Director, Market Intelligence & Planning

Description

WHO WE ARE

 

AVI-SPL is a digital enablement solutions provider who transforms how people and technology connect to elevate experiences, create new value, and enable organizations to thrive and grow. We are the largest provider of collaboration technology solutions, which include our award-winning managed services.

 

Our highly certified industry experts and innovation leaders share a vision to help people work smarter and live better. We believe that success starts with a sound team and that an inclusive and diverse workplace moves us all forward.

 

WHAT YOU’LL DO

The Director of Market Intelligence & Planning is responsible for analyzing market trends, sizing market opportunities, forecasting future market conditions, and developing market coverage models and sales resource models to optimize business strategies and budgeting. This role involves gathering and interpreting information about market conditions, consumer behaviors, and competitor activities to support decision-making processes.

 

Day-To-Day Responsibilities:

 

Market Research & Analysis:

• Conduct research to identify trends, opportunities, and challenges in the industry.
• Analyze data related to customer demographics, preferences, and behaviors.
• Monitor competitors’ strategies and activities.

Market Sizing:

• Estimate the total addressable market (TAM), serviceable available market (SAM), and serviceable obtainable market (SOM) for various segments.
• Use various methodologies, such as top-down and bottom-up approaches, to accurately size markets.
• Quantify potential revenue opportunities across different markets.
• Provide detailed market size forecasts and growth projections.

Forecasting:

• Develop short-term and long-term forecasts based on historical data, market trends, and economic indicators.
• Utilize quantitative models and statistical methods to predict future market behavior and demand.
• Create forecasts to guide strategic planning, budgeting, and decision-making.
• Regularly update forecasts to reflect changes in the market environment and business strategy.

Budgeting:

• Assist in the development of budgets by providing market data, forecasts, and financial projections.
• Analyze the financial implications of market trends and strategic initiatives.
• Collaborate with finance teams to ensure alignment between market analysis, forecasts, and budgetary planning.
• Monitor budget performance against market trends and adjust forecasts and recommendations as necessary.

Market Coverage Models:

• Develop and optimize market coverage models to ensure effective allocation of resources and maximize market penetration.
• Analyze different coverage strategies, including direct and indirect channels, and recommend the best approach based on market conditions and business objectives.
• Evaluate geographic and demographic factors to determine the most efficient coverage plans.

Sales Resource Modeling:

• Develop sales resource models to optimize the deployment of sales teams and resources.
• Analyze sales performance data to identify the most effective allocation of sales personnel and resources.
• Collaborate with sales leaders to align resource models with business goals and market opportunities.
• Recommend adjustments to sales coverage and resource allocation based on market changes and performance metrics.

Strategic Planning:

• Develop entry strategies and growth plans based on research findings, market sizing, forecasts, and resource models.
• Assist in creating business plans, including forecasts, budgeting inputs, and positioning strategies.
• Identify potential markets and customer segments for strategic initiatives.

Data Management & Reporting:

• Collect, organize, and analyze large sets of data using statistical tools.
• Prepare detailed reports, presentations, and dashboards summarizing research findings, market insights, sizing estimates, forecasts, market coverage models, sales resource models, and budgetary recommendations.
• Provide actionable recommendations based on data analysis to support strategic decision-making, resource allocation, and budgeting.

Collaboration:

• Work closely with various teams, including finance, sales, operations, and executive leadership, to align strategies with business objectives.
• Communicate insights, forecasts, market coverage models, sales resource models, budgeting recommendations, and strategies to stakeholders at all levels of the organization.

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