Demand Manager

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Demand Manager

Malvern / Boscombe Down

Competitive Salary and Benefits

Fantastic Development Opportunities - Chance to Shape Department

SC Clearance will be required with a possible need for DV

Experience & Qualifications

1 Direct management experience in a similar business area - at least 5 years desirable

2 Proven experience of interacting with a wide range of external and internal stakeholders including all depths up to director levels

3 Have experience of having worked at Project Manager, Sales Lead or Project Technical Lead level.

4 Demonstrable change leadership experience

5 Degree level academic qualification in a subject requiring strong analytical, conceptual and organisational skills.

Role Purpose

* To lead and deliver excellence in demand management resulting in a high level of integrity within a Business's demand signal (covering Investments, Business Development and Projects). Driving a continuous improvement culture that ensures the business view of demand is always as accurate as it needs to be.

* Working with the business, responsible for demand data integrity

* Responsible for analysis and articulation of the demand signal (including deltas, trends, risks, errors & scenario planning) to Supply, including environment, context and priority

* Working with the business, responsible for identifying and addressing bias

* Providing a single point of contact for Demand related issues

* Adhoc reporting to support the business understand their demand signal

Note:

The role is embedded within a Business (A&S, CIT, MLW, International/AS&P) reporting day-to-day to the Programme Director(s), while working as an integral part of that Business' S&OP team.

Key Accountabilities

1 Business Demand Signal: Manage the preparation, analysis and data integrity for the total business-wide demand signal covering Investments/IRAD, BD pipeline, project backlog and discretionary effort, as input to and for review at the monthly Demand Review. This includes:

1 Producing the monthly demand pack and facilitating the monthly demand review. Preparing a summary analysis (key data, decision/discussion points and recommendations) and providing support/facilitation for the review across each month.

2 Providing proactive support to demand owners throughout the month (IDT Leaders, BD community, ICT Leaders) to drive a stable and consistently high level of data input & integrity (complete and accurate) that generates a demand signal in which the assumptions and uncertainties are fully understood, accurately represented, and clearly articulated.

3 Analysing and understanding month on month changes and trends from the demand signal and highlighting key changes, risks, opportunities and actions for consideration both during the month and at the demand reviews. Ensuring E&O are appropriately and effectively informed to enable effective supply planning to take place.

4 Analysing and understanding trends in actual versus forecast performance to identify and drive improvements in forecast accuracy.

5 Modelling and driving consensus on demand scenarios and options to enable agreement on the total demand signal and supporting assumptions. Working with IDT's / ICT's and E&O to scenario plan the impact of alternative options, making sure that all decisions that are taken are fully reflected in the demand plan, and owning the communication process to and from Supply with regards these "what if" scenarios.

6 Proactively identifying and analysing the causes of poor demand signal integrity, conducting root cause analysis and proposing/leading/coordinating the implementation of improvements within their embedded Business to ensure our view of demand is always as good as it can be. Ensuring that wherever a new demand is identified we have an appropriate demand input into the demand plan that is specific and managed / updated over time as confidence grows or circumstances change.

7 Taking ownership and managing through to completion the relevant actions to improve data integrity. This entails a balanced approach between providing guidance, coaching and being directive towards those who "own" demand (PM's, BDM's).

8 Ensuring that BD and Programme delivery strategies and approaches are accurately reflected in the profile of opportunity and project demand plans, and that the key differences in demand (capacity and capability) are clearly articulated to Supply.

9 Being widely recognised as the focal point for demand within the organisation, the person who people turn towards to help understand and resolve demand related issues.

10 Generating and delivering the monthly Business Brief to the E&O community.

11 Ownership of the monthly LT Opportunity review, preparing inputs (top 20), facilitating the session with the LT, and coordinating the timely progression and completion of actions.

1 Reporting: Collate, analyse and summarise the reporting of all performance and governance data and metrics on a weekly, monthly (and adhoc) basis relating to demand for management reviews across the Business, including BPRs; ensuring high levels of timeliness and accuracy.

