Excellent opportunity to demonstrate your leadership experience in this B2B Marketing Director role.
Reporting to the Canon UK and Ireland Managing Director, your key responsibilities include leadership of CUK & Ireland B2B marketing department.
Responsible for design and delivery of a compelling B2B marketing strategy to drive our short and mid-term revenue growth, profitability targets and units sales achievement for each of the B2B channels in line with the overall business strategy.
Responsibilities and Tasks
Develop B2B Marketing Strategy aligned to overall business strategy but tailored to the specific needs of the UK & Ireland.
(CUK &I)
Define GTM strategy for the 3 B2B sectors of SMB/SOHO, Office and Professional Print and how to balance the priorities between these. Define required profitability, resource and effort balance between direct and indirect. Leads and coordinates all national marketing activities related to all B2B channels in terms of pricing, positioning, initiation of promotions and marketing along with actual and future development of the value proposition, ensuring alignment of all initiatives to overall strategy.
Takes a lead role in the development of the B2B UK & Ireland Mid Term Plan, taking clear inputs and feedback from other members of the UK Leadership Team and working in close partnership with the Managing Director
Accountable for the achievement of B2B revenue, gross margin, profit and loss, unit budgets and market share.
Works in close collaboration with all B2B Channel Directors to reflect sales and customer requirements and ensure that agreed SLA’s are in place to measure progress. Support Channel Directors to optimise route to market efficiency (direct/indirect/account management type).
Recruit, lead, motivate and develop a highly effective and efficient B2B marketing team
Responsible for demand and lead generation acting as the link between Marcoms and CEL for program support and execution planning. Track and report on marketing execution results. Mange the demand/lead generation into sales through the pipeline and into partners/resellers. Co-ordination of all web, digital and social media assets. Manage all partner portal & partner programme activities. Provide guidance and advice on balance between account farming and hunting activities. Develop National & Regional Showroom strategy.
Responsible for the management and development of sales enablement programmes for all of the B2B Channels. Including marketing tools, sales and product training needs and social selling in line with the overall Sales & Marketing Excellence strategy. Provides input for the L&D team to ensure the development and delivery of effective solutions.
Works closely with CEL Marketing teams to align strategy.
Represents Canon at conferences and public events to promote Canon products, services and is an ambassador for the brand
Ensures comprehensive understanding of market and customers trends enabling sales channels to maximise opportunities. Leads collation and dissemination of marketing intelligence for B2B in UK & Ireland making full use of information provided by the central Marketing Intelligence team, in addition to locally sourced intelligence
Support the B2B management team to consolidate and agree annual Marketing budgets in collaboration with the sales channels to ensure overall CUK/CEL objectives are delivered. Work with Finance and Channel Directors to manage the overall B2B budget process and take a lead in development of Marketing budgets to ensure achievement of CUK objectives and aligned to the overall Canon EMEA requirements. Optimise the product price support funding from CEL to maximise positive P&L impact for CUK&I.
Create plans for UK product launches, placements and supporting events. Ensure there is a clear total life cycle management plan for all products. Evolve the current shared product marketing function into clear local versus European activity. Create a product planning function to administer core system requirements and minimise workload on order management. Provide regular competitor intelligence activity coupled with action plan on key developments. Define vertical and horizontal propositions incorporating all B2B product, service, software, finance and outsource services. Create content marketing for core portfolio based on propositions & buyer personas. Define proposition approach to allow us to develop stronger symbiotic Alliance relationships. Define a local centric services roadmap and upsell strategy for installed base of customers.
Internal relations will be forged with Canon EMEA – Marketing Management / B2B Senior Management teams, Service & Support, CUK Support functions – Business Operations, C&MC, IT, EPS, Finance, Legal & HR and externally with Customers & Prospects, 3 rd Party Suppliers and Industry Bodies
Required Skills and Qualifications
QUALIFICATIONS
Marketing or Business Graduate/Post Graduate or equivalent
Member of recognised professional body
EXPERIENCE
Proven experience as a successful Marketing leader, preferably in a B2B environment with experience of managing through managers
Proven delivery against contractual Service Level Agreements (SLAs)
Well-developed understanding of financial data and budgeting management
Strong leadership and people management experience in large corporate environment
Sales experience desirable
PERSONAL QUALITIES & SKILLS
Proactive leader with strong strategic thinking and the ability to translate a vision into clear operational goals and deliver against these
Strong Communication Skills
Excellent Planning and Organisational skills
Highly developed internal and external network
Coaching Skills
Highly credible with ability to gain trust of others
Competencies
• Act with Courage
• Bring the Vision to Life
• Build High Performing Teams
• Create Customer Value
• Create Innovative Solutions
• Develop Self & Others
• Grow Profitable Business
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