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Product Manager, Industrial, CPI

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Date: Jun 6, 2022

Location: Pudong New District, SH, CN, 201204

Company: Lubrizol Corporation

This position with CPI Fluid Engineering, reporting to the Product & Marketing Director, has responsibility for the business. In cooperation with the Sales Team, the Product Manager operates in the 0 to 18-month time horizon to meet business goals and maximize profitability. With deep knowledge of industry dynamics and competitors’ strengths and weaknesses, the Product Manager is well-positioned to drive value. This role requires commercial acumen, intellectual capability to turn complex technical information into viable commercial solutions and to drive and retain value.   

 

Key Accountabilities & Responsibilities

  • General Product Line Management:
    • Management of assigned product line(s), including:
      • Ensure volume forecasts are consistent with market trends;
      • Price/volume decision making, monitor product margins;
      • Maintain master product sheets up to date and escalate foreseeable issues;
      • Provide inputs for the annual profit plan targets setting (volume, revenue, margin) and lead its execution;
    • Products and Service Package Pricing:
      • Pricing guidelines for product portfolio. Maintain strategic service packages and pricing per customer segmentation;
      • Pricing gatekeeper, Tier 1 approver;
      • Define and communicate pricing targets to the sales team;
    • Portfolio Optimization:
      • Lead portfolio’s 3600 (2/year) analysis – rationalize strategic focus area;
      • Identify opportunities/holes, analyze business cases with Strategic Marketing Manager's (SMM) support and present case(s); 
      • Provide product life cycle inputs to SMM for the marketing plan process;
      • Co-develop with SMM and lead the implementation of the channel strategy based on value chain analysis;
    • New Products Pipeline and Launch:
      • Business owner for new products development (PAP) stage gates –project prioritization, business cases, stage gate reviews;
      • Lead the execution of new product launches with SMM (WW sales-call-in, sales collaterals, industry ppt/posters etc.);
      • Work closely with supply chain and procurement team to coordinate new product launches and new product delivery commitments;
    • Competitive Advantage and Channel Strategy:
      • Track competitor’s activities, strategic responses, execution of initiatives;
      • Review and approve sales proposals, develop winning Value Propositions in coordination with the SMM;
      • Develop and lead the implementation of Business Service Standards aligned to the value proposition;
      • Develop the sales contract strategy and provide guidance to the sales team during contract negotiations;
      • Provides inputs on product, place, price and positioning to the marketing plan process;
      • Work closely with SMM for execution of CPI’s partners/alliances and suppliers strategy, if any.
  • Key Performance Metrics
    • YOY Contribution Margin growth;
    • Unit Margin Improvement(UOI);
    • Forecast accuracy.

 

Requirements – Education, Experience, Skills

  • Bachelor’s degree, preferably in Marketing, Business Administration, Chemistry, Chemical Engineering or engineering related discipline. Candidates with an MBA are desirable;
  • A minimum of 7+ years of prior experience in combination of Sales, Marketing, or Product Management roles;
  • Knowledge of OEM’s, customers, competitors, distribution channels and the global market, as well as an understanding of commercial and marketing skills such as product positioning, strategic and value pricing. Knowledge of lubricants is a plus;
  • Demonstrated track record of effective leadership in past roles;
  • Financial acumen and analytical capabilities;
  • Strong organizational skills; ability to manage and prioritize tasks/projects;
  • Capable of independent action; takes initiative;
  • Must earn the confidence of the sales organization;
  • Excellent communication skills, both written and oral;
  • High level of proficiency in Excel, Word, PowerPoint.


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