Job Description
ABOUT THE ROLE:
The Market Development Manager, Digital Solutions will be responsible for driving top line growth and achieving sales and business development goals by creating market opportunities for end to end solutions for Avery Dennison digital solutions portfolio which includes, Digital triggers(RFID, QR code, NFC, sensor+) , Hardware products, Connected product cloud (atma.io), and multiple software applications enabling supply chain traceability, consumer engagement, sustainability solutions for various Industries such as Retail, Apparel, Logistics, Food, Automotive , CPG. You will work closely with the global Product Development, Engineering and business teams to identify and evaluate opportunities that convert to new or incremental sales.
YOUR RESPONSIBILITIES WILL INCLUDE:
• Lead and own responsibility for execution and sales results for Avery Dennison Digital Solutions portfolio (Digital trigger + Hardware+Software+Services)
• Own responsibility for lead generation and maintaining a robust sales pipeline to meet sales targets.
• Identify and develop long-term strategic business opportunities in digital solutions space leading to successful commercialization, while also leveraging Avery Dennison’s intelligent label product portfolio and wide range of digital ecosystem partners.
• Develop and maintain working relationships with line-of-business partners at the customers’ organization.
• Act as a business innovation lead for customers’ and prospects’ strategic digital identity initiatives such as supply chain traceability solutions and digital consumer engagement solutions across multiple Industries such as Retail, Apparel, Automotive and so on.
• Develop trusting and deep business relationships with key decision makers for solutions business at the customer’s organizations as a proponent of using digital identity for supply chain transformation.
• Work with prospective customers to identify unmet needs, and present compelling solutions.
• Communicate and link key value propositions and differentiators to customers with Avery Dennison Digital solutions portfolio.
• Initiate, determine, and present ROI business case analysis for new opportunities & pilot programs.
• Craft customized go-to-market strategies for the assigned market and individual customers.
• Craft custom pricing and commercial models as per opportunity - opex, recurring etc
• Stay abreast of industry trends by attending trade shows, events and staying on top of market insights as well as global branding trends.
• Build a positive relationship with key influencers and foster healthy ecosystem partner communities.
• Collaborate with other Avery Dennison business units and external partners to identify and evaluate opportunities for generating leads for digital solutions portfolio.
• Drive customer meetings, including the creation of presentation materials, setting up and driving solution demos (including digital triggers, hardware, reader and software).
• Support the creation of Sales training content and tutorials for the internal and external partners
• Identify, assess, develop and manage new programs and new business opportunities leading to successful commercialization efforts.
• Surface new ideas, product applications and solutions to development teams
• Collect and prioritize product and technical feedback with product and engineering teams
• Explore technologies that could complement our offerings as part of a thought-leadership effort
• Chair and drive Cross functional BU virtual team to drive entrepreneurial speed and flexibility with global consistency on the following functions for new digital solutions:
• Pipeline development and management
• Creation and presentation of specific solution proposals
• Solution understanding and education
• Voice of the customer feedback to innovation
• New use case creation and vetting
• Enable accurate and speedy development and deployment
• Define long term roadmap to win -G2M, portfolio, cross BU integration/collaboration,
Qualifications
Qualifications
Avery Dennison has a long history of being a market leader. Your history is important to us. It should include the following:
• Bachelor's degree with a major in Marketing, Business, or a related field preferred.
• At least 10-12 years of experience across the India region in business development or sales with a successful proven track record of consistently delivering sales results.
• Strong experience and knowledge of digital, enterprise SaaS market, and solution selling.
• Past experience of dealing with decision makers relevant for digital/ software solutions.
• Extensive connect and existing customer relationships with supply chain solution stakeholders across multiple Industries, primarily Retail - Apparel, Lifestyle & General Retail.
• Direct work experience and solid understanding of the supply chain processes including warehouse operations/process, logistics and transportation is mandatory.
• Past experience of business development for supply chain solutions in large enterprise or supply chain tech startups will be desirable.
• Past experience of business development for digital trigger/AIDC based solutions - RFID, IOT.
• Have strong capability to perform ROI analysis, build business case for proposed solutions.
• Strong entrepreneurial, hands on attitude , open to work and thrive in an ambiguous, fast paced and agile environment.
• Ability to develop pricing and offer opex and recurring revenue commercial model options.
• Strong influencing skills and storytelling skills and ability to champion projects both cross functionally and vertically within the organization.
• Demonstrable ability to work both independently and as part of a team.
• Attention to detail, project management and communication skills are a must.
• Willingness to travel frequently for in person meetings and lead impactful virtual selling and marketing events.
Additional Information
AVERY DENNISON IS AN EQUAL EMPLOYMENT OPPORTUNITY PROVIDER
