Product Segment Manager - Publishing Papers

GENERAL ACCOUNTABILITY

The Product Segment Manager is responsible for development and implementation of the 3-year business plan for specific segments of Fraser’s paper products that will achieve maximum return on capital invested.  The position includes the approval of business plans for each targeted segment and achieving forecast profit and loss.

For each segment, this involves:

1. The development and continuing validation of a market segment assessment work for specific paper products;


2. The development and implementation of a business plan that has as its primary objective to maximize the cash return from manufacturing and sales of paper specific products.  The plan will incorporate input from a sales plan that identifies customers and freight, price assumptions, manufacturing costs and competitive factors with a 12 month and three year perspective; and


3. The identification of new product opportunities.

NATURE & SCOPE OF POSITION

The Product Segment Manager has no direct reports.

Fraser Papers is an integrated specialty paper company, which produces a broad range of specialty packaging and printing papers.  Headquartered in Toronto, Ontario, Fraser operates 12 paper machines in Maine and New Hampshire, 3 pulp mills in Quebec and New Brunswick, and 4 sawmill operations in New Brunswick and Maine.  Fraser Papers’ Marketing Department is responsible for the marketing of 3 paper segments: Publishing Papers, Label and Specialty Papers and Packaging Papers.  The Publishing business consists of directory, uncoated groundwood specialties and freesheet papers produced at Fraser’s East Millinocket, Madawaska and Gorham mills for the North American publishing paper segment.  The Label, Specialty Papers and Packaging Papers are primarily produced at Fraser’s Madawaska mill.

SPECIFIC DUTIES AND POSITION ACCOUNTABILITIES

1. Develop and execute a business plan for the specific segment.  The plan requires feedback and support from a cross functional team including Product Development, Manufacturing, and Sales.   The plan will include volumes targets by customer and location; market strategies, pricing policy, new grade line introductions, modifications and/or discontinuations consistent with the plan.


2. Monitor results and support sales and distribution activities including making joint sales calls to develop additional business and monitor customer issues. 


3. Work with Sales and Product Development to identify, analyze and prioritize opportunities for new business.  Monitor reports from technical representatives to surface and quality concerns.


4. Monitor market trends, including demand, growth rates, competitive trends, new technologies and pricing, and incorporate into the business plan.   Analyze and assess competitive offerings to identify differentiators and recommend pricing levels.


5. Develop market segment value models to determine value propositions and pricing policy.  Work with sales to test and validate the value of our offerings and implement changes to maximize value.


6. Document and report on product profitability, sales activities and operational metrics.  Recommend pricing guidelines for products.


7. Support the Product Development Stage Gate process by providing market information and justification for the development of new products.  Create business cases for new product opportunities.


8. Create collateral marketing materials that accurately reflect the features & benefits of the product line.  Communicate and provide training to General Sales Managers and Account Representatives to assist them in developing sales messaging.


9. Review and follow-up with manufacturing operations regarding quality issues and concerns to ensure the all customer issues are being responded to.


10. Reporting responsibilities including a monthly written report that provides a clear understanding of market segment performance versus planned performance.  The report incorporates summary sales data, re-states annual goals and business strategy, provides a brief market update, a description of monthly business activity and new business development initiatives and includes a numerical reconciliation of sales volumes, average net realized prices, inventory levels and order backlogs.

MAIN INTERNAL CONTACTS

Mill Management, Senior Management, Product Development, Sales personnel, Transportation and Customer Service Department.

MAIN EXTERNAL CONTACTS

Customers, Market Research Firms and Marketing Communications Firms

STATISTICAL DATA

Annual Sales Volume: Publishing: $470 million, Label and Specialty: $140 million, Packaging: $120 million

Annual Tonnage:  800,000 tons

QUALIFICATIONS

The ideal candidate will have project management, communication and leadership skills.  Additionally, the role will require analytical skills, technical knowledge, and the ability to work effectively with customers to understand business application and requirements for each product. 

1. University degree in business, marketing or engineering.


2. Minimum five years experience in a marketing or product management role


3. Knowledge of market, sales & product development processes


4. Strong project management, problem solving, and analytical thinking skills


5. Exceptional written and verbal communication skills


6. Solid business acumen, management and marketing communication skills.


7. Strong computer skills (Microsoft Office literate)


8. The ability to travel 20% of the time.