Ensure that TDW is properly positioned within the Market to maximize a return on investment when riding market trends, relative to our competitors, by identifying the appropriate Market Space, characterized by effective segmentation, and justifying the route-to-market therein.
30% - Customer Engagement Model - Strategic Differentiator
Customer segmentation - Ensures that Market-data & Financial-drivers complement Operational factors to become key considerations in determining route-to-market decisions – specifically regarding which accounts and locations to be served direct and which would be better served via Channels. Works closely with Channel Partner Manager to monitor program effectiveness, development potential and replication opportunities. Develops tools and strategies that Regions can use to operationalize channel actions. Works closely with Sales Operations to ensure that consistent tools are systematically developed and applied for segmenting, characterizing and managing key accounts – leveraging existing and forthcoming business tools to the maximum.
25% - Market position of TDW; Improve nonprice competition
Owns competitor intelligence - Designs, builds & maintains a collaborative repository for competitor intelligence, managed to give context to our desired positioning within the appropriate Market Space and to support TDW’s efforts to counter competitive threat in a coherent, comprehensive and formidable manner. Characterizes TDW’s competition in a consistent manner, enabling effective messaging to be delivered globally.
25% - Drives strategic choices about TDW's portfolio
Market size, trends and characteristics - Collects, analyzes, evaluates and distributes market data to extrapolate and predict trends within the Market-place framed against relevant and realistic Total Addressable, Serviceable Available and Serviceable Obtainable market sizing estimates. Ensure that the data remains relevant to support go-to-market choices and the correct targeting of arenas. Evaluates and describes the historic, actual and potential role for codes, guidelines and regulations to shift the market landscape. Develop, apply and maintain Market Segmentation criteria that enables TDW to systematically characterize their Market Space, identify candidate customers and support route-to-market decisions.
10% - Serves as audit trail for investments
Business-case support - Applies logic to set out a consistent manner in which Business Cases can be developed, elaborated and monitored, thereby maximizing the return-on-investment from Business decisions and enabling a coherent way in which the net present value of an option can drive the right choice. Works closely with the Product-line Leadership to develop their investment cases in a consistent manner, properly mining both internal and market data to support such cases.
10% - Supports development of price book to drive consistency and improve margins
Pricing and Profitability Plays - Supports the Regions and Product Line Leaders to analyze and evaluate price elasticity, pricing tactics and “what-if” modeling scenarios to determine the appropriate Marketing Mix for the TDW portfolio