge and are attracted by the idea of working at a business with an almost 170 year history of innovation, and five global divisions, all experts in their field. About Smiths Detection Smiths Detection is a global leader in threat detection and screening technologies for aviation, ports and borders, urban security and defence. With more than 40 years of field-tested experience, we deliver the solutions needed to protect society from the threat and illegal passage of explosives, prohibited weapons, contraband, toxic chemicals and narcotics. Every minute of every day our technology and our people make the world a safer place. Smiths Detection is part of Smiths Group, a global leader in applying advanced technologies to markets in threat as well as contraband detection, energy, medical devices, communications and engineered components. Smiths Group employs around 23,000 people in more than 50 countries


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