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Segment Leader- Process and Industrial

Company: Dwyer Instruments
Location: Michigan City
Posted on: September 22, 2022

Job Description:

Summary:The Segment Leader reports to the CMO and is responsible for the sales and market success of Dwyer's Process and Industrial Segment. Execute managing the ongoing alignment between the company's products and services with the needs, trends, and preferences of assigned market segments.This person will be responsible for the Dwyer product and solution offer into Process control market segments. Dwyer products are used in Water / Wastewater, Pharma, Chemicals, Bulk Handling, Agriculture, Oil & Gas and Food/Beverage process industries.
Essential Duties and Responsibilities:

  • Revenue & Margin - Engage with the firm's leadership and sales team to model the multi-year revenue and margin outlook for the assigned category to ensure we meet annual manufactured and resale revenue and margin objectives.
  • Process Product Roadmap - Provide segment feedback and coordinate with product managers the process product roadmap from TG-0 to TG-2 perspective to rationalize the investment from a Make(development) vs. Buy(resale) perspective. For the process segment, own the TG-6 gate and work with sales and product managers during the TG-3 through TG-5 gates to develop a successful go-to-market strategy and execution plan.
  • VOC - Develop a deep understanding of VOC and end user/ decision maker personas. Collaborates with HVAC business development to ensure a robust VOC process that primarily focuses on the target market customers supplemented by ancillary voices (VOS, VOT, VO-Industry) to capture intelligence around products/markets/and applications.
  • Trusted Advisor - Act as a trusted advisor with deep segment knowledge to train, advise and advocate Dwyer products and solutions
  • GTM - Work with Field Sales and Group Product Managers to ensure successful market launch of products & services, inclusive of customer Beta testing, internal training(CSRs, Field, Inside, and International), campaign materials, and vetting primary launch customers.
  • Segment Playbooks - Guide overall Segment playbook development and own relevant sections that outlines the key markets targeted, TAM/SAM/SOM, products solutions to applications, marketing materials and campaigns, and potential prospects/ lead generation.
  • 3 year rolling Market Strategy - Develops the vertical market strategy inclusive of the situational analysis, competitive landscape, value propositions, go-to-market plans, and financial expectations. Looks across product categories to identify solutions for the assigned market.
  • Industry Organizations - Follow and join related industry groups and attend events as appropriate to grow Dwyer's presence and influence as a thought leader in the industry.
  • Pricing - Works with Group Product Manager and Sales team to establish List Pricing and Discount levels to support the go-to-market strategy for the assigned market.
  • Strategic Initiatives - Define and execute on defined corporate goals for sales revenues and other strategic initiatives.Key Performance Indicators (KPI's):
    • Assigned Revenue and Margin Targets
    • Maintain Segment New Product Development (NPD) opportunity funnel with plans in place to achieve current year budget and 3 year forecast for sales and gross margin.
    • Execution of key activity goals against essential duties and responsibilitiesRequired Skills / Experience / Competencies:
      • BS degree, MBA preferred
      • Exceptional influencing skills (leading without direct authority)
      • Cross functional partnership & leadership skills
      • Strong change management skills
      • Five (5+) years relevant work experience in B2B marketing with minimum 2 years interacting with senior level management
      • Strong financial acumen
      • Demonstrated success in market / solutions development
      • Successful track record of developing & executing strategic plans
      • Accountability & highly organized

Keywords: Dwyer Instruments, Gary , Segment Leader- Process and Industrial, Other , Michigan City, Indiana

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