The Senior Technical Competitive Intelligence Analyst as an integral part of the global marketing organization will deliver competitive analysis across all lines of Process Solutions business. He/she has the cross functional experience to effectively communicate across all internal functions during Product benchmarking (HON & Competition), Win loss analysis and Market Pricing. The in-depth analysis and findings shall be reported into actionable improvement areas, close loop findings and actions with the relevant stakeholders. He/she shall also drive actions into marketing processes like Market Requirements Document (MRD), Investment Prioritization Plan (IPP), New Product Introduction (NPI) and engage with Vertical marketing leaders, estimation leaders and global sales to understand the project scope and estimate market price
Engage with Lines of Business marketing organizations and business managers to understand project requirements, define scope of competitive studies and projects and finalize the overall approach of the project
Conduct Voice of Sales and other stakeholders like regional sales / marketing / account managers for data collection, analysis and map the trends and compare it with price offerings
Enabling data-driven pricing decisions for the business enabling to competitively position offerings based on the findings from the analysis for new project bids.
Provide competition price estimation support for key projects during the pre-bid stage to improve win rate. The key activities involve developing a competitive bill of material (BOM) that acts as a tactical pricing guide for leadership reviews and establish market price database based on historical projects to arrive at a final sell price
Developing new sales and marketing tools (price modeling tool) for competition based on requirements across different business functions
Identify projects & team across region(s) to conduct Win/Loss deep dives based on business needs and alignment with business plan.
Analyze the project and bring out key reasons for win/loss and learning. Categorize the findings/actions for Product Marketing, Technology, Sales, Estimation etc and map implications.
Define the context, purpose and linkage to organization initiatives to develop a differentiation program for products by partnering with the Line of Business (LOB) marketing leadership and get the sponsors approval along with mapping the competitor products to do a technical comparison analysis
Define the competitors list & product their respective products/models and define a well-articulated objective, scope & deliverables of differentiation programs in marketing campaigns
Conduct secondary and primary research and conduct a thorough technical analysis by studying the competition product features and comparing them with product features to identify key differentiators benefiting customers and making competitive
Prepare proof points based on primary and secondary research and prepare differentiation statements finally leading to the development of silver bullets/ battle cards. Review the battle cards with relevant stakeholders to finalize and be included as part of the live projects.
Bachelor of Engineering with 6-8 years of total experience. MBA (in Marketing or Finance) preferred
Experience in Industrial Automation industry with strong technical background. Previous experience of working in automation and control project operations.
2+ years Techno-Commercial experience in automation & controls industry
Good understanding of engineering principles, technology and their application to on-field requirements as well as market drivers, competition and business imperatives
Proficient with Siebel, eGAP tools; advanced MS Excel and PowerPoint capabilities for tool development
Good technical knowledge of Process Control product offerings
Experience working in different roles such as Engineering, Marketing, Sales, Estimation will be preferred
Good analytical skills and the ability to convert data to information to knowledge and finally develop business insights highlighting the implications to the business.
Global mindset to work with different teams (Marketing, Sales etc.)
Quick learner on new technology, offering etc.
Good Communication & presentation skills