Trustpower Position Description

Job Title: / General Manager - Markets
Reports To: / Chief Executive
Direct Reports: / 6
Indirect Reports:
Function:
Position Code:
Band:
Location: / Tauranga
Date Reviewed: / July 2016

Purpose Statement

Trustpower delivers superior returns to shareholders from its utility retail activities by acquiring and retaining quality customers and actively managing price, margin and cost to serve. Trustpower plans to achieve this by executing a market strategy that will maximise medium term net present value from its retail activities.

Trustpower’s market strategy is based on increasing customer lifetime value (and therefore retail enterprise value) through bundling household services, with electricity, telecommunications and gas (whether reticulated or bottled) as the core utilities offered.

Key to executing this market strategy is ensuring that segmented markets and customers are clearly understood, that product, proposition and service development and delivery (collectively, customer solutions) are aligned to these, that sales and marketing messages are appropriate and delivered at the right times to the right audiences, and that sales channel execution is driven by and supports the overall market strategy.

The General Manager - Markets (GMM) will combine experience with intuition, entrepreneurship and commercial acumen in order to develop and implement Trustpower’s market strategy, including:

·  Management of price, revenue and margin to ensure Trustpower’s goals are met

·  Applying an unerring commercial focus to all market activities to ensure Trustpower delivers superior returns to shareholders

·  Making clear business decisions based on a holistic understanding of market and customer related issues and trends, while ensuring Trustpower’s commercial goals are met

·  Development of customer and market insight approaches, resulting in a deep understanding of existing and evolving utility markets

·  Creation of insight-led customer solution development and execution to achieve Trustpower’s growth and retention goals within its existing markets

·  Development of marketing communications and media programs that are clearly aligned to brand values and to market insight

·  Developing sales channels and programs that support growth and retention plans at the lowest cost

·  Applying sophisticated analytics to continuously improve and fine-tune market strategy execution

·  Development of needs based segmentation models, resulting in a deep understanding of target market segments and customers

·  Market insight-led identification and development of new opportunities within existing and new markets


Key Accountabilities

The General Manager - Markets and reporting teams will:

Financial Performance

·  Maximise shareholder value by developing and implementing robust long-term market strategies, annual operating plans, policies and programmes that maximise medium term net present value from Trustpower’s retail activities

·  Maximise product margins across all utility products and bundles through high quality analysis and excellent management of prices and input costs

·  Maximise customer lifetime value through increasing both customer net margin and tenure

·  Minimise cost to retain and cost to acquire through integrated communications and sales channel management

·  Capture opportunities for profitable growth through insight-led identification of market opportunities

·  Participate in the development of overall company strategies and practices and work with the other General Managers to ensure the company as a whole meets its profit and performance objectives

·  Achieve planned financial results that meet or exceed budget requirements and optimise utilisation of resources through effective budgetary planning and control, regular performance reviews and clear accountability for management of revenue, capital expenditure, operating expenses and profit

Markets

·  Critically analyse market conditions to create market led responses and approaches within existing markets

·  Critically analyse market conditions to identify opportunities to create new lines of business and revenue streams

·  Develop customer and market insight approaches and tools, resulting in a deep understanding of existing and evolving utility markets

·  Develop needs based segmentation models, resulting in a deep understanding of target market segments and customers

·  Apply insight, experience and intuition to create new consumer led ideas and approaches that achieve Trustpower’s growth and retention goals within existing and new markets

·  Develop marketing communications and media programs that are clearly aligned to brand values and to market insight

·  Develop sales channels and programs across direct sales, direct response and digital channels that support growth and retention plans at the lowest cost

·  Apply sophisticated analytics to continuously improve and fine-tune market strategy execution

·  Apply effective product lifecycle management techniques

Process Improvement

·  Continuously improve data capture, manipulation and analytical tools and approaches in order to more effectively develop and execute market strategy

·  Continuously improve profit analysis and forecasting tools

·  Continuously improve processes in order to improve speed to market and margin capture

Team Work

·  Execute market strategy through building and motivating an efficient and effective market management, marketing communications and channel management team that has a shared view of long term market strategy and execution

·  Develop effective working relationships with individual SLT members through appropriate communication, reporting and personal relationship building.

·  Work closely with the GMCO and GM BS&T in order to ensure strong alignment of market and operational strategies and deployment

Risk Management

·  Adhere to company policies including health and safety and report any risks or incidents.

·  Support health and safety initiatives.

·  Create a safe work environment for self and others.

·  Support Business Contingency and Disaster Recovery Plans.

·  Take a leading role in retail market development issues and other related issues on a local and national basis to ensure Trustpower minimises or mitigates its negative exposure to market influences and captures opportunities for enhanced revenue or reduced costs and risks.

·  Ensure compliance with regulatory and legal obligations

·  Ensure that all significant risks to the Company are managed to a level that is acceptable to the Board.

Generic Leadership Competencies for Executive Positions

·  Clear communicator with the capability to provide clarity in an increasingly complex and competitive environment where certainty no longer exists.

·  Demonstrate a high competence in cross divisional collaboration. Our leaders recognise that the best outcomes for external customers or stakeholders are achieved with a process focused and non-divisional approach.

·  Comfortable with ambiguity and innovation. Authorising people to experiment and learn from their experiences is a key attribute.

·  Demonstrate a high degree of emotional intelligence and self-awareness. Our leaders are in touch with their strengths and weaknesses and use these to build trust with others

Knowledge, Skills, and Experience

Success Criterion / Description
Technical skills / Minimum of 5years experience in at a senior level in utility markets with demonstrated ability to create and deliver shareholder value.
Sound understanding of market strategies, monitoring and reporting.
Strong commercial, financial and analytical skills.
A proven track record of leading and growing a business of significant scale in consumer markets.
Delivery Excellence / Orchestrates action, gives direction and takes responsibility.
A strong drive for results.
Entrepreneurial.
Communication / Successfully persuades and influences others.
Communicates and networks effectively.
Self -Management / Takes control and exercises strategic leadership.
An effective delegator who is not afraid to “roll up their sleeves”.
Problem Solving / An ability and commitment to mobilise talent.
Demonstrates strong commercial acumen and flair.
Emotional Intelligence / Self-Aware and Self-Assured.
Learning Agility / Deals with ambiguity, making positive use of the opportunities it presents
An effective change agent who manages/leads change but also adapts and responds well to change.
Other / Seeks opportunities for self-development and career advancement.
Behaves consistently with clear personal values that complement Trustpower’s values.

Working Relationships

Internal / Board of Directors, Chief Executive, Trustpower Staff, Senior Leadership Team.
With a particular focus on collaboration with GM Customer Operations and GM Business Solutions and Technology.
External / External providers, Contractors, Relevant Authorities and Trustpower’s customers

Authorities

As per Delegated Authorities Policy