Product & Market Development Manager

Every day, ANDRITZ continues to deliver successful innovative solutions to our customers globally. Why are we so successful? Because we are passionate and love what we do! We are at the forefront of future engineering technologies, with solutions that ensure the success of our clients in key industries that are shaping the future of the world we live in.

As a Product & Market Development Manager, you will own Aftermarket portfolio of engineered products (non-OEM Wear parts, Spare parts, modernisations/upgrades) necessitated for optimum operation and lifetime extension of the non-Andritz capital equipment. You will have overall responsibility for developing (reverse engineering), promoting, and commercialising the non-OEM aftermarket portfolio globally, working predominantly with regional sales and service teams.

As part of the BU Aftermarket, Asset Lifecycle Management (ALM) team, foster innovative business models on win-win basis (e.g. PPU model, annual sales volume contracts, stock agreements etc.) in conjunction with embed digitalisation to move away from price wars. Ambition is to maintain and strengthen our position as number one supplier for the non-OEM engineered wear parts, spare parts and equipment upgrades globally.

You will be based in North America preferably in Blenheim, Ontario (Canada) or in Muncy, Pennsylvania (USA) and report directly to the Vice President, BU Aftermarket (TBC).

Responsibilites:

• Working closely with global BU Aftermarket and North American regional management teams, develop and execute global strategy, aligned with BU Aftermarket’s vision to become strategic partner not only with our existing customers but also new potential customers using non-Andritz equipment.
• Responsible to achieve non-financial goals along with yearly financial budgets for order intake and margins.
• Develop and execute business development plans in collaboration with Global Sales and Service organisation, Innovation (R&D) and Operation teams (in North America and across the globe) to expand customer base and extend global reach.
• Thoroughly understand the main players in the feed (animal, aqua, Pet) and biofuel markets, reverse engineer wear parts (e.g., feed dies, extruder screws etc.), strategic sourcing of spare parts and development of upgrade/retrofit kits for the non-Andritz capital equipment by improving upon any deficiencies present in the original design.
• Be the leader to pioneer Smart (digital) technologies to convert customer mindset from commodity to value added wear parts, designed absolutely to their specific application needs and offer complete insights to enable intelligent decision making.
• Develop and promote concept of proactive Asset Lifecycle Management (ALM) to enable asset optimisation services, encompassing Smart (digital) Services to deliver distinguished business outcome.
• Working with cross functional teams, critically analyse the current processes and systems to improve lead times, distribution structure and alternative competitive supply chains globally.
• Frequent customer visits to understand pain points and develop convincing business case to develop products to close portfolio gaps.
• Thoroughly understand customer’s value chain and production process across multiple industries and bring solutions to achieve highest returns on the asset invested.
• Work closely with Aftermarket Backoffice (Quotation and Order Execution) teams to improve on associated KPIs.
• Manage and standardize product portfolio including value proposition and pricing to continuously improve our market competitiveness.
• Create Market Intelligence on customer requirements, competitor analysis, price and performance analysis.
• Prepare and provide know how on relevant product offerings, both internally and externally.
• Complete PLC (product lifecycle) management of the existing portfolio and develop a range of innovative ideas for non-OEM product offerings with new business models.
• Lead the process from need identification, idea generation, product design, prototype validation till successful commercial launch.
• To be the primary interface with Sales (capital and aftermarket), Backoffice, Innovation, Automation, Digital and Operations teams.
• Attend customer meetings and travel to sites to understand gaps and future strategic partnership opportunities.
• Work closely with other Product Managers within BU Aftermarket and BU Capital teams.
• Work closely with Product Marketing team to develop appealing marketing collateral with concise and justifiable USPs to support the sales enablement and improved hit rate.
• Keep an eye for M&A opportunities to strengthen the footprint within the allocated product group

Qualifications:

• Minimum 5 years proven track record in industrial product management and commercialization, sales (capital or aftermarket) or related industry experience on a global level.
• Practical experience of developing and promoting Aftermarket products.
• Comprehensive knowledge of the latest trends in industrial digitalisation, service operations, asset and process optimisation.
• Deep understanding of Feed & Biofuel industry and supply chain management is highly desirable.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.