Area Offering Development Director

Why this role?

The Regional Offering Development Director owns and drives the APAC and Middle East offering scope and roadmaps based on the needs of the customers in the relevant segments, with a target to gain market share while increasing margins and developing customer satisfaction. Offering Director represents customers' needs and drives the full chain competitiveness of KONE offerings in the market over the whole lifecycle.

The role has P&L accountability of assigned offering portfolio in the relevant segments.

What will you be doing?

Build the vision, strategy and roadmaps for own offering together with key stakeholders
- Maintain a deep understanding of the target customers and end-users, their values and needs across the lifecycle through regular, direct interactions and other forms of market research incl. competitor insight.
- Co-create the vision for own offering together with FL, area & global colleagues and live by it.
- Define and implement an offering strategy and roadmaps based on customer and business understanding in alignment with FL, area and global colleagues to ensure offering competitiveness in the market and increase the share of customer wallet.
- If applicable: Responsible for the P&L of assigned offering portfolio in the relevant segments.
- Drive the holistic competitiveness of the offering which includes the products, services, tools.
- Define the winning commercial and go-to-market strategy to sell the offering, with the right argumentation, with right pricing through the right KONE roles and channels, to the suitable customer roles.
- Define how the offering supports in the growth of the Lifts in Service base and the additional revenues and margins which can be generated from that base.
- Ensure the offering is fitting to the various phases of the lifecycle of the buildings
- Set measurable targets and KPIs for the offering incl. e.g. customer / end user experience, sustainability
- Follow the business results and commercial success of the own offering through effective feedback loops and take corrective actions.

Enable solution development to deliver on the development roadmaps
- Synthesize the diverse customer and market needs into crystallized targets and priorities for product development.
- Collaborate with area and global colleagues to resolve the cross-offering prioritization both from development as deployment views to support the development teams (e.g. capacity, development risk and effort, PCM activities)
- Communicate continuously the agreed and aligned offering and development priorities to KTI counterparts as well as cooperate with KONE Supply Chain.
- Support the activities in various execution teams related to the offering through its lifecycle, starting from initial ideation and concepting to first market launch to continuous development throughout the commercially active lifetime of the offering until retirement and termination of products and new releases.
- Work continuously with business stakeholders to secure funding, capacity & attention from different functions to execute the business case.
- Ensure readiness of global product release /local product/feature releases for successful deployment
- Support Countries to communicate with authorities, business and professional associations and other related influencers to influence standards and codes, and to promote KONE solutions.
- Define, track, and take corrective action based on the full-chain business results and KPIs.

Drive go-to-market and benefit realization
- Drive the successful deployment of the new offerings to the Areas and Front Lines
- Support the global deployment package in collaboration with Area colleagues to secure readiness of area offering teams to drive deployment of global offerings with Frontlines.
- Secure the full-chain readiness of defined Front Lines to sell, market, install, deliver, maintain and support the offerings which are being deployed.
- Lead the identification, support, and follow-up with early customer cases (“hyper care period”) in order to validate a successful end-to-end roll-out, gather improvement feedback and ensure issue list items get resolved.
- Actively identify risks and opportunities and mitigate their impact.
- Ensure the proper resourcing, governance, and performance metrics in Front Lines to enable them to drive the deployment locally.
- Manage a deployment status dashboard per Front Lines and audit the progress of each.
- Escalate and follow-up topics which may require Area or Global management support.
- Provide coaching and support to the FL and area colleagues in their win plans for the assigned offering
- Secure benefits realization and business case realization.
- Contribute to the continuous improvement of the common deployment approach across Business Lines

Are you the one?
- Has about 10 years of experience with at least 3 years operating as a strategist or marketer at the level of Regional /In-country Director or Senior Regional Manag