Market Manager

2 weeks ago

Perth, Australia SPX FLOW Full time

**JOB SUMMARY**

**PRINCIPAL DUTIES AND RESPONSIBILITIES**
- Possess comprehensive market knowledge, including processes, terminology, developments, and trends.
- Understand stakeholders and decision-makers within the value chain, including Key Accounts, Strategic Customers, EPC’s, Process Licensors, Consultants and Contractors.
- Understand plant performance and articulate the value proposition of our processes and align our technologies and products with customer needs.
- Analyze Global Competitors' offerings, value propositions, product features, benefits, and develop strategies to counter them.
- Contribute to the creation of global and regional sales strategies.
- Leverage IIR and other resources to generate a project pipeline for sales forecasting.
- Assist regional commercial teams and key account managers with sales proposals.
- Train regional sales teams and channel partners and create sales materials.
- Monitor global sales metrics for specific categories and support regional corrective measures as needed.
- Partner with Product Management and Commercial Teams to gather market insights, pricing, Voice of Customer (VoC), and emerging technologies, and identify potential acquisition targets.
- Support New Product Development (NPD) personnel and processes.
- Aid in the development of market and category-specific aftermarket solutions.

**METRICS & DELIVERABLES**
- Market Share: Track and compare market share gains against predefined targets.
- Market Analytics: Monitor global orders, hit rate, margin, and pipeline developments.
- Market Strategy:

- Secure management endorsement for Market Vision and Strategic Market Plan
- Regularly update and refine the Market Plan to align with market changes.
- Value Proposition: Develop and disseminate a clear value proposition and playbook.
- Strategy & Planning:

- Collect and analyze customer feedback and stakeholder insights.
- Evaluate market, customer, and competitor data to pinpoint growth opportunities.
- Articulate and establish a distinct value proposition and product differentiation.
- Oversee the development and approval process for New Product Development (NPD) in line with product management goals.
- Spearhead initiatives on the strategic roadmap to fulfill growth objectives.
- Process Training & Promotion:

- Formulate and uphold a comprehensive Process Training agenda including seminars, trade shows, and webinars.
- Offer ongoing process-related technical support to the Sales team.
- Collaborate with Marketing Communications for the creation of marketing materials.
- Advocate for the process through external engagement with customers, partners, and media outlets.
- Conduct process training sessions for both internal teams and external stakeholders.

**KNOWLEDGE, SKILLS & ABILITIES**
- In depth knowledge of mineral processes and plant operation
- Proficient in business strategy formulation and roadmap development
- Experienced in constructing comprehensive business cases
- Effective in influencing cross-functional teams
- Demonstrates divergent thinking, courage, creativity, and persistence
- Proficient in utilizing context menus for enhanced productivity

**EDUCATION AND EXPERIENCE**
- Bachelor Degree in Engineering, Business Development, or a related field
- Over 10 years of industry experience and recognized expertise within the field
- Extensive product and market knowledge

**COMPETENCIES & BEHAVIORS**
- Leadership & Delegation: Demonstrates the ability to guide, motivate, and direct a team, effectively delegating tasks to appropriate individuals.
- Influence & Negotiation: Possesses strong persuasive skills, with the capacity to positively influence outcomes and negotiate mutually beneficial solutions.
- Communication for Understanding: Exhibits excellent communication skills, ensuring clear understanding and fostering open dialogue.
- Customer Insight & Curiosity: Shows a deep understanding of customer needs and exhibits a strong desire to learn and understand new concepts.
- Information Analysis: Skilled in analyzing data and information to draw accurate conclusions and support decision-making.
- Improvement & Innovation Mindset: Maintains a focus on continuous improvement and innovation, always seeking ways to enhance business processes.
- Decision Making & Risk Taking: Capable of making informed decisions while effectively managing risks and uncertainties.
- Business & Financial Acumen: Demonstrates a thorough understanding of business operations and financial principles, contributing to the company's economic success.

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