Job DescriptionPOSITION SUMMARYThe Industry Marketing Manager is responsible for developing and executing strategies to drive profitable growth through the implementation of various microsegment strategies within Material Handling Solutions. Under limited supervision, this role manages all aspects of assigned projects. The role is accountable for the highest-profile accounts and building opportunity pipeline within the assigned market. The Industry Marketing Manager is passionately dedicated to crafting differentiated market position, rallying the cross-functional team behind a common goal, inspiring them to believe in the vision, take pride in their work, and understand they are part of something great and industry-changing.
POSITION DUTIES AND RESPONSIBILITIESEssential Functions- Develop sales tools and go-to-market strategy for the defined Microsegments; penetrate targeted Microsegment accounts and major projects for corporate specification opportunities.
- Drive specification at target End User Applications where we have documented success from our existing customers and can identify competitive advantages.
- Engage with the sales team to target identified OEMs. Create synergy between OEM and EU sales efforts and distribution and direct sales.
- Foster a culture of Microsegment Solutions through the development of a Microsegment playbook to align the organization to pursue the target segment and coordinate with cross-functional teams to create tailored solutions for customer challenges
- Manage marketing campaigns to drive awareness and engagement with relevant industry audiences by focusing on value propositions and developing consistent and compelling messaging. Support lead generation through digital content, events, and regional and national trade shows.
- Start with one microsegment and expand into other applications within the larger market.
- Become a subject matter expert, gaining in-depth knowledge of specific industry/microsegments, including market trends, key players, regulations, and customer challenges.
- Conduct thorough market research to identify opportunities, understand industry dynamics, analyze competitive strategies, and determine future microsegments.
- Establish and maintain strong relationships with key industry influencers, Industry associations, and potential customers through networking and outreach.
- Review the customer leads and visit OEMs, End users, Resellers, and SIs with the sales teams.
- Identify market opportunities and partner selection to fill gaps, develop go-to-market strategy and collateral, and support sales and commercial execution.
- In coordination with Sales develop customer-specific target account strategies that focus on maximizing wallet share.
- Ensure the active participation of key stakeholders in the tactical execution of the customer-specific target account strategies.
- Support demo solutions and customer-centric demonstrations for trade shows, showrooms, and key potential customers.
- Track and report on key performance indicators (KPI's) to measure the success of microsegment strategies, providing insights and recommendations for continuous improvement
- May be required to follow other job-related instructions and perform additional duties as assigned
Supervisory / Managerial ResponsibilitiesTravel Requirements- Approximately 20-25% of travel is based on customer demand, in the Americas. Occasional travel to Japan possible.
ESSENTIAL EDUCATION, SKILLS AND EXPERIENCE- Bachelor's degree in engineering or equivalent experience.
- 5+ years' experience in defined markets with in-depth knowledge of industry requirements and applications within the Material Handling (MH).
- 3+ years of Solution Sales or Engineering Experience at OEM & Machine Builder customers
- Technical/commercial knowledge of industrial automation products, including one or more of the following:
- Variable Frequency Drives
- Motion Control (servo)
- Programmable Logic Controllers and Human Machine Interface
- Complimentary products/Digital solutions/Value-added solutions
- Ability to evaluate opportunity risk vs reward and aggressively pursue new business.
- Ability to handle multiple and concurrent priorities.
- Effective listening, negotiation, and consensus-building skills.
- Strong interpersonal skills and presence to deal effectively with internal and external customers.
- Excellent writing, oral, and presentation skills.
- Computer Skills/Microsoft Office (Word, Excel, PowerPoint).
BBENEFICIAL EDUCATION, SKILLS AND EXPERIENCE• Experience in Japanese business culture environment
• Familiarity with SAP HANA/SAP CRM