1 In addition to calculating key performance metrics, working with the business to address behavioural, structural or other issues that might be negatively impacting these metrics. Providing guidance on appropriate corrective actions.

2 Generating and presenting the "Gap to Target" from a revenue and profit perspective as part of the demand cycle. Using this as the starting point to stimulate the thinking around Gap Closing activities, and then working with the business to firstly model the impact of gap closing activities, and subsequently to incorporate and report / track on those that are signed off within the demand signal.

3 Support the S&OP Manager in holding the IDT / ICT teams to account. Where commitments are made to drive stretch plans (new business, enhanced or accelerated potential business), reporting on progress to identify whether we are on track and highlighting early intervention warnings where it might appear that commitments might be falling short.

4 Working with the Supply Manager, calculating and communicating the impact to the demand community (revenue) of any supply constraints.

1 Process Improvement: Drive maturity and continuous improvement of demand including Business-level and ICT/IDT KPIs, contribute to identifying improvements to the S&OP processes and toolsets.

1 Managing assumptions and how they might translate into the demand plan at a macro level e.g the impact of the economic downturn, government decisions, Brexit etc.

2 Looking to identify correlations between demand and external factors (key market drivers, published government indices etc) to aid forecasting accuracy.

3 Undertake Product and Sector level analysis to determine which areas we are seeing growth / decline in. What are the underlying causes, do we understand them, what future impact might this have on the demand signal.

4 Working with the business to translate strategy into the demand plan - helping to define, at an appropriate level of granularity, how we express new demand from new strategic initiatives within the demand plan, and how we provide useful data to supply. Breaking big ticket items into appropriate demand signals.

5 Supporting management information in terms of input (forecasts) into the 5 year ISBP planning horizon.

1 Collaboration & Communication: Actively collaborating with the Business LT, S&OP Managers, Supply Managers, Demand Managers and the W&FP Team. Building relationships with IDT Leads / Focals, BD Teams, Programme Controllers and Programme Directors. Proactively taking ownership of the communication process - outwards to Supply, and then inwards back to the IDT & ICT communities to ensure a closed loop communication system is in place that reflects decisions & actions that have been taken. Follows up where actions are not being progressed satisfactorily.

1 Procedure Implementation: Effective implementation of and adherence to corporate Sales & Operations Planning (S&OP) policy and procedures across their embedded Business. Ongoing training and reinforcement of required behaviours / requirements for those inputting into the demand plan (PM's, BDM's).

Key Capabilities/Knowledge

1 Knowledge of the breadth of their embedded business and capabilities, including an understanding of how resource planning can most effectively be applied to support business delivery.

1 Detailed knowledge of the design for the businesses S&OP approach and systems, including understanding of underpinning principles.

1 Strong leadership capabilities to effectively build and inspire high-performing teams with a focus on continuous improvement and collaboration. Excellent abilities to collaborate with (and coach when required) a network of geographically dispersed stakeholders.

1 Strong management skills to drive successful delivery against an agreed plan and to challenge behaviours and accepted working practices at all levels.

1 Demonstrate high-levels of negotiating and influencing skills with the ability to build strong relationships quickly at all levels and across all disciplines.

1 Strong organisational and communication skills to include an ability to tailor style to different audiences.

1 Act as a role-model by exhibiting flexible and adaptable qualities and being a high performer in a dynamic environment.

1 Able to rapidly assimilate a complex situation, identify and focus on the key issues to achieve a desired corporate strategy and objectives. Confidence to make complex decisions under uncertainty and pressure.

1 Demonstrable high level of IT competency including the ability to learn new systems and packages as required.

2 Very strong analytical and problem-solving skills including innovative and creative thinking; and scenario modelling.

3 Good knowledge of strategic objectives, operating principles, model and organisation

4 Strong PC literacy with excellent attention to detail