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In order to accelerate growth of new Uvance offerings in Europe, we have decided to create Business Manager positions aligned to each Uvance Key Focus Areas (KFA.)

This role is the link between Global Portfolio teams developing offerings and country sales organizations. It is executed in close partnership with European Uvance Portfolio Owners. The main responsibility of Business Owners is to establish sales & marketing plan jointly with local sales teams and ensure plan is well executed and drives agreed results. This includes ensuring local sales & presales teams have the right focus, the right support and are fully enabled to be successful in selling.

Reporting Line

Reports to VP, Head of Portfolio & Uvance Growth, Europe

Job Purpose & Accountability

One of Fujitsu priorities is to change the mix towards industry solutions and associated digital services to solve customer ‘s business problems. A significant effort to achieve this was initiated a few years ago, with the creation of Uvance organization and related portfolio. However, sales of Uvance vertical portfolio have been slow to take off in Europe.

In order to overcome this, Uvance teams have set up a new model (Extended Arms v2), through which they can fund in-country resources to kick start sales of select offerings in a given country. For Sustainable Manufacturing segment, such funded resources are in place in Germany, Sweden, France, Finland and Benelux. Business Manager role is to ensure these resources achieve optimal results through the following set of actions:

• Identify Uvance portfolio elements that offer the most potential in Europe (access to market research material and Gartner analysts amongst other things)

• Build detailed Sales & Marketing plans in each country together with local teams and European Sustainable Manufacturing marketing lead. Plan must include:

• Target customers

• Target personas

• Go to market strategy per portfolio element.

• Lead generation strategy & budget

• Awareness plan

• Numerical objectives

• Ensure plan is well executed by tracking progress through select KPI’s (pipeline creation, win rate, order booking, revenue and margin booking, lead generation.)

• Ensure sales teams have the right focus and the right skills.

• Ensure sales and presales teams are fully enabled to sell the offerings.

• Support specific deals directly or through identification of resources capable to help.

• Animate community of industry experts across the region

Interaction with the following teams is expected as part of the job:

• European Portfolio Lead for Sustainable Manufacturing (SM)

• Country sales and presales specialists

• European Sustainable Manufacturing Marketing Lead

• Country account managers

• Uvance SM portfolio teams (understanding and prioritization of offerings)

• Market intelligence (assess potential of offerings and competition)

• Country management (agreement on pilots to be run)

• Central support teams

Skills Overview

Candidates must be intelligent, articulated, consensus building, and persuasive team player who can serve as an effective member of a dynamic team. They are expected to have good technical and business understanding of Uvance offering and strong negotiation skills.

Business degree or engineering degree, with equivalent relevant experience of minimum 5 years. Good understanding of IT market and innovation. Ability to: work and effectively prioritise in a highly dynamic work environment and write accurate, clear, and concise documents.

Skills Details

• Good knowledge of manufacturing industry

• Able to work on their own initiative.

• Be able to deal with and influence senior internal customers in a multi-cultural environment.

• Ability to put together and defend a business plan.

• Have strong presentation and negotiation skills.

• Understand Fujitsu global strategies and methodologies.

• Manage people as appropriate.

• Continuously evolve business acumen

• Basic understanding of financials

• Understand main sales and delivery processes, including GDC.

• Good level of written and spoken English mandatory

• Other European language is a plus.

Requisition ID : 24048