Manuel Derue

Product sales & marketing management for digital Schindler offerings incl. responsibility for pricing strategy, tools and processes used. Defining the IoT (Internet of Things) strategy for Schindler Belux taking into account the global strategy and Belux strategy. Exploring the markets for digital Schindler offerings (market intelligence, market and competitor research), assessing the business potential and drafting business cases for digital offerings. Commercial and technical launch of new digital offerings in Benelux markets (Project Lead). Implement Group and local initiatives in the field of digitization. Energizing, enabling and actively supporting the salesforce in selling digital services. Monitor and manage sales activities for digital Schindler offerings. Being part of the global network of IoEE Project Leaders, actively sharing knowhow and collaborating with peers in other Zone and Group. Giving inputs for further development of digital services to the global SDG. Close interdepartmental collaboration (e.g. Remote Monitoring Specialists, Finance, Training). Being part of the Department Management Team, actively shaping and participating in strategic, planning, budgeting processes for the EI/MOD business.

Product management tasks including: 3Y planning, marketing mix, market research, benchmarks, product roadmap, pricing, volume forecast, margins, marcom, sales team training and support. Guidance of cross-departmental team charged with pedestrian market product line, extending from increasing the profitability of existing products to developing new products for the company. Build products and business cases from existing ideas, and help to develop new ideas based on industry experience and contact with customers and prospects. Key Responsibilities: • Managing the entire product line life cycle from strategic planning to tactical activities • Specifying international and local markets requirements for current and future products by conducting market research supported by on-going visits to customers and non-customers • Driving a solution set across engineering and marketing communications teams through market requirements, product contract, and positioning • Developing and implementing company-wide go-to-market plan, working with all departments to execute • Analysing potential partner relationships for the product • Working with marketing communications to define the go-to-market strategy, helping them understand the product positioning, key benefits, and target customer • Acting as the internal and external evangelist for product offering, working with the sales channel and key customers

Handles sales activities in Brussels, Wallonia and Luxembourg including following responsibilities: develop, manage and maintain the existing network of integrators, general contractors and end-users. Specifies technical characteristics of company range of products to engineering & architecture offices, consultants, and facilities managers at the earliest stage of sales process. Analyses market data, hands in sales forecast and regular reporting to Executive Committee. Collaborates with Marketing Direction to develop sales strategies, including product management & placement, to improve market share.