Major trends, such as shorter product lifecycles, higher energy costs, emerging markets and a growing global economy lead to redefining factory machine requirements. The digitalization of our world, the Industrial Internet of Things (IIoT), give us more ways to optimize machine and system performance than ever before.
We're embracing the challenge by offering our expertise and the products and services necessary to help our Machinery OEM (MOEM) customers to energize the machines that drive manufacturing and industry around the world. We deliver offers/solutions to our customers which enable them to:
Speed up design time to get to market faster.
Protect personnel and equipment.
Increase reliability and uptime.
All while lowering costs and increasing energy efficiency.
The primary function of the role will be to work closely with the Business Units and Sales to revisit and execute the EMEA MOEM strategy in order continuously to strengthen Eaton’s position in the context of four major external trends:
performance increase of the machine
scalability through technology platforming across different machine ranges
The MOEM Segment Leader will drive the MOEM strategy, marketing and communication plans and create an integrated segment sales plan using Eaton’s "360 degree" segment process and methodologies. He/She can also drive directly the work on potential alliances complementing Eaton's offers.
The major aspects of the "360 degree" segment process are:
Track market trends across all sub segments, identify technology implications and work cross functionally with Eaton Business Units to help steer Eaton's product and technology development roadmaps. Understand how those trends affect stakeholders.
Adjust, develop and drive the segment and sub-segment/application strategies, including IIoT for Machines with Business Units and internal resources (e.g. Eaton’s Centre of Intelligent Power).
Lead Play to Win workshops in targeted countries to support ownership of the local MOEM strategy.
Identify and support development of key business partners and alliances that help to enhance Eaton's ability to provide a full system offering, in particular for IIoT.
Drive the creation of a segment dashboard (key and leading indicators) to drive the overall MOEM performance.
Support Country task forces when necessary for recovery plans.
Explore potential in new areas (geography, offering) where we currently have low share.
Work closely with Sales in both direct sales and channel to evolve Eaton's go-to-market strategies across the segment and the key sub-segments. Support target countries to develop the relevant sales growth ecosystem and ensure opportunity pipeline growth.
Alignment on budget, priorities for new products, value proposition, value pricing and sales opportunities with Business Units
Lead and manage content creation with Marcom such as value propositions, customer success stories, partner references that communicate Eaton's business value messaging.
Understand the competitive environment and help to evolve Eaton's competitiveness in both existing and emerging market opportunities such as IIoT.
Advocate, and ensure usage, of agile methodologies such as scrum, lean start up, design thinking so that we put the customer/user experience at the heart of any development.
Demonstrate deep understanding of the market to a sub-segment level. Engage with internal and external stakeholders including customers and relevant industry bodies to represent Eaton as an active participant and trusted brand. Develop and execute thought leadership plans.
Work with the Business Units and Sales leadership to understand challenges and act as trusted advisor.
Work closely with the sales enablement team to create content and deliver knowledge to support the field in sales and channel (training decks, customer presentations, webinars…).
Work closely with the Segment and Country sales organization to support business development in target customers and partners.
Ensure sustainability of the partner programme through continuous improvement reviews.
Update and drive execution of the MOEM strategy
Identify and make recommendations to leadership regarding new strategic partnerships
Define a commercial roadmap with the Business Unit to enable the organization to sell new MOEM solutions
Close follow up of the local execution of the MOEM strategy and support/drive for success
Continuous work with all functions of the Business Units (product development, solution center) for fast delivery of digital offerings
Maintain a Global MOEM segment alignment with other Electrical regions and with Hydraulics sector – best practice sharing, common needs, identify global synergies with growth enablers (channel, offering, application, partnership, M&A…).
Be a Subject Matter Expert and Spokesperson. Gather insight, process into messaging and communicate both formally and reactively to key internal and external stakeholders.
Drive segment marketing and communication activities with the segment Marcom leader that result in demand generation
Sense of urgency and proactivity to support the Business Unit and Sales to fulfill the Profit Plan.
University Degree or Equivalent in Engineering or Business Administration: Software / Service / Automation / Control knowledge preferred
A successful track record in companies within the scope of the Machinery OEM market and the factory of the future.
Consolidated experience in marketing and strategy
Able to show examples of how you have established partnerships and driven pilots with customers.
Practical experience and understanding of scrum, lean start up, design thinking methodologies with an interest in developing these skills
Great communicator with listening ability and proficient with digital communication channels.
Ability to think and act strategically
Must be strongly customer-oriented
Good interpersonal skills
Fluent in English with other languages an advantage especially German and Italian.
We make what matters work. Everywhere you look—from the technology and machinery that surrounds us, to the critical services and infrastructure that we depend on every day—you’ll find one thing in common. It all relies on power. That’s why Eaton is dedicated to improving people’s lives and the environment with power management technologies that are more reliable, efficient, safe and sustainable. Because this is what matters. We are confident we can deliver on this promise because of the attributes that our employees embody. We’re ethical, passionate, accountable, efficient, transparent and we’re committed to learning. These values enable us to tackle some of the toughest challenges on the planet, never losing sight of what matters.
Region: Europe, Middle East, Africa
Organization: ES EMEA Region
Job Level: Manager
Is remote work (i.e. working from home or another Eaton facility) allowed for this position?: No
Does this position offer relocation?: Relocation from within hiring region only
Travel: Yes, 25 % of the Time