Product Marketing Manager, Printer & Doc Finishing ...

Summary of Position: This position is accountable for the achievement of overall revenue and gross profit targets for Print and Document Finishing Services product line and its revenue growth.  This includes working with the Service and Print Management business development and service teams on developing, piloting, and roll-out of new products and services and managing the service and solution offerings.  The primary accountability is for achievement of equipment and software sales, service revenue and professional services and equipment gross margins by developing and driving marketing plans for the OEM, Reseller and End User channels.   

Accountabilities 

A.           Development and execution of an annual marketing plan with specific programs and tactics for the OEM, Reseller and End User channels to meet the sales and profitability targets for the business. 

B.           Design and implement effective product/service launches that properly position the product in line with the strategic objectives as defined by the Business team.  Design product launches such that the sales organizations can effectively implement the plan. 

C.           Develop innovative and competitive marketing and promotional programs for all sales channels that balance customer and sales incentives to achieve profitable growth. 

D.           Forecast unit sales on a monthly basis to ensure proper service capacity levels and financial reporting. 

E.           Configure offerings and prices that will satisfy customer needs and be easy for sales to understand, while facilitating the order management process. 

F.            Support the various sales organizations, responding to questions, observations, and concerns.  Direct applicable comments to appropriate areas of the organization for follow-up or input. 

G.           Partner with OEM’s and Resellers to understand specific market needs, and develop solutions to drive the business. 

H.           Key measures include:

• Primary -  Meeting product/service revenue, growth, and profitability


• Other -  Base growth, product unit total growth in total, growth of customer base, customer retention

 III.    Unique Accountabilities

•  Development and implementation of initiatives, in concert with Business Operations, IT, Customer Service, and Sales, such that results are achieved.


• Must be accountable for managing sales configuration within order system (Pathfinder).


• Operate in a team environment, sharing the financial and market targets in order that objectives are achieved.

 IV.     Nature and Scope 

A.           Major or Unusual Problems:  Significant financial accountability; incumbent must balance meeting objectives of various organizations while achieving financial objectives.

B.           Decision Making Authority:  Has broad scope in recommending changes and introductions of new programs and services; Includes recommendations for product pricing and positioning, sales training, sales structure and service design and delivery. 

C.           Typical Sources of Support in Meeting Problems or Challenges:  Print and Document Finishing Management Business Team, Marketing Finance, Business Operations, Product Supply and Service. 

D.           Principal Managerial Contacts: VP, Print Services; Director Marketing Finance, Manager Product Supply, Director Business Operations, VP Sales Planning, Director/VP Customer Service and Director Supplies Operations.  

E.           General:  This position requires a unique blend of problem solving skills, high creativity, and financial acumen.  It also requires strong project management capabilities and a demonstrated ability to work independently.  

V.       Organization  Reports to the Director, Product Marketing in Customer Marketing 

VI.     Key Competencies

• Can be counted on to exceed goals successfully; very bottom-line oriented; steadfastly pushes self and others for results; enjoys working hard; is action oriented and full of energy for the things he/she sees as challenging; seizes more opportunities than others.


• Is bright and intelligent; deals with concepts and complexity comfortably; described as intellectually sharp, capable, and agile.


• Takes responsibilities for actions; confronts problems and issues directly; addresses issues and follows through on commitments.


• Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.


• Spends his/her time and the time of others on what’s important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus.


• Comes up with a lot of new and unique ideas; easily makes connections among previously unrelated notions; tends to be seen as original and value-added in brainstorming settings.


• Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.


• Makes good decisions (without considering how much time it takes) based upon a mixture of analysis, wisdom, experience, and judgment; most of his/her solutions and suggestions turn out to be correct and accurate when judged over time; sought out by others for advice and solutions.


• Blends people into teams when needed; creates strong morale and spirit in his/her team; shares wins and successes; fosters open dialogues; lets people finish and be responsible for their work; defines success in terms of the whole team; creates a feeling of belonging in the team.


• Accurately scopes out length and difficulty of tasks and projects; sets objectives and goals; breaks down work into the process steps; develops schedules and task/people assignments; anticipates and adjusts for problems and roadblocks; measures performance against goals; evaluates results.


• Uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; can see hidden problems; is excellent at honest analysis; looks beyond the obvious and doesn’t stop at the first answers.

Qualifications:

• BS/BA Degree required / MBA Degree highly desired


• Must have 3 years of service marketing management experience in printer/copier industry


• Excellent understanding of finance, economic analysis, and customer research


• Excellent interpersonal, presentation, and written communication skills required


• Proficient with developing a product or service marketing plan 


• Must have proven experience with OEM and/or Reseller developing solutions to drive business needs


• Must have excellent understanding of finance, economic analysis, and customer research


• Possess strong project management capabilities and demonstrated ability to work independently