Job Description:
Position Summary
The primary role of the Product Application Engineer is to help the MRM India team maximize product sales and profits. The BA must be able to interface effectively and establish quick credibility and confidence with:
– Internal: MRM India Business Team, Product Managers, Engineering, Customer Support, Supply Chain Managers, Engineering, Customer Support, Field Operations team, Finance & Trimble Hosting Services team
– External: Direct Customers, Dealers, Wireless Carriers (Channel Partners)
The BA must participate and act as the Business Team’s primary advocate on cross functional development teams.
The BA often has to provide customer use-case examples to product managers, engineering and is the primary bridge between customer feedback and requirements and internal product management and development team including R&D.
Major Duties and Responsibilities
Product Planning Identifying and articulating market requirements that define a product’s feature set for the Indian market.
Defining the product strategy & road map for the assigned product categories
Comparing Global MRM product offering across geographies based on Indian Market needs to introduce features into India.
Market Requirements Management Creating Marketing Requirements Document by meeting with customers, partners, dealers, end-users, and the sales force in India and documenting these requirements as Market requirements document (MRD).
Presenting the MRD document to the key stake holders in various cross functional teams to justify the demand in the market
Market Research Handling Market research, SWOT Analysis, PESTLE Analysis, Market needs, growth rate, profitability, cost structure, trends, success factors, Buyer Behaviour, Competitive Analysis.
Market Segmentation Developing a strategy that involves dividing the larger market into subsets of buyers who have common needs
Comparing the product offering for the segmented market
Present and Coach the business and sales team to focus on the segmented subset of prospects that are "most likely" to purchase the product offering.
Product positioning and Packaging Creating a unique, consistent, and recognized customer perception about MRM India's product offering and brand image.
Preparing a plan to position the product offering on the basis of an attitude or benefit, use or application, user, class, price, or level of quality by targeting the specific segmented markets, its needs at specific prices.
Packaging the product features based on the segmented market
Market Messaging
Branding Preparing a message to let MRM India market/prospects/customers understand that your product is exactly what they want.
Developing a messaging strategy and persuasive reasons to choose Trimble products as compared to competitor’s products.
Defining Key Differentiators of the product and its USPs.
Drafting product and feature values to customers
Pricing Strategy Handling pricing strategies for the products offered based on profit margin and market price. Helping Sales and Business Team to forecast product sales for the year based on the market size and its needs.
Reviewing product pricing and gross margin goals for existing products annually and establish new product pricing.
Analysing competitive product offerings in terms of features and benefits as well as price points
Marketing Communications & PR Working closely with content writers and creative designers to draft and design contents for Product Brochures, Datasheets, Web Content, White Papers, Sales Cheat sheets, Product Presentations for Sales Team etc.
Coordinating with Press in providing press releases
Training & Documentation Working closely with product Trainers to communicate and educate the product offerings.
Assisting, reviewing and approving the content prepared by the Trainers for the preparation of Training course material, User Guide, Best Practices Guide, FAQs, Support Material & Sales Training Courses preparation specific to Indian Market
Conducting new product training for the business team and Trimble dealers and partners for selling products to the market.
Road Shows and Conferences Representing Trimble MRM Division in Road Shows and conferences to communicate the MRM India Market Message to the customers and prospects
Channel Management Partnering with Indian Wireless Carriers for joint go-to-market strategy,
Negotiating customized plans for Trimble and Trimble Customers.
Managing on-going issues in regards to wireless carrier’s service offerings.
ROI and Business Case Analysis Conducting ROI analyses on product offerings to customers, technology investments, strategizing how the decision criteria of the prospects or customers can be changed so that they choose to buy Trimble’s product
Presales & Pilot Project Management Managing the end to end pilot project for a new prospect by working with different cross functional teams
Preparing Proposals and responding to Tender documents for end to end bid management.
Qualification/Skills
This position requires an extremely flexible yet assertive individual with strong presentation skills, adept business knowledge, organizational abilities, and who is capable of bridging market & customer business requirements to technical feature set and broader market trends, indices, and capabilities.
– Excellent communication and interpersonal skills
– Organizational skills, and ability to manage time effectively
– Strong planning, influencing and communication skills
– Clear understanding of value propositions and how to develop them
– Strong willingness to take personal responsibility of projects to be successful
– 5 years of Product marketing experience
– B.E/B.Tech Engineering with MBA in Marketing and Finance from a reputed university
